Alan answered the biggest pricing questions so you can be better prepared to deal with ‘how much?’ this engagement season. Missed the chat? No problem! Find below a full recap of our Q&A with Alan, or check it out on Twitter by following along with the #WWEDUChat hashtag.
Q1: How should you respond when a couple’s first question is ‘how much?’
- A1: Don’t be evasive, that will turn them off. Give them an idea of cost, without committing to a specific price. #WWEDUChat
Q2: How do you stand out among competition to book the business besides having the best prices?
- A2: Use reviews to show the value of doing business with you beyond your price. #WWEDUChat
Q3: Do couples find price more important than the quality of work?
- A3: They’re buying something they’ve never bought so they default to price. Let them ask & start the conversation #WWEDUChat
Q4: How can you shift early convos from price to service quality?
- A4: Tell them, “I don’t want you to pay any more than you have to, to get everything you need and want” #WWEDUChat
Q5: What is the best way to offer a deal or discount in pricing convos?
- A5: Discounts and deals work best when there’s a sense of urgency or deadline. Make them clear and simple #WWEDUChat
Q6: What do you do when a couple keeps asking for more discounts?
- A6: “If price is the most important factor when choosing your __, then we may not be the right choice” #WWEDUChat
Q7: Is it okay to ask about budget so as to not waste their time? If so, when?
- A7: Yes, but start a conversation first, then make it part of that conversation. #WWEDUChat
Q8: How do you answer if the budget is unrealistic?
- A8: “I can understand how things add up for your wedding. Couples that value what I do find the budget” #WWEDUChat
Q9: How do you know when it is time to raise prices?
- A9: You have pricing power when most people say ‘Yes’ and you can fill your calendar. #WWEDUChat
Q10: Should I list my prices on my website?
- A10: That’s an individual business decision. Couples are looking for it. So at least give them an idea. #WWEDUChat
Q11: Is it a good strategy to publish higher prices on materials so you have room to negotiate?
- A11: Negotiating is a business decision. Some markets and some audiences expect a discount. #WWEDUChat
Q12: Is it better to have set pricing and packages, or custom packages with add-ons?
- A12: It’s often easier for a novice client to start with a package, and then customize from there. #WWEDUChat
Q13: How do I find out what my competition is charging and how I can stand out?
- A13: Secret shopping your competitors is very common. Get to know them personally and they might tell you. #WWEDUChat
Q14: How do you deal with customers who are comparing your pricing with those of a direct competitor?
- A14: Encourage shopping (they will anyway), make your marketing about selling the outcomes, not the processes. #WWEDUChat
Q15: How can you stand out beyond affordable prices when you are new to the business or town?
- A15: Being new doesn’t always mean being the lowest price. Charge for the value you provide. #WWEDUChat
Q16: What is the best way to let clients know you accept tips?
- A16: List on your website and contracts “Gratuities are appreciated” #WWEDUChat
Q17: How would you recommend handling email only pricing requests?
- A17: Expect that most inquiries will be via email and about price. Prepare an answer in advance. #WWEDUChat
Q18: What about listing a starting price on your website?
- A18: If your ending price is a lot higher than your starting price it can be misleading. I prefer quoting a range #WWEDUChat
Q19: How do I come up with a realistic price range to quote?
- A19: Look at all of the jobs you did last year and eliminate the low and high and you’ll have a realistic range. #WWEDUChat
Q20: How many packages should I have?
- A20: Having 3 packages, with the middle being the one you expect to sell them most of, is often a good strategy. #WWEDUChat
Have more questions? Premium WeddingWire members can check out the full webinar The Price is Right: Tips for Dealing with How Much? that Alan recently hosted, or check out this helpful infographic of addressing common pricing questions.