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Hey There, CEO!

Are you constantly losing leads and wondering why potential clients aren’t booking? In today’s episode blog, I’m breaking down the perfect sales funnel that’ll finally solve this problem once and for all. No more frustration, no more wasted effort—just a step-by-step guide to building an automated system that converts leads into ideal clients effortlessly.

Over the last 17 years, I’ve grown one of the largest wedding planning firms in Orlando, grossing over $6 million in revenue. I’ve refined our sales process so it flows smoothly and brings in five-figure months consistently. And now, I’m here to show you exactly how to do the same!

If you’re ready to stop playing small and take control of your business growth, let’s dive into the three key stages of the perfect sales funnel.

1. Awareness: Get Your Ideal Clients to Notice You

Let’s start with the first phase of your sales funnel: AWARENESS. This is the widest part of the funnel, where you’re simply getting people to learn about your business and what you do. Without awareness, you’ve got nobody to sell to, so this step is crucial.

This is where networking, social media, and PR efforts come in. I know it might feel like just “posting” sometimes, but every single one of these actions is filling the top of your funnel.

Think of Instagram, Pinterest, Facebook, TikTok, LinkedIn—all those platforms are powerful tools for getting your name in front of new eyes. And let’s not forget relationship marketing. Networking with other vendors and building genuine partnerships in the industry is always, always a huge player in generating referrals.

And here’s a little extra tip: don’t overlook PR. Submitting your work to publications, getting featured as an expert, and being quoted in articles can give you massive credibility and reach. We personally love working with OFD Collective for PR opportunities—they make it easy to get your name out there.

“Stop focusing all of your efforts on the bottom of the funnel because if we’re not first focused on the top, there’s nobody to sell to anyway, right?” -Brandee Gaar

Takeaway: Fill your awareness phase with consistent, multi-channel efforts, and watch those leads start pouring in!

2. Consideration: Nurture Your Leads with Consistency and Authenticity

Once someone’s aware of you, we move to the CONSIDERATION phase, also known as the “nurture” phase. This is where we’re warming up those leads and building trust with them over time.

Here’s the key: people need to know who you are as a person and feel connected to your brand. So, start showing up authentically on social media. Use Instagram Stories to share behind-the-scenes, show your team, or highlight fun aspects of your personality. Let your followers get a glimpse into what makes you unique.

During this phase, it’s also important to be transparent about your pricing. Yes, I know that can feel scary, but hear me out. When potential clients know your pricing upfront, it helps them self-select before they even reach out to you. “We want them to self-select, right?” By being upfront, you’re saving yourself (and them) tons of time.

And here’s a little extra tip: don’t overlook PR. Submitting your work to publications, getting featured as an expert, and being quoted in articles can give you massive credibility and reach. We personally love working with OFD Collective for PR opportunities—they make it easy to get your name out there.

Not sure how to respond? Click here for my best emails and text responses

“In the consideration phase, you’re nurturing leads but also helping them self-select whether they’re the right client for you or not.” -Brandee Gaar

Takeaway: Use this stage to show your authentic self, share social proof, and let leads decide if you’re the right fit for their needs.

3. Decision: Seal the Deal with Confidence

Now we’re down to the DECISION phase. If you’ve done the awareness and consideration phases right, your leads are already about 80% sold by the time they reach this stage.

This is where the magic happens—and where you get to seal the deal.

This is where your consultation comes into play, and it’s your chance to shine. Show up confidently, knowing they’re already interested in you.

Use this time to highlight social proof, address their pain points directly, and position your services as the perfect fit for them.

And here’s something I want you to remember: don’t be afraid to assume they want to work with you. I call this my “assume method.” It’s all about bringing a confident energy to the consult. You’re not pushing them to make a decision—they’ve already done most of the deciding by getting on the call with you. Now, you’re simply confirming they’re making the right choice.

Click here and learn how to handle your consultation so that you convert your clients every single time

“If you’ve done your funnel correctly at this stage, it should literally be the simplest thing to close them.” -Brandee Gaar

Takeaway: Be confident, be prepared, and go into the consultation with the assumption that they’re ready to book. Your funnel has done the hard work—now it’s time to close.

Automate to Scale Your Sales Funnel

Once you’ve set up your funnel, the next step is to AUTOMATE it. Automation is what makes your sales funnel truly powerful, allowing you to engage with leads, nurture them, and even book consultations—all while you’re busy running your business or enjoying time with your family.

Set up automated email sequences to stay top-of-mind, use an online scheduling tool to make consultations easy to book, and add text follow-ups for that personal touch (especially for younger clients who may prefer texting). Trust me, automation is what takes your funnel from “nice to have” to a true game-changer.

Click here for the podcast episode blog on funnel automation

“Stop making it difficult to book a consultation with you. Send them the link to book a consultation… we want it to be easy.” -Brandee Gaar

Takeaway: Automate your funnel wherever you can. It’ll save you time and ensure your leads are nurtured without you needing to lift a finger.

Why Most Wedding Pros Struggle with Their Funnels

So, why do so many wedding pros fail when it comes to building a great sales funnel? I see it all the time in my coaching program.

Here are a few common mistakes:

1. No Clear Path: You can’t expect leads to just “figure it out.” Be intentional about guiding them from awareness to consideration to decision. Have strong calls-to-action on every post and email.
   
   
   
2. Weak Calls-to-Action: I see so many beautifully designed emails… that don’t actually ask the client to do anything. If you want them to book a consult, make it super clear. Include a link to your booking page in every email.
   
   
   
3. No Follow-Up: Consistent follow-up is key. So many leads drop off simply because they don’t hear back from you. Automate this process with a follow-up email sequence, and don’t forget to include text reminders.

“Every single interaction you have in the consideration phase is to move them into the decision phase.” -Brandee Gaar

Before We Go

Alright, CEO, now you’ve got the breakdown of the perfect sales funnel—from awareness, to nurturing leads, to confidently sealing the deal.

Building this funnel isn’t rocket science, but it does take focus and consistency.

The perfect sales funnel is your ticket to scaling your business in 2025. If you build it right, it will work for you on autopilot, bringing in dream clients while you focus on doing what you love.

But here’s the kicker: you have to take action. So stop leaving money on the table!

Get your funnel up and running, and start turning leads into paying clients.

And if you’re looking for more personalized guidance to grow and scale your business, I’d love to work with you inside the Wedding Pro CEO program.

We dive deep into everything we talked about here and more to double (or even triple!) your revenue in 2025. Head over to BrandeeGaar.com/apply to apply.

CEO, you’ve got this. Let’s make 2025 your biggest year yet!

FAQ

1. What were the links Brandee mentioned in this episode?

OFD Collective for PR opportunities: https://www.ofdcollective.com/about/

My Email and Text Copy: https://brandeegaar.com/emails

The Assume Method for Closing Consultations: https://brandeegaar.com/freetraining

Apply to Scale Your Wedding Business: https://brandeegaar.com/apply

2. What is a sales funnel, and why do I need one?

A sales funnel is a step-by-step process that guides potential clients from the moment they first hear about you to the point where they’re ready to book. Without a clear funnel, you’re leaving money on the table because leads may fall off at different points. As I like to say, if you don’t have a clear path for clients to follow, it’s like “hoping” they’ll book—let’s give them an intentional journey instead!

3. Why is the awareness stage so important?

Awareness is the foundation of your funnel. Without people knowing who you are, there’s no one to convert later on. That’s why I focus on social media, PR, and relationship marketing in this phase to fill the top of the funnel. “Stop focusing all your efforts on the bottom of the funnel because if we’re not first focused on the top, there’s nobody to sell to anyway.”

4. Should I be upfront about pricing?

Yes! Being transparent about your pricing helps clients self-select and ensures that only serious leads reach out. “We want them to self-select, right?” This way, you’re only spending time with leads who are ready to invest in your services.

5. How can I improve my follow-up process?

Consistency and clear calls-to-action are key. Automate your follow-up emails and include a direct link to book a consultation in every message. Text reminders can also be incredibly effective. “If you want them to book a consult, make it super clear. Include a link to your booking page in every email.”

6. How do I close more consultations?

Show up confidently, knowing they’re already 80% sold if your funnel is working well. Use this call to address their pain points and show exactly how your services solve their problems. My “assume method” is all about confidently guiding clients to the decision to book.

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