5 Sales Mistakes Wedding Planners Don’t Realize They’re Making

You’ve got the vision. You’ve got the timeline spreadsheets.
You’ve got the emergency kit with 17 types of tape.

But if your bookings aren’t where they should be?
There’s a good chance the issue isn’t your talent — it’s your sales process.

Here are 5 mistakes I see planners making all the time — and how to fix them without selling your soul.

 1. You’re Afraid to Talk Money

You do the whole song and dance.
You vibe on the call.
You talk about color palettes and seating charts… and then freeze when it’s time to talk pricing.

Here’s the truth: If you’re not confident in your pricing, your client won’t be either.

👉 How to fix it:

• Practice your pricing script out loud. Say it like you say your name.

• Stop apologizing for your rates. They reflect the value and the chaos you absorb.

 2. Your Follow-Up Game Is Weak

If you’re sending one proposal and then sitting back waiting for a reply…

👉 How to fix it:

• Set a follow-up schedule (e.g., 2 days after the proposal, then 5 days later)

• Use a friendly nudge like:
  “Just checking in — wanted to make sure you didn’t have any questions before we release the date!”

Consistency = professionalism. Not desperation.

 3. You Talk Too Much in Consultations

Yes, you’re excited.
Yes, your business is your baby.
But if you spend most of the call talking about yourself instead of listening to what the client wants?

You’ve already lost the sale.

👉 How to fix it:

• Ask more questions than you answer.

• Try this: “What are you hoping I can take off your plate?”

• Make it 70% them, 30% you.

 4. You’re Selling Services, Not Solutions

You’re not selling “day-of coordination” or “partial planning.”
You’re selling peace of mind.
You’re selling clarity.
You’re selling not having to answer 48 texts from vendors the morning of their wedding.

👉 How to fix it:

• Don’t just list what you do — explain why it matters.

• Use emotional language. (You’re allowed to say “stress-free” if you back it up with receipts.)

5. You’re Saying Yes to Leads You Should Walk Away From

If they’re flaky, disrespectful, or clearly out of budget — and you’re still writing up a custom proposal?

You’re not selling. You’re self-sacrificing.

👉 How to fix it:

• Qualify leads early. Ask real questions. Don’t be afraid to say no.

• Remember: not every inquiry is your client.

Final Thoughts

Selling doesn’t have to feel gross.
But if you’re not intentional, it will feel exhausting.
Refine your process. Set boundaries. Speak with confidence.