Latest / Wedding Pros who are ready to grow - with Becca Pountney / Do you have a leaky sales funnel? This episode WILL help you make more sales in your wedding business!

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Do you have a leaky sales funnel? This episode WILL help you make more sales in your wedding business! · Wedding Pros who are ready to grow - with Becca Pountney

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In today's episode, I'm going to be asking you one simple question.
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Do you have a leaky sales funnel?
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Whenever I work one-to-one with people, this is the first question
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that we have to discover the answer to.
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So I can work out where the problem is in your business and how we
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can move your business forward.
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I'm Becca Pountney, wedding business marketing expert, speaker, and blogger.
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And you're listening to the wedding pros who are ready to grow.
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I'm here to share with you actionable tips, strategies, and real life
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examples to help you take your wedding business to the next level.
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If you are an ambitious wedding business owner that wants to take your passion
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and use it to build a profitable, sustainable business, doing what you
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love, then you're in the right place.
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Let's get going with today's episode.
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As we start today's episode.
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I want you to stop for a moment and think right now, where do you think you need
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the most help in your wedding business?
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Perhaps you might want to take a moment and pause the podcast so you
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can have a little think about this question and even write down some notes.
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Whether it's your initial marketing and inquiries all the way through
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to your making your sales.
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I'm going to be walking you through today, a typical sales funnel journey, and I'm
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going to be helping you to discover where that leak might be in your sales funnel.
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And most importantly, what you can do about.
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If you're currently unfamiliar with the term sales funnel, don't panic,
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essentially a sales funnel is the journey your potential customer goes on from
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discovering you exist in the first place, right through to contacting you and
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hopefully going on to book your services.
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The theory is in a sales funnel that you will lose people as they go through it.
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So you will always have less people coming out of the bottom, then go in at the top.
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If you want to understand this visually I've put together a resource
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for you to take a look at, just head to wedpropodcast.com that's
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wedpropodcast.com to download it now.
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And you can see all of this visually, or just go to the link in my show notes.
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As you go through a sales funnel, you will always lose people, but we
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want to discover today if there's a gaping hole in your current process.
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And if there is, we want to identify it so we can stop people leaking
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out that hole, quite so frequently.
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So we're going to get started right at the top of the sales funnel.
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Stage one is people just knowing you exist.
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Quite often when I work with people one to one, or when they join my
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membership, the first thing they say is, I know I'm really good at what I
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do, but nobody seems to know I exist.
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If that's you today, then that's a problem with the top of your sales funnel.
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If people don't know you exist, it means there's a problem with your marketing.
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Perhaps you're not being visible enough, perhaps you're not getting
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in front of the right people.
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So if you're not being known and no one knows you exist, then the first
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thing you need to do is think about what action you can take to get
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yourself in front of the right people.
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This may mean that you need to show up more on social media.
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Perhaps you need to make more connections with other people in the wedding industry.
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Maybe you need to get yourself in front of some venues.
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So they start promoting you to their couples.
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It may be, you just need to get out of your own head and
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realize you have to be proactive.
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Action.
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If people aren't noticing your business is because they don't know you exist.
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So you need to get yourself out of that hole.
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Stop waiting for people to come and find you and start going
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and proactively putting yourself in front of the right people.
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Perhaps write a blog post for me, for vicinity weddings, perhaps you
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could try and get shared on some of the bigger Instagram accounts.
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There's so many ways you can get yourself in front of the right people, but if
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people don't know you exist, then you need some help with your marketing.
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If you're currently getting quite a lot of people finding you, knowing you exist
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and finding you on your social media, then perhaps this isn't where the hole
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in your sales funnel comes, perhaps is a little bit later down the process.
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So what's the next stage?
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Well, once people find us and know we exist, then the next
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thing we need them to do.
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Actually reach out to us and tell us that they're interested in booking us
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is all very well having lots and lots of social media followers, or lots
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of people knowing about our business.
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But if no one actually inquires, we're never going to make a sale.
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Now there's a couple of reasons why you might not be getting
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the inquiries that you deserve.
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The first reason may be that you need to take a look at your branding
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or your marketing messaging.
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Is it clear what you offer?
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Is it clear what you do?
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Can people tell from looking at your social media profile, who you
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serve and why they should book you?
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Are you clear on who your ideal client is?
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Or are you just trying to be a Jack of all trades and service?
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Everyone, if you don't get your marketing message and your branding, right.
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It's really hard to convert people to, from knowing that you
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exist to actually reaching out.
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People need to be excited when they see your product, people need to be
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wanting to reach out to you because they definitely want you to be their
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wedding photographer, their florist.
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Perhaps they can see some beautiful images of cakes on your profile, and
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they want you to make that cake for them.
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If you're getting people, knowing that you exist, but they're not reaching
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out and inquiring with you, then maybe you need to take a little bit of a
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look at your marketing messaging.
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Now it's really hard to do this for ourselves because
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we're always in our business.
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So we know the business like the back of your hand.
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However, if you really want to understand how this looks to someone
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else, you need to get someone else to have a look at your business.
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Now, sometimes I run marketing mastermind days.
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Things that we do as part of that day is look at each other's
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businesses to see what it looks like from an outside perspective.
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And to see if we can understand what it is that they do, the kind
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of price point they are, the kind of customer they're trying to reach.
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And it's a really interesting exercise because quite often, when someone else
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looks at your account, they notice things that you may be don't notice.
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So you need to find someone else, ideally, someone who would fit into
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your ideal customer bracket and ask them to find out, to research you and
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to tell you what they think you do.
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Ideally a stranger, because if it's a friend, they'll only tell you nice thing.
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So maybe go into my free Facebook group, wedding pros, we're ready to grow and
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just ask people, is anyone happy to do an audit of my social media accounts?
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Is anyone happy to have a look at my website and see if they can work
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out what I do and who I'm servicing?
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If you can get your messaging and your branding, right?
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You're much more likely to convert someone who's just looking and lurking around your
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social accounts over to being some kind of inquiry or sending you a direct message.
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The second reason you might be stuck at this stage, isn't because your marketing
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or branding are wrong, but because you're forgetting to tell people what
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to do next, people are quite simple.
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Most of them will never have planned a wedding before.
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And it's actually a really complicated thing to do.
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Unlike us who are in our businesses all the time and know the wedding
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industry, like the back of our hand, these people have just got engaged and
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now have to plan a full scale event.
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So we need to lead them directly through the process and we need to
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regularly tell people what to do next.
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If you have an Instagram account, for example, full of absolutely stunning
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pictures of your work, but no information about how someone can actually book
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you, then they might not take that next.
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So you need to make sure that you're putting call to actions in your
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Instagram stories, call to actions in some of your Instagram posts, telling
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people what to do next, perhaps even put it in your Instagram bio.
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So things like DM me to find out my date availability, visit the link
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in my bio to find out my packages.
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Send me a message.
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If you're interested in, in booking a call, tell people what to do next.
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Now that call to action may be different for each and every one of you.
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You need to decide for yourselves what your personal sales journey is.
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Do you want the next step to be that they fill in a form on your website?
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Do you want the next step to be that they go to a Calendly link
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and book a direct call with you.
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You need to make that process as simple as possible for them.
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Don't give them 10 different options.
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Don't say, call me, email me.
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Direct message me.
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Go to my website, go to my packages because people will be so confused.
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They just won't do any of it.
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So decide what that next step is in your mind that you want them
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to take and then keep repeating it all the time on social media.
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Unlike us people don't look at our accounts every single day.
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So don't be afraid to repeat yourself and to keep saying, if you're
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interested, do X, Y, Z, drop me a DM fill in a form on our website.
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Check my calendar for availability book in a discovery call.
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Check out our packages.
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You can even say things like send me the word.
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Bride, send me the word wedding and I'll send you back a list of our
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packages, something like that to make it really obvious to people, how they
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can go ahead and get the next step.
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You need to be really approachable.
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You can even be even more proactive than this.
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Put things in your Instagram stories like polls say, are you interested in
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talking to me more about your wedding day?
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Yes.
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And oh yes.
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Always keep the answers positive.
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You don't want everyone clicking?
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No.
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And then anyone that responds to that poll, even if it's just one person,
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reach out to them with a personal message on direct messenger and find
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out what they want for their wedding day, you've got to be proactive.
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So if you feel that your marketing, your branding on point, but you're not getting
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those inquiries, take a look back through your recent emails, your recent social
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media posts and ask yourself, am I telling people exactly what they need to do next?
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And if not, why not?
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Perhaps that's what you need to do.
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Okay.
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Now we're going to move on to stage three of the sales funnel.
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So this is for you.
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If, for example, you're already getting lots of traction.
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People know you exist and you're getting lots of inquiries, but you're
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struggling to get those inquiries to do anything more, other than inquire.
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Perhaps they're ghosting you all the time.
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Perhaps they are inquiring and then you send them more
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information and they disappear.
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What do we need to do in this instance?
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Well, again, there's a couple of things for you to think.
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The first thing is once again, are you making that process
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as easy as possible for them?
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If they're inquiring with you about maybe booking a call or booking a meeting,
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and then you're having multiple messages back and forth, trying to find a date
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that works for you is really easy for someone to give up and not be bothered.
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This is why using some kind of tool like Calendly is so
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effective for your business.
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You can already put in the times you're available and then you can
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just send that one link off to a potential couple and they can book.
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In their own time.
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This is really, really effective.
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It stops you wasting lots of time going back and forth with these people.
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And it means they've got some autonomy and can choose when to do those meetings.
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Now do try and make sure you have a range of times available in your diary.
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Some people will be working all day in jobs and they won't be able
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to do meetings during the day.
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So.
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Evening's free, maybe some weekend times free so people can make a choice, but make
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that process as easy as possible for them.
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I'll link to Calendly in the link below, but there are other diary
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management apps that you can use to.
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The next thing to ask yourself is if people are ghosting you, why is that?
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Take a look at your last few messages?
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Are you just sending people loads and loads and loads of information,
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which is overwhelming for them?
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Or are you keeping it quite chatty and short.
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At one of my summits a couple of years ago, Alan Berg did an incredibly
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great session all about ghosting and how to reply to emails with short,
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conversational messages so that you don't overwhelm your couple.
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But so they always have a question to answer to come back.
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If you're in my members lounge, you can still access that training now.
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And if you're not in my members lounge, but you're interested in accessing that
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training, go to the link in the show notes and use the code podcast to get one month
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free in the members lounge that ghosting training is really, really helpful.
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And if this is something you're struggling with, where people are
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contacting you and the disappearing off the face of the earth, I urge you
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go and watch that training because it will totally revolutionize the
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way you contact an email, your.
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Make sure you're keeping your emails, light and friendly.
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Don't just send them loads.
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And loads of information it's far too overwhelming.
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Also, you don't really want to give them exact pricing.
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At this point.
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You don't want to be wasting your time on people that aren't actually interested.
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That's why having packages and things like that can be really helpful
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because it can give them an overview.
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An idea of your price range, but ideally you want to get
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them on to that next stage.
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You want to get them onto a discovery call.
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Into a meeting because that is ultimately where you're going
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to be able to sell to them.
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The third reason why you might be struggling to move people from this
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initial inquiry stage over to actually booking an appointment with you or
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making a booking is because you're attracting the wrong kind of people.
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If people are often saying to you that your pricing is too high, or
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once you give them the price, they drop off the face of the earth.
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Then again, you need to go back a stage and start looking at your marketing.
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Are you marketing to the wrong people?
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Are you marketing people that can't afford you?
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Are you being quite transparent about your pricing so that they know roughly your
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pricing and your packages before they even contact you because they can't afford you.
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They won't waste your time by contacting you in the first place.
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If this is you, if you're getting lots of inquiries through, but they're always
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the wrong kind of people with the wrong kinds of budgets, you've got to go back a
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stage and start looking at your marketing.
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Are you marketing at the price that you are selling at?
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Are you showing people ideas, products, pictures that are inspiring them?
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Are you showing that you're high-end are you showing that you work in
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these high end kind of venues?
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Are you showing that you are know what you're worth and you're confident in what.
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If you get that right, then you won't have these people contacting you, who
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can't actually afford to work with you or who are just time-wasters.
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So get your marketing, get your messaging and get your branding right.
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And make sure you're attracting the right kind of people.
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Once you're attracting the right kind of people, then make sure you're
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going back and forth with these chatty short emails as per Alan Berg's
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training, and then make sure you've got some kind of system in place.
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Calendly some kind of diary management system.
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So you can make that process to book a call as simple as possible.
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You want to get as many of those inquiries onto a call as quickly as
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possible because ultimately it's the call and the discovery call where
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you're going to work out if you're right for them, if they're right for you.
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And ultimately it will be where you make that.
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Okay, let's move on to the next part of the funnel.
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So we've made sure people know we exist.
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We've marketed to them and given them a call to action to
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reach out and inquire with us.
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We've turned that inquiry into a booking for cool or a meeting.
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And now it's time for us to actually hold the meeting and make the sale.
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Now, I know so many people that struggle with this part, they do
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the call, they get to the end of the call and then they say, get in touch.
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If you want to book me.
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And then they say to me, we just don't convert all the calls.
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You should be converting a high percentage of people that you get in front of.
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If you actually get to the point where someone is right in front of
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you, interested in your products and services interested in you, then you
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should have a really good conversion.
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Now the way you're going to get this conversion is by actually selling to them.
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If you don't pitch and try and close the sale on the call, and
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you leave it up to them to decide, chances are you're leaving in their
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hands and they might go elsewhere.
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So how are we going to deliver this presentation?
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How are we going to do that sales call?
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How are we going to do the meeting to make sure we have the best
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chance of closing the sale at the.
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Well, the first thing you want to do is have some kind of presentation or imagery
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that they can see to get them excited.
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When they first come onto zoom or into the room with you, they're
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going to be feeling a bit nervous.
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So you need to put them at ease.
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You need to be relaxed with them.
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You need to chat with them.
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You need to ask them as many questions as you can.
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Now the key to being a great call is by letting them talk more than you talk.
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It's tempting for us to just dive straight into a sales pitch, stop
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telling them what you can offer for them.
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But actually if you want this sales call to be successful, you need
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to understand them really well.
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So instead of diving in and talking about yourself and what you offer,
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you need to go more in depth and sit back and listen and take notes, either
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physical notes or just notes in your head to remember what they're saying.
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Now you have to be an active listener.
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You need to actually hear what they're saying.
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Be engaged and listen.
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So yes, you're going to start with questions.
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Like when did they get engaged?
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How's their wedding planning going, but then you want to get
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into more nitty gritty questions which are going to be, to do with
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whatever your product or service is.
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So for example, if you make cakes, you need to ask them,
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what's the most important thing for you for your wedding cake?
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What kind of size wedding cake you looking to have?
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What worries you the most about the wedding cake?
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What are you unsure of when it comes to booking your wedding cake?
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Is there anything at your wedding, you're a little bit nervous about
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or worried about what really matters to you when it comes to your
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wedding cake or your wedding food?
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If you can ask these kind of probing deep questions and listen to the
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answers that is going to help you down the line, when you start
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pitching your products and services.
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The next part of the meeting, once you've listened and absorbed, you're
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going to now turn that information around and talk about what you do.
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So for example, if someone says the wedding cakes really important to me,
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I know exactly how I want it to look.
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I want it to serve loads of people.
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Then you can start your pitch by.
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Great.
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Well, the good news is I specialize in making really big cakes and I can
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definitely do this design that you want, but we can work together to
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personalize it to you and make sure you're alleviating all of their fears.
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If there's something they're worried about, perhaps.
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It's going to melt in the sun.
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Well, you can alleviate that fear straight away in your sales pitch, by
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explaining how you store your cakes, how you transport your cakes, how you
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ensure that that doesn't happen, how you recommend to the venue where they
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keep it or whatever it is that you do.
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I'm no expert in wedding cakes.
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But the point is, whilst you're talking about the products and
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services you offer, you're showing them how you hit all of their criteria.
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This isn't about pricing.
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This is about making sure you're confident, and they're confident that
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you can deliver all of their criteria.
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You're showcasing why you're the perfect person to work with them
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because you can see their needs and you can make sure you answer them.
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You're a safe option because you're going to look after them and
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you're going to make sure those bad things that they're worried about.
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Aren't going to happen.
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If they like you, they like your product and they have this
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additional security from you.
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They're much more likely to book.
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Now, the next stage of the meeting is going to be talking
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about some kind of pricing.
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Now, again, this is where packages can really help you because you can showcase
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roughly where things cost with that low, middle and high package that my friend
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Kelly Mortimer always likes to talk about.
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If you can showcase that to them, then they can see roughly where that
19:08
falls and you can then ask them the.
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Which of these options looks most appealing to you.
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You're asking them a question, which isn't are you ready to buy?
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But you're asking a question to try and get an idea of what
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is going on in their minds.
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At this point, you can then alleviate their fears.
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So they might say, oh, I really like this, but it's a little bit expensive.
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Is there any way you can take this off?
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Or what can you change to bring it to this budget?
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And you can start having a really meaningful conversation about money,
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finances, and actually getting the.
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Now the final part of the call is the part that's going to take the
19:44
most confidence from you, but it's the bit that people neglect to do.
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It's attempting to close the sale on the call.
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So once you know the kind of package they're looking at, and
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whether they're happy, you need to ask them an open question.
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Are you ready to go ahead?
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Are you ready to book?
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Shall I send the contract over for you so you can get booking.
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Now they're going to give you one of two answers.
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The first answer is going to be yes, which is great.
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That's exactly what you want to hear.
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You want to get a yes.
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If they say yes, you can say great.
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I will send everything over to you within the next 24 hours.
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I'll pencil the date in, but you need to get back to me with the deposit within X
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number of days, you make it really clear.
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You tell them exactly what the next steps are and you don't leave it in their hands
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because you're taking the next piece of.
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If they say no, ask them, what's holding them back.
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If they say price will then go back to the discussion and see if you can work
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out anything that fits with their price.
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Or if they say they need to have time to think about it, or they need to
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speak to someone else influential their mum, their dad, their sister,
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their brother, whoever it is.
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Or perhaps they've got another call with another cake maker or whoever
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is that they're looking to book.
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Well, don't say great.
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Well, let me know, give them something specific, say, okay, that's fine.
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How long do you need to think about.
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Do you want three days?
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Shall I contact you again in three days and see how things are looking
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and you make an agreement with them about when you're going to contact them
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again, how you're going to contact them again and what that's going to entail.
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So they know fully, they've got the confidence.
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You're not going to surprise them unexpectedly, but again,
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the control is in your hands.
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You're not waiting for them to come back to you.
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You're making a decision of when you're going to go back.
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They've agreed to it.
21:32
So that's going to give you the confidence in three days to go back and
21:34
say, Hey, hope you had a great time.
21:36
Did you chat to your mom about it?
21:37
Are you ready for the contract?
21:38
Now?
21:39
I'd love to.
21:41
Most people struggle to end sales calls like this.
21:44
If you can get this right, you will convert many more of
21:47
the calls that you are having.
21:49
If you're ending calls, with that.
21:51
Okay.
21:51
Well just let me know when you want to, and then wondering why
21:54
no one ever gets back to you.
21:56
Then this is why you need to change your process.
21:58
And.
21:59
Asking questions.
22:00
I'm not telling you, you need to do sleazy sales or try and trick people into things,
22:05
but you need to give people the confidence to tell them what the next step is,
22:08
what you expect from them and lead them, holding their hand through the process.
22:12
Like we said before, they haven't done this before, but you have, so you need
22:17
to show them each step of the way.
22:18
Exactly what happens next and lead them through that booking.
22:22
And then onto the wedding day itself.
22:26
Hopefully you've identified where in that sales funnel, your
22:28
leak is, is it right at the top?
22:30
You're just not getting enough people towards the top of the funnel.
22:33
And you need to do more with your visibility and marketing, perhaps,
22:36
you know, it's right down that bottom part where you need to make the sales
22:39
and you know, you're not confident and you need to practice closing your.
22:43
Hopefully you've discovered where your leak is, and you've now got some
22:46
ideas about what to do to fix it.
22:48
However, making the sale isn't actually the end of the sales funnel.
22:52
There's one final little part.
22:54
Now you might be thinking well, how's that?
22:56
Not the end.
22:56
I've made the sale.
22:57
Surely I've done the job well for a successful sales funnel.
23:01
There's one final little piece which can make all the difference.
23:04
And that is getting referrals.
23:07
So when you actually get a booking, you deliver the wedding, you go above
23:12
and beyond for the couple, guess what?
23:14
Then they start telling their friends about you.
23:17
And that means that they start going in at the top of the funnel without you making
23:20
any effort whatsoever you're not having to market to them because they're already
23:23
getting that word of mouth recommendation.
23:26
The great thing about the wedding industry is often people getting
23:29
married have lots and lots of peers who are getting married at similar times.
23:33
And so they're always talking about weddings and they're
23:35
always recommending people on.
23:37
So if you're not currently getting recommendations from your current
23:40
couples onto their friends and family, you need to ask yourself.
23:44
Again, there's a couple of things to look at.
23:46
First of all, are you going above and beyond for that couple?
23:49
Are you doing everything in your power to stick to your deadlines?
23:53
Communicate well, go above and beyond deliver their product or service.
23:57
However they are expecting it and go above and beyond for them so that they
24:01
walk away thinking, yes, you are amazing.
24:04
And I would definitely recommend you to all my.
24:07
If you're not doing that, you need to wash yourself.
24:10
Why is really important?
24:12
You deliver top quality customer service to every single one of your customers.
24:16
Just getting money from them.
24:17
Isn't the end of the process, because if you can get this right, and you can
24:21
give them a really great experience, be really good at communicating.
24:24
Be really good at doing whatever it is that you do.
24:27
Then I guarantee they will go above and beyond and tell their friends about.
24:32
Now the other reason they might not be telling their friends about you
24:34
is because it's just not top of mind.
24:36
They're so wrapped up in their wedding day that they kind of forget about
24:39
the person that made the cake or the flowers or, or sold them the dress.
24:42
So you need to remind them that you exist.
24:45
Now, there's a couple of ways you can do this.
24:47
You can reach out to them and congratulate them maybe a couple of weeks after
24:50
their wedding day, when they're likely to be back from their honeymoon.
24:53
You can ask them if they'd be happy to leave you a testimonial,
24:56
a Google review or Facebook.
24:58
You can send them some kind of gift.
25:00
I see some people doing this really successfully where they send out a
25:03
Christmas gift on the first Christmas to the couple, or they send out something
25:07
on their first wedding anniversary.
25:09
And this really makes you stand out from the crowd is very Instagram-able and it
25:13
puts you back in the top of their mind.
25:15
So if one of their friends is about to get married, they can say, oh,
25:18
you've got to have my florist.
25:19
She.
25:20
Beautiful Christmas decoration saying my first Christmas, or she
25:24
sent me this beautiful bouquet of flowers to congratulate me
25:26
on my first wedding anniversary.
25:30
The final way, you can start trying to get couples recommending you
25:33
to their friends and family is by incentivizing them to do it.
25:37
We all know that incentives work and you can do this in
25:40
your wedding business as well.
25:41
So for example, you could send them a card again, a couple of weeks after their
25:44
wedding, or even while they're going through their planning process and say,
25:48
look, thank you so much for supporting me.
25:51
Business.
25:52
It's been a pleasure to be your photographer, videographer, florist,
25:54
whatever it is that you're doing.
25:56
I'd love you to recommend me to your friends.
25:58
If any of your friends go ahead and book me, then I'm going to send you
26:02
a bottle of champagne, Prosecco, chocolates, whatever it is to say thanks.
26:07
They appreciate it and it gives them a nice little surprise too.
26:12
So make sure you're thinking about whether there's ways you can
26:15
incentivize people to recommend you onto their friends and family.
26:19
They're much more likely to do it.
26:20
If there's something in it for them.
26:22
Now, this option isn't for everyone, but I have seen it work really well, where
26:25
they say, you know, I'll get a bottle of bubbly for you, you and your friends.
26:29
If they go ahead and book me to say, thank you for supporting my small business.
26:33
It's about being genuine is not about being sleazy and selling again, it's
26:37
about showing support and thankfulness to people who kind of return that.
26:41
Goodness.
26:44
That brings us to the end of our sales funnel journey.
26:46
Hopefully you've now started to identify where the leaks are.
26:50
If you have don't just leave it there.
26:52
You've got to take action.
26:53
You've got to get help.
26:54
You've got to get more training or you've got to take some proactive
26:56
actions to start fixing those leaks.
26:59
A difference.
27:00
If you can get this sales funnel really, really watertight more people coming in
27:04
at the top will mean more people make it all the way to the bottom and even better.
27:08
They'll start referring their friends and popping them right back into the top.
27:12
And you will have a really successful.
27:15
If you need help with this, I'm here to help you every step of the way you
27:18
can come over and join my wedding.
27:19
Pro members lounge, where I have training on all these different topics,
27:22
including that Alan Berg training.
27:24
I mentioned earlier on in the episode, or perhaps you need more personalized
27:29
help and want to reach out to me to work.
27:31
One-to-one I'm here to help you fix that sales journey funnel.
27:35
Make sure it's not leaking anymore.
27:36
If that's you and you want additional help, either follow the links in
27:40
my show notes, or come over to Instagram and reach out to me.
27:42
I'd love to chat with you further.
27:44
Just write the word help in the DMS, and we can have a chat about what you
27:48
need help with right now, where the problem is in your sales funnel and what
27:51
I can do to support you to close up and ultimately help you bring in more sales
27:56
and make more money in your wedding.
27:59
Don't forget to go and download that PDF.
28:01
If you want a visual guide to how this sales funnel journey works, but
28:04
you can make notes on and you can go ahead and make sure you haven't
28:08
got holes in your sales journey.
28:10
I'll see you next time.
28:11
Um,
28:16
one thing I love about the wedding industry is the other amazing
28:19
people you get to work with.
28:20
If you want to meet some nice like-minded wedding pros, just like
28:23
you, then why not join my free Facebook?
28:26
Wedding pros and we're ready to grow.
28:28
Come meet some new connections, hang out with me and hopefully learn something
28:33
too, just search for us on Facebook.