As wedding business owners, many of us have an inferiority complex around pricing our planning services. This attitude is certainly not helping you and it’s not helping your clients either.
You owe it to yourself and to your couples to charge the kind of money they’ll respect. When people pay for something, they value it more. Giving it away for free or low cost doesn’t make them feel like they’ve received a product or service of worth. Instead, they think it wasn’t worth enough to pay for.
You are not simply replaceable labor. If you do a job in 30 minutes, it’s because you spent 5 years learning how to do it in 30 minutes. Clients pay you for the years, not the minutes.
One person’s “affordable” is someone else’s “way too expensive”. Some of us get stuck in the mindset of what we could personally afford for event planning services and charge much less than our value simply based on this. The idea of someone paying those higher prices for your services might be terrifying for you. Remember – you are worth every penny.
This is where you see clients or potential clients as some sort of rescue mission. This makes you inclined to charge a lower price or do unpaid work so they can have the wedding they desire. Meanwhile, you are sacrificing the success, sustainability, and profitability of your planning business which personally affects you and your family’s income and future. You are NOT trying to run a non-profit! There are many planners out there who are valuing their client’s feelings over their own business goals.
In fact, they won’t buy anything unless it’s expensive. Lexus does not discount their cars to make it more comfortable for people to buy. Their price points make their ideal clients comfortable.
Yes, there are plenty of potential clients who won’t be able to afford your prices. But that doesn’t mean that you are wrong. It also doesn’t mean that you’re overpriced. It simply means that they can’t afford your planning services at this point in time. Not every client is meant to book you. And that’s alright.
Potential clients have taken the time to assess your abilities as an event planner and they have decided that you are qualified and worth paying. These are intelligent people who want the talent and experience you have to offer.
You didn’t hold them at gunpoint to sign your contract and pay you (at least I hope not). They made the decision to spend the money to hire YOU.
If you keep getting inquiries from couples who can’t afford you, your marketing needs an adjustment so that quality is your selling point and justifies why you provide a higher value of services that justifies your pricing.
While there isn’t a magic formula for getting to the right price point for wedding planning services, there is some strategic work you can do to determine your ideal pricing.
The ultimate goal is to turn your passion for event planning into a business where you are spending valuable time doing something you love while also bringing in a consistent income that you can depend on.
Our comprehensive guide, “Pricing With Confidence: Secrets to Successful Pricing & Services for Professional Wedding Planners” gives you the tools, templates, and how-to’s on pricing and packaging your wedding and event planning services. Get the confidence you need to charge what you are worth, never feel guilty about it, and have the income you need to create a financially profitable and sustainable wedding planning business!