How much are your packages?

Can you send me a price list?

These are the questions that you receive via email, at bridal shows, and over the phone that can make any event planner cringe. You worry that once you give a price, the lead will disappear without a second thought.

So how do you handle the price question?

I have found that many couples ask about price before anything else because that is all they know to ask. They may not understand exactly what a wedding and event planner does or how hiring you can benefit them.

Even though being asked about price can seem like a dead-end lead, look at it this way, they have contacted you. So that means they are at least THINKING they need a planner, which is good news!

Turn a price-shopping wedding couple into a new client consultation with these tips:

1) Relate

People buy from those they like and a potential wedding planner needs to be liked! Find a way to relate to the couple. For example, if they told you what venue they are using and you are familiar with the venue, say something positive about it and mention what you like about it.

2) Give Them Information

When I respond to any event inquiry, I include one of my informational e-guides. It is a great way to demonstrate expertise and give the potential client a chance to get to know how knowledgeable you are and how you can help them in the wedding planning and design process.

3) Link to Your Work

Always include links to your wedding planning portfolio, your blog, and your business social media outlets.  If you planned events or weddings at their venue, link to the photos, gallery, or blog post for those events when you reply to their initial inquiry email.

Once again, you are demonstrating your experience and showing them that you can be of service.

4) Call to Action

If your goal is to set up a consultation call or in-person meeting, then ask for one in your email response. Instead of ending with, “Contact me if you would like to set up an appointment.”, ask the couple for a specific date and time.

For example, if you want to schedule a phone chat say, “I have some free time at 4pm on March 15, would you be available for a quick phone chat to discuss how I can be of service?” I find people are compelled to respond to specific questions. You will either get the appointment, they will offer a different time, or they will flat out say no and you are not wondering when/if they will call.

5) Reviews

All of my emails have my best review at the bottom, below my signature. It is one final way to remind them how great you are and why they should trust you. Since it is from a past client, it carries more weight.

By using this type of response, it’s easy to weed out couples who are 100% price shoppers. I am pleasantly surprised with how many couples start out asking about price but ultimately see the value in what wedding planners and designers bring to the table.

 Do you have any additional advice on how to handle price shoppers? Please share with us in the comments!

Today’s post is a guest post from Amber Peterson. Amber is the owner of Cheers Wedding & Event Planning in western Washington. She has a Masters Degree in Integrated Marketing Communications and previously worked as a marketing consultant for wedding industry professionals. Amber is also the co-founder of the Skagit Wedding Society. 

Ready to learn more about how to price your services as a wedding planner and what to include in your planning packages?

Pricing With Confidence: Secrets to Profitable Pricing & Services for Professional Wedding Planners is a comprehensive guide with ready-to-use templates and worksheets that give you the tools and information needed to confidently offer profitable and sustainable wedding planning packages and pricing.