For wedding professionals, price policies and negotiations are extremely important, and sometimes hard to navigate, as weddings are more often than not, a custom service that’s difficult to categorize in a unique product with a specific price tag. Here are some tips for you to keep in mind in order to communicate how you charge for your work and services online in order to book more weddings.
1. Price transparency on your online presence
Pricing transparency on the Internet is very important: couples are used to see prices everywhere they decide to shop. The problem for wedding vendors come when what they sell is often complicated to put a generic price on. Still, there are some ways in which you can become more transparent in what you offer in your online presence. We recommend you put a ‘starting at’ price in your website and Zankyou’s Directory profile, so potential clients can get a sense on your price range, while also weeding out couples that might not be interesting for you. After striking a conversation with interested couples and understanding their needs for their special day, you can create a custom proposal for them.
2. Reply as quickly as possible to a request for information
We have talked before about the importance of replying inquiries as soon as possible. This is important when talking about prices because you can expect a more fluid conversation when our potential clients are still in the same state of mind as they were when they sent us a price inquiry.
3. Use the same platform couples did when asking for information
Related to the last point, time and place is important for getting more conversions. Give couples the choice to contact you through different means (an online profile in a wedding directory, email, phone, social media) and reply on that channel (you can later request moving to another form of communication if necessary).
4. Give short, concise answers
Don’t drop big attachments or predefined templates that are hard to read on mobile in order not to overwhelm the user. After everything is clear and they seem interested you can send them attachments and documents to their email to provide more in-depth information.
5. Present three pricing options with different services
According to sales specialists, if you give three price options, clients almost always pick the one in the middle, as more often than not the cheapest and most basic option is not enough to cover their needs and the higher one could be too much for them. When you present these tree basic options, give some additional information on why you’re suggesting these options to them.
After your client selects the best range of prices for their wedding, you can customize your offerings with transparency. This way they’ll feel comfortable investing in something tailor-made fr¡or their needs while you also add value to your work.
6. Turn Away the Wrong Clients
You can turn down possible clients if you feel like they will pay too little. You can say no to a couple that is not simple aligned with what you’re selling without antagonizing them. Don’t sound or act offended: understand that sometimes things add up on a wedding and couples might have trouble adjusting everything they want and need into a price that sits well with your job. Believing in what you’re selling pays off in the long-run.
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