How to Fix Your Consultation Process

You hop on the call.
You’re vibing. They’re nice. You swap a few Pinterest ideas and talk about your process.
It feels good.

And then… nothing.

No follow-up. No booking. No money. Just silence.

Sound familiar? That’s because you’re treating the consultation like a conversation, not a conversion.

Here’s how to fix that — without turning into a robot or sounding like a used car salesperson.

Step 1: Set the Tone

You are the expert.
When you hop on that call, take charge — kindly, confidently, and clearly.

👉 Try this:
“Here’s how we’ll use our time today: I’ll ask you a few questions to understand what you’re looking for, then walk you through how I can help, and answer any questions you have. Sound good?”

That one line shifts the dynamic immediately.
You’re in control now. Not in a weird way — in a “this is going to be efficient and helpful” way.

Step 2: Ask Smarter Questions

Skip the vague stuff like “Tell me about your wedding.”
You’ll waste 10 minutes listening to them list vendors they’ve already booked.

Instead, ask targeted questions that reveal pain points and priorities:

• “What are you most stressed about right now in the planning process?”

• “What would a win look like for you working with a planner?”

• “What kind of support do you need?”

Let them talk. Really listen. Then tailor everything you say after that to them.

Step 3: Bring Up Budget Early (But Casually)

Please don’t wait until after you’ve poured your heart into a custom proposal to find out their budget is $600 and a case of wine.

👉 Try this:
“What kind of investment have you set aside for planning support?”

Keep it neutral. Professional. Nonjudgmental.
But ask it. Every time.

Step 4: Match Their Needs to Your Offer — Not the Other Way Around

Once you’ve got clarity, connect the dots for them:

“Sounds like you’re handling most of the planning on your own but want help finalizing the timeline and managing vendors on the day-of. That lines up perfectly with my coordination package.”

Don’t leave them guessing what to choose. You’re the guide.

Step 5: Give Them a Clear Next Step

This is where most people totally drop the ball.
They end the call with a soft “Let me know if you have any questions!” and send a random email later.

Nope. Here’s what to do:

• Recap what you discussed

• Let them know when they’ll get the proposal

• Give a clear deadline or action step
  → “You’ll have your proposal by tomorrow, and we can hold your date for 5 days while you review.”

You’re not being aggressive — you’re being a pro.

Final Thoughts

The consultation is where the sale is won or lost.
It’s not about being pushy — it’s about showing up like the expert you are.
Lead with clarity. Ask better questions. Deliver value on the call, not just in your services.

They don’t need another vendor.
They need someone who knows how to lead.