Overcoming the “you’re too expensive” argument
75.2% of brides say that they've never considered hiring a wedding event consultant. Why, you may ask? 74.7% of brides said the top reason they didn't consider hiring a consultant was because it's "too expensive." This correlates with the 71.9% of brides who said if they were to hire a wedding consultant, the most important factor they would consider in choosing one would be cost. Now, as you know, having an event planner is no longer a luxury reserved for brides with unlimited budgets. With your flexible package options, you have something to offer every bride. But overcoming the "event planners are too expensive" paradigm may require some strategic positioning on your part. So how do you, as a wedding and events professional, overcome this constraining stereotype? Remind brides of all the ways you can save them money! Time = $$ The old saying "time is money" may be cliché, but that doesn't negate its accuracy. Brides really only see the glamorous side of wedding planning. They don't see that you're continually shopping vendors to make sure that brides get the best deal, and most brides underestimate the amount of time that goes into planning a wedding. For example, without a planner, brides may spend numerous hours researching and contacting vendors just to narrow it down to the few they want to meet with! Most brides today work full time jobs, and taking time off work to go meet with scores of vendors is just impractical. The good news is you've already done all the research. You can evaluate their needs and pair them with appropriate vendors right away limiting the amount of vendors that they have to take the time to sit down and meet with. Avoid Flaky Vendors 44% of brides said they think of themselves as "do-it-yourself" type people – which is great when you're creating centerpieces and floral arrangements. But when it comes to interviewing and selecting vendors, DIY probably isn't the most fiscally efficient route. Most brides aren't specialists at reading contracts and sniffing out possible hidden charges. Most vendors are great, but you can help guarantee that vendors are reputable simply by knowing the right questions to ask. More Bang for Your Buck As a planner, you already have a list of trusted vendors to work with, but a lot of brides worry that you'll make them choose from only that list. What brides don't know is that even if they have their heart set on vendor that's not on the list, you are the queen/king of negotiation. You'll definitely be able to negotiate a better price than if the couple were to go meet with the vendor themselves. You know the tricks of the trade, and a vendor knows they can't pull the wool over your eyes. The bottom line is that no matter what they want, you'll be able to get them more for less money. The Ultimate Ally More than anyone else, you have the couple's best interest in mind. You're there to help them whether that means offering etiquette advice of bartering with vendors. Though many brides want a personal connection with their planner, your ability to leave any personal connection out of your dealings is actually a great asset for the couple. You won't let any personal issues get in the way of your ultimate goal: making sure their wedding goes off without a hitch. That's not to say that you shouldn't be personable (having a great personality will definitely benefit you), but brides should know that your first priority is a professional commitment to their wedding. That's my budget, and I'm sticking to it! Knowing what are reasonable prices for various wedding-related items is another great advantage of having a wedding planner. You can tell brides how much of their budget should be reasonably delegated to which items. You can also help brides avoid wasteful spending. It's easy to get caught up in fun and exciting wedding spending, but many brides go over-budget. As a wedding planner, you can serve as a purchasing advisor and help avoid spending on items that may not be necessary or fit with their vision.