A wedding enquiry is not a normal function enquiry. The couple is buying once, comparing several venues, and deciding as much on how they were treated as on the room. Big Hat trains wedding venue teams to handle that enquiry properly — from the first phone call, through the venue tour, to the follow-up that actually gets a reply.
With more venues than ever chasing the same weddings, the ones that thrive are those with a well trained sales team. Function and wedding sales staff are the number one determining factor that attract, convert and maximise venue bookings.
Who this is for
- Wedding and function venues — reception centres, hotels, clubs, wineries and golf courses
- Wedding and function sales staff and coordinators
- Reception and front line staff who take the first enquiry
- Venue owners and managers who want a consistent standard across the team
What the training covers
The program follows a wedding enquiry from the moment it arrives to the moment it is booked, and your team practises each stage.
The first enquiry
- Converting enquiries over the phone, by email, face to face or on online chat
- Asking more effective questions — the questions that uncover budget, numbers and what actually matters to the couple
- Developing a tailored phone script the whole team can use
- Handling enquiries that are only about price and availability
The venue tour
- Turning venue inspection tours into confirmed bookings
- Promoting your venue using its best facilities, features and benefits
- Using venue photos and sales aids to sell the day, not the room
Packages, pricing and value
- Best practice for packaging up your wedding offer
- Creating a venue function kit that outlines your offer and wins more bookings
- Confidently describing the full value of your venue, and avoiding the discounting trap
- Pricing techniques to optimise venue and function yield
- Selling more extras and add-ons to lift the average spend
Follow-up and closing
- Best-practice hot, warm and cool follow-up techniques
- Dealing with enquiry ghosting — when and how to follow up a couple who has gone quiet
- Overcoming the common objections to booking
- Asking for the sale without being pushy
- Attracting more referral business and more online reviews
How it is delivered
- In-house at your venue — a one or two day program for your whole wedding and function team, anywhere in Australia
- Public workshops — a Melbourne masterclass, plus interstate and regional sessions on request
- Interactive online training and webinars — for venue groups working across several sites
Sessions are practical: your team practises the calls, the tours and the follow-up in a safe, friendly environment, and finishes by writing their own action plan.
Which workshop
- Grow Your Functions, Events & Weddings Revenue — start here if the problem is not enough wedding enquiries coming in
- Sales Skills for Function, Wedding & Events Sales Superstars — start here if enquiries arrive and do not close
- Inbound Phone Call Training — if the weak point is the first call
See how the programs fit together on the Function and Event Sales Training page.
Reading for wedding venues
- The 2026 Ultimate Wedding Venue Marketing & AI Search Optimisation Guide
- How to Increase Your Function, Event and Wedding Sales — 10 Best Ways
- How to Sell More Functions & Weddings — 20 Simplest Event Sales Tips
- How to Sell More Addons & Extras for Functions, Events & Weddings
Talk to us about your wedding team
Tell us about your venue and where wedding enquiries are being lost, and we will put together a program outline around it. Use the enquiry form on this page, or call 1300 393 899.