(And Yes, This Is A Sales Problem)
Let’s talk about what couples are really saying when they leave your venue tour with that polite smile and “we need to think about it.” Spoiler: They’re not thinking, they’re touring your competition tomorrow.
The Real Translation
When couples say “we’ll think about it,” what they’re actually saying is: “You didn’t solve our problems.” “We still have concerns you didn’t address.” “Your competition has our attention.” “We’re not convinced you’re worth the investment.” “Something’s still missing.”
And here’s the worst part – they’re probably never coming back. Because while you’re waiting for them to “think about it,” they’re actively booking somewhere else.
The Problem-Agitate-Solution Framework You’re Missing
Every couple that walks through your door has problems that need solving. Some they’ll tell you about directly. Others are hiding behind polite nods and “everything looks great!”
The Real Problems You’re Not Solving:
Mom wants traditional but the couple wants modern? That’s not a style preference – that’s a family dynamics problem you need to solve. Show them how other couples turned your ballroom from traditional ceremony to modern reception.
Worried about the weather? They’re not actually asking about your rain plan – they’re telling you they don’t trust you to handle problems. Show them exactly how you’ve handled weather issues in the past.
Budget concerns? That’s not about your pricing – it’s about the value they’re not seeing. Stop defending your rates and start demonstrating your worth.
The Art of Problem Solving
Smart venues know that tours aren’t about showing spaces – they’re about solving problems. Every. Single. One.
When couples mention their Pinterest board full of outdoor ceremonies, don’t just show them your garden. Solve their real problems:
- Show weather backup plans in action
- Demonstrate timeline flexibility
- Present solutions for guest comfort
- Address family seating logistics
- Prove you’ve done this before
Anticipating Objections Before They Become Deal-Breakers
Here’s what successful venues do before couples ever have to “think about it”:
They know their common objections: “Your venue is at the top of our budget.” “We’re worried about rain.” “The getting ready spaces seem small.” “What if our guest count changes?” “The ceremony space feels tight.”
And they solve them proactively:
- Show value before discussing price
- Present weather solutions upfront
- Demonstrate space maximization
- Explain flexible floor plans
- Prove capacity comfort
The Questions You Should Be Asking
Stop asking surface-level questions like “what’s your color scheme?” Start asking: “What’s your biggest concern about choosing a venue?” “What would make this decision easier for you?” “What’s holding you back from booking today?” “What haven’t I addressed yet?” “What else do you need to see?”
Converting “We’ll Think About It” Into “We’re Ready to Book”
The solution isn’t following up until they block your number. It’s solving problems before they leave:
- Address Concerns Head-On: Don’t wait for couples to bring up problems. Ask what’s holding them back and solve it right there.
- Demonstrate Solutions: Don’t just tell them you have a rain plan. Show them exactly how it works and prove it’s been successful.
- Provide Proof: Don’t just say you’re worth the investment. Show real weddings, share testimonials, demonstrate value.
The Bottom Line
Stop letting couples leave with unsolved problems. Start asking the right questions, providing real solutions, and converting tours into contracts.
Ready to turn “we’ll think about it” into “where do we sign?”
P.S. If your follow-up strategy is just “checking in to see if you’ve made a decision,” we need to talk about your sales process.
