By Rick Brewer – “Get More Brides”
There are typically three reasons why a bride will ask a wedding DJ or other wedding professional about their pricing. While this question can be a frustrating thing, let me assure you it is A) not personal, and B) actually a good thing because you have at the very least developed a dialogue with your wedding clients.
We live in an age of consumerism in which we as wedding professionals have to work each and every lead as well and as much as is reasonably appropriate (without becoming spammy). As a consumer, you now have the power where the salesperson used to have all the power and we relied upon them being honorable in what they were selling and doing.
That said, a bride/engaged couple is a different type of consumer. Here are three reasons why they’ll ask about wedding DJ costs:
1. Your wedding client may be bracketing your business or the category within which you sell. In other words, they are unfamiliar with what your services should cost, so they are trying to get a range by asking several people. They may be at the very front edge of buying what you sell and trying to set their budget.
2. Money is measurable, and your clients are first-time buyers. Can you think of something you had never bought before and were buying 10 – 15 other things that you also had never bought before with no prior experience or training on how to buy it? The fact is that buying for a wedding is not just a draining (emotionally and financially) experience, but your prospective brides will go to the thing they know how to measure, which is money.
3. Rarely do you have a wedding that has an unlimited budget. This means you’ll often have prospective clients that are constantly checking the needle to see if it has gone in the wrong direction.
Overcoming these problems is possible; in fact, you should enlist the best approach possible so you can get past these challenges. Asking about price is not the end of the conversation, but can be a perfect ice breaker if you use it correctly.
For tips on how to answer pricing questions, check out my course Overcoming the “What’s Your Price?” Bride, available for immediate download at a discounted price.
Read more articles by Rick Brewer – “Get More Brides”