PRICE is often the first question Brides ask...even before they know if we’re even available for their date!
The economy is slowly recovering, but the mindset of Brides has changed. Shopping by price is here to stay, but wedding services are rarely cheap.
Don’t focus on price, or tell horror stories about the couple who hired an amateur, the more you focus on price, the more the Bride will !
Give a brief answer and move onto more important things, such as how you can help her.
Redirect the conversation to where you want it to go, give her a brief, realistic figure and then talk about the basics, date, location, hours, and things such as colour schemes.
Help the Bride: Instead of selling, make recommendations, share ideas of successful weddings. This is the easiest and quickest way to get away from the subject of price and build a relationship that leads to a booking.
Tell the Bride what you would like to do next, schedule a meeting in person, or a follow-up phone call.
The Bride wants you to take control.
Follow Up. A huge mistake is to assume that you have lost the Bride because of the price. Make a simple and friendly follow up call or email.
Brides often put off decisions and feel overwhelmed by planning a wedding. Give her plenty of time, let her see that you are there to help and that when it comes to weddings, customer service really is more important than price.