WELCOME! Wedding Coordination Betty Little Sales Manager, Oliver & Bonacini www.oliverbonacinievents.com bettyjanefly@hotmail.com Talk about myself & how I got here. What do I do?

COURSE OBJECTIVES Design a wedding portfolio Create plan & budget Research & hire vendors Contracts Sell! Meet with prospective brides’ & grooms’ in a professional & organized manner

ASSIGNMENTS & TESTS 1 quiz > 10% 2 assignments > 15% each Presentations > 15% Final project > 25% Participation > 20% If you are going to miss more than two classes, please come talk to me IN ADVANCE (no class May 22 or July 3)

ICE-BREAKER who had to travel the furthest to get here tonight? who has the most pairs of shoes? Do you work? Where? Favourite meal to cook? Living or dead, who do you most want to meet & why? What’s your favourite thing to do & why? If you could travel anywhere, where would it be & why? Are you a morning or night person? Weirdest thing you have ever eaten? What is your number one pet peeve? Favourite hobby? Dream job? Favourite ice-cream? Describe yourself using 3 words wander around the room and ask each other questions stop them after about 15 minutes and shout out a question....make it fun and informal

PRESENTATION SKILLS How do you present yourself? Appearance yes, but are you polished, professional & confident? Language Knowledge, experience & skills – you are the expert! Confident yet approachable How do you perform under pressure? How do you handle problems? Defensive? Do you take ownership? Remain positive – how can I make this better? It’s not the problem, it’s how you deal with it AND what you learn from it much like real life, you need to be able to stand up spontaneously, speak in front of a group, on the fly much of the class will be about presenting ideas and speaking openly (best way to learn and gain confidence and presentation/selling skills)

grab a partner (someone you don’t know already) and spend about 10 minutes getting to know one another; What are they studying / what program are they in & why? Why they took this class? What do they want to get out of it? Do they work in the industry? What experience do they have? ETC take turns standing up and presenting your partner to the class

10 min break Pass around sheet to get everyone’s names & email addresses

Cycle of Service Capturing Client Information Post Event Follow-up & Final Bill Capturing Client Information Inquiry Proposal Booking Planning Event Referral / Retention Opportunities (thank you card, invites to events, etc.)) Accessing Client Needs Tracking inquiries for follow-up Ongoing Business Development Response BEO Approval and Final Balance Finalize Vendors Site Visit Execution Estimate Follow Up Cycle of Service Tasting + Planning Meeting Contract Research & Book Vendors Deposit Schedule Detailing BEO Floor Plans Final Cost Estimate

CYCLE OF SERVICE Initial Meeting Initial inquiry Response Proposal How does our business come to us? How do we go get business? First impression!! Response Communication tools >> email, phone, in-person, skype Turn-around time Initial Meeting Questions to ask client? Proposal What must / should you include? What is going to set you apart from the competition? Effective / professional communication (verbal, written, face-to-face, online) Asking the right questions at the right time Get the full story & build an emotional connection / rapport

Initial Conversation(s)… Effective / professional communication (verbal, written, face- to-face, online) Asking the right questions at the right time Get the full story & build an emotional connection / rapport Diplomacy skills KNOW YOUR STUFF – this is your forte! Build trust Importance of first impression & initial conversation – no matter where you are, even when not ‘on the job’ Use your manners! “Congratulations” “Thank you” Make them feel special

CYCLE OF SERVICE CON’T Negotiation Booking in place What can you budge on? What won’t you budge on? Case by case scenario Booking in place Contract & deposit schedule Next steps? Booking Other Vendors Must have list Would be nice list Negotiating contracts Asking all the right questions Diplomacy skills KNOW YOUR STUFF – this is your forte! Build trust Therapy skills  Learn to say NO with tact, offer alternative solutions / compromises Negotiating skills

CYCLE OF SERVICE… Planning Meeting / Tasting Locking in the details 4-6 weeks out Fine-tuning the details Locking in the details One week out – floor plan, final guest count 48 hours out 24 hours out Day Of Emergency situations; what to do & how to handle Post Event Follow-up & Final Billing & Thank You Event Story / Blog / Photos repeat / referral business Go the extra mile / small personal touches / anticipate client & guests’ needs Don’t be afraid to talk $$$ >> be up front >> Champagne taste, beer budget Know your trends Know your business

GENERAL TIPS Effective / professional communication (verbal, written, face-to-face, online) Asking the right questions at the right time Get the full story & build an emotional connection / rapport Diplomacy skills KNOW YOUR STUFF – this is your forte! Build trust Therapy skills  Learn to say no with tact, offer alternative solutions / compromises Negotiating skills Do your research Go the extra mile / small personal touches / anticipate client & guests’ needs Don’t be afraid to talk $$$ >> be up front >> Champagne taste, beer budget – make it work Know your trends Know your business

DESIGN VS. LOGISTICS/PLANNING Can you excel at both? Is it better to admit defeat on one? Business partner? Have you used all your resources, tools, contacts? Think outside the box Securing vendors / rentals Is everyone on the same page? Managing the budget Challenges People management

Assignment 1 – Create Your Own Brand individually or with a partner (no groups bigger than 2) It will be your IDENTITY for the semester and final project Due May 29 (next class) Any questions, please email me DEVELOP: Business name + contact info Logo (brand recognition) Identify your services as a planner – what are you going to do for me? What sets you apart from everyone else? IN-CLASS PRESENTATION: Pretend you are meeting your 1st client (professional attire, polished, etc.) cover page (similar to a business card) + overview (your services) Must be on PowerPoint 3-4 mins max >> SELL ME! Have printed copy to hand in + presentation on USB stick

WHO ARE YOU? WHAT WILL SET YOU APART?

May 22 = No Class Happy May 2-4!! May 29 – Venue, Menu & Decor