How to Nail Your Initial Consultations with Prospective Clients (and Book with Confidence!)
📋 Blog Highlights
Connection Beats Perfection: Couples book vendors they trust. Use consultations to build authentic connections.
Preparation is Your Power: Coming in informed and organized allows you to confidently guide the conversation.
Clarity Closes the Deal: Clear next steps, a simple proposal, and follow-up turn a good consultation into a booked wedding.
Let’s be real, wedding pro bestie—there’s nothing more exhilarating and anxiety-inducing than the initial consultation. You’ve caught a couple’s attention, they’ve filled out your inquiry form, and now it’s time to chat. The pressure? It's real. But here's the good news: with the right mindset, strategy, and preparation, you can turn those consultations into a 100% booking rate.
✨ You don’t have to be salesy. You don’t have to wing it. You just have to be you—with a clear plan and a little magic.
Let’s break down how to turn every first consultation into a confident YES from your dream couples.
Step 1: Know Your Value (and Own It)
First things first: your confidence is contagious.
Before you even hop on the call, take a moment to remind yourself of the incredible service you provide. You don’t just coordinate timelines or take pretty photos—you create unforgettable experiences. You bring visions to life. You take the pressure off your couples and let them enjoy their moment.
💡Pro Tip: Keep a “confidence folder” with glowing testimonials and photos from weddings you’re proud of. Glance at it before each call. Instant boost.
Step 2: Set the Vibe (You’re Not a Robot)
This isn’t just a consultation—it’s your couple’s first taste of what it’s like to work with you.
Create a relaxed, friendly, and welcoming vibe from the moment the Zoom camera turns on or the coffee is poured. Ask about their love story, how they met, what they're most excited about. Let it feel like a conversation, not an interview.
🎯 Reminder: People book people, not businesses. Your personality is part of the package!
Step 3: Come Prepared (But Stay Flexible)
Confidence lives in preparation. Before your consultation:
✔️ Review their inquiry form in detail
✔️ Look up their venue if it's listed
✔️ Know your availability for their date
✔️ Have your pricing guide and service packages open and ready
But don’t let your agenda take over the conversation. Stay curious. Let them lead, and guide where needed.
Step 4: Ask Powerful Questions
Forget the yes/no questions. You’re here to listen and learn.
📝 Try these instead:
“What’s most important to you on your wedding day?”
“How do you want your wedding to feel?”
“What made you reach out to me specifically?”
You’ll uncover their priorities, pain points, and decision-making style. And you’ll show them you’re more than a vendor—you’re an invested partner.
Step 5: Focus on Solutions (Not Selling)
No one likes a hard sell. Instead, use the consultation to show how you solve their problems.
Are they stressed about timelines? Talk about your detailed planning process. Worried about things running behind? Share how you keep things on track. Unsure of what they even need? Help them visualize the big picture.
💬 Let them walk away thinking, “They totally get me.”
Step 6: Keep It Simple
When it’s time to talk pricing, don’t overload them with options. Be clear, be confident, and be direct.
💡 Try this: “Based on what you’ve shared, here’s the package I think would serve you best. I’ll send over a proposal after our call for you to review—no pressure at all.”
Transparency builds trust. Confidence seals the deal.
Step 7: End with Next Steps
You’re not ghosting them after this call. End with clarity.
✔️ Let them know when they can expect your follow-up email
✔️ Include your proposal, a recap of what you discussed, and a clear CTA to book
✔️ Add a friendly reminder that dates are first-come, first-served
🎉 Bonus: If you really vibed, offer to hold their date for 48 hours while they review. It shows flexibility and professionalism.
Final Thoughts: It’s About Connection, Not Perfection
Your couples aren’t looking for perfection—they’re looking for someone who sees them, hears them, and knows exactly how to bring their vision to life.
When you approach each consultation with intention, warmth, and a genuine desire to serve, you’ll build trust that leads to bookings.
So the next time that inquiry lands in your inbox, don’t stress. You’ve got the tools, the talent, and the heart to turn that consultation into your next dream client.
At The Social Attendant, we love all things social media and helping wedding professionals take their businesses to the next level. Lori was a wedding planner for 19 years and has been helping wedding creatives like you since 2020 with their social media management, consulting/coaching, and virtual assistant tasks . Let’s chat about how we can help!
