Dear Wedding Professional:
Wedding professionals have so much on their plates. Marketing. Sales. Making brides happy. The list doesn’t end. And it’s so hard to be great at all those these things.
One area that sometimes falls short is negotiating. The fact is – sometimes we’re so happy to get new clients that we forget to ask for the things that make us happy (and successful) as small business owners.
You can improve your negotiations with brides by staying away from the following phrases:
I’m sorry. Don't lessen your worth with language like, "My rate is $4,000. I'm sorry. I know that's a lot, so I’m willing to take 20 percent off for you."
I feel. Instead of basing your conversation on emotion, use facts, data and information.
I never thought of that. Do your research before you start your negotiations. Always let the other side of the negotiation assume that you know everything about a topic.
No. Saying ‘no’ closes off the conversation and makes it difficult to start back up. Throughout the conversation, actively listen, build trust and present creative solutions. Example: Your fee is $4,000 but a bride tells you she can only pay $3,000. Instead of saying no, say: "Having talked about my services, I think that you will benefit from my services in XYZ ways. What is it about the price that is difficult for you?" Continue the conversation with phrases such as "I hear what you are saying," and "Tell me more about that."
Throughout your negotiations, be confident, actively listen, build trust and present both creative and feasible solutions. What tips can you share with our wedding community about negotiating with brides? Please comment below.
Thank you again for making this a fun and supportive wedding community,
hristine Dyer, Social Media Expert and Founder of BridalTweet
Write a Review or Comment