Wedding Consults "How much will this cost?"

[krisala]

We don't do alot of weddings but I have priced the FTD wedding book. For those people that just walk in wanting to know how much a bouquet is, I just let them look at the book. They can see the price difference between roses and callas. Seems to help weed out champagne taste on beer budgets.

 

[jduncan]

I price weddings in 3 categories, until I have a $500 deposit.

-wedding party (Bouquets, corsages, bouts)
-ceremony (rentals, unity candle, aisle decor, etc)
-reception (head table, cake flowers, guest tables)

Until I have a deposit, I don't give details. I avoid the whole nickle and dime thing. It frustrates the price shoppers, yet is not totally vague.

Also, when they ask how much a wedding is, I say, "How much is a car?"
It depends on options.
Who would drive up to a dealership and ask how much for a car?

Sheesh.

 

[RWK]

As far as how to price at a wedding show or bridal fair........The best way I can think of is to have a large photo book showcasing real weddings you have done and how much those weddings were.

Another option is to present a price range for each section of the wedding. Something along the line of ' typically, flowers to decorate the church run from XXX to XXX, Flowers to wear and carry typically run from XXX to XXX, and so on.

How do you arrive at those 'typical' prices.......that is farily simple......average out the number of weddings last year and the prices for each area.....then add a suitable amount.

example - lets say that you did the average and it showed that your average bridal bouquet was 150.00, you might then say - "on the average bridal bouquets run from around a hundred to three hundred dollars.

 

[Palms]

I would not give out an average cost of a wedding at all to be honest. I only give prices at consult and when i am asked how much does a wedding cost i just say how long is a piece of string.

They could have 2 bridesmaids they could have 8. They could have 40 guests which equals 4 tables they could have 150... I think you could easily drive a bride away by giving an average. At least when you give them at consult, you are talking the talk and doing the sales thing. She also knows as you go along what she is paying for each item.

One little thing i do is when i give them the final figure i read out everything so i say "right the bill is... and that is for 1 brides handtied bouquet, 4 bridesmaids bouquet, 2 mothers corsages, 100 buttonholes, 10 table centres," etc etc I give them the full title so that the list seems longer and when they get the price at the bottom it seems for a lot anyway. Also i then add so thats how much it is for all your wedding flowers, all your venue flowers and your chair covers. This way its like they dont have another bill anywhere else if this makes sense.

And then i cross my fingers under the counter that they book (i think this helps lol).

 

[artistry in bloom]

I also have a questionnaire on my website. When a bride calls to arrange for a consultation I ask her to fill out and submit the form so that I can better prepare for the consultation. I advise her when she calls how the consultation works and how much time it will take and that I do not give her a quote until after the consultation.
When the bride comes in for her consultation I show her a slide show of my bouquets, wedding parties, etc. and if she asks what price a certain bouquet is at that time I will tell her what I charged for it.I email her a quotation within two days based on what she decides at the consultation and I give her three selections at different price levels for her bouquet and a few choices for other things like attendant's bouquets, centerpieces, etc.
I just started doing the price level selections last year and it has worked well for me because this almost eliminates any price objections.When they see what they can get at different price levels I find most times they choose either the most expensive or mid range bouquet rather than the least expensive one but giving them the option shows that you are willing to adjust to whatever their budget is.Before I did this I found brides sometimes would say they love my work but another florist was cheaper so they went with them.I know from research that I am right in the mid range for prices- not the most expensive but not the cheapest and I don't want to be. I love doing weddings but if price is their only concern then Thrifty's Grocery where the floral clerks don't even have to be florists is their best bet.
When I email the quotation I give them one week to decide and pay a deposit to hold the date for them.I explain I only do one wedding per weekend to give my exclusive attention to them and that the date is not reserved until the deposit is paid.
www.flowerartisan.com

Dianne

 

[rewolf]

The biggest problem that I am running into lately is that my brides are coming in with decent budgets in the $3000-4000 range which is way over the national average. They think that they can get anything they want with this sort of budget. So they come in with pictures of platinum wedding photos...

It's baffling because this is exactly what is happening to me and it truly is awkward to tell them there budget does not fit their vision. It almost seems that in this economy, the customer thinks they should get more for their money...

 

[alisonm1215]

"How much is this going to cost?"

My answer: Do you want 4 Big Macs or a Happy Meal and would you like them delivered. I know McDonalds is probably going to sue me for this, but the food analogy quickly conveys the logic of our industry. We deliver a tangible item and a service. The light bulb quickly goes off and the bride is much more at ease understanding what type of business she is dealing with.
Some brides are very savy and educated with the wedding vendor realm. They know how the price spectrum works with caterers through DJs, but for the most part, they don't.
It can be very overwhelming for most of them to plan their big day; Plus watching Platnium Weddings and a plethora of other wedding propaganda gives them false hopes and delusions of grandeur. Add to that the stress of budget cutting because over the past year most of their babyboomer parents have been hit pretty hard or they themselves have seen cutbacks.
I occasionally get the buttzilla bride that balks at everything and is all about price and I avoid her like the plague, but for the most part, the girls that come to me are really looking for guidance and good flowers--so I povide.

 

[Joe Mioux]

There is a new question that has been being asked at the beginning of a consultation and while valid, is slightly *jarring* to my approach and I just feel like it sets the whole tone of the conversation.

"How much is this going to cost?"

I explain that first I need to know her needs and theme of the wedding before giving her an idea of what the prices will look like. And then I secretly wish that I was talking to an event planner instead.

So here's my question, "How do you answer that?"

Easy,

Ask her how much does she want to spend. Next question you need to ask is how many bridesmaids.

Instead of becoming frustrated think of this consultation as a time saver.

With those two numbers, the budget and the number of bridesmaids, you can easily adapt most bouquets and eliminate certain high dollar flowers if necessary.

I always tell the brides that I can easily change the size of bouquets if the initial price is too high.

This shouldn't be viewed as a negative. Budget Brides just need a different selling strategy.

Joe

 

[PaulH]

Wedding Questionnaire

Is there a place on FC to download the form?

I tried to do the decent thing and order and pay for the CD roms from the website given. The response: "we only ship within the USA". Thanks, folks, that's not much help to someone based in the UK. Any other ideas?

 

[Victoria]

Easy,

Ask her how much does she want to spend. Next question you need to ask is how many bridesmaids.

Instead of becoming frustrated think of this consultation as a time saver.

With those two numbers, the budget and the number of bridesmaids, you can easily adapt most bouquets and eliminate certain high dollar flowers if necessary.

I always tell the brides that I can easily change the size of bouquets if the initial price is too high.

This shouldn't be viewed as a negative. Budget Brides just need a different selling strategy.

Joe

This is how I approached most brides. It saved time, frustration and basically cut to the chase.

V

 

[TGDragonfly]

Hi Victoria,
I have a question that I hope you can help with. We offer amendity baskets for our weddings, but we have been thinking of adding a line of food baskets for hotel rooms that are blocked for weddings. Do you do this and are there any liability concerns I should be thinking of?
I don't want to make the food, just sell local items from hot and trendy vendors in DC and NY.

 

[Victoria]

Hi Victoria,
I have a question that I hope you can help with. We offer amendity baskets for our weddings, but we have been thinking of adding a line of food baskets for hotel rooms that are blocked for weddings. Do you do this and are there any liability concerns I should be thinking of?
I don't want to make the food, just sell local items from hot and trendy vendors in DC and NY.

Hi TG... what a great idea.

I've never had any issue as I make certain the expiry dates are long enough to not be a problem.

I too like to use regional, Canadian made product as much as possible. Of course because I work in an International atmosphere I include exclusives from that area as well.

Most hotels provide bar fridges now so keeping the snacks and munchies, juices and spreads cool isn't a concern.

V

 

[Connie]

when i am asked how much does a wedding cost i just say how long is a piece of string.

Priceless! IMHO

 

[shannonlovesflowers]

It's baffling because this is exactly what is happening to me and it truly is awkward to tell them there budget does not fit their vision. It almost seems that in this economy, the customer thinks they should get more for their money...

I like that verbage!

I think I will say from now on that I want to do our best to get their budget to fit their vision.

I like that

 

[shannonlovesflowers]

I would not give out an average cost of a wedding at all to be honest. I only give prices at consult and when i am asked how much does a wedding cost i just say how long is a piece of string.

They could have 2 bridesmaids they could have 8. They could have 40 guests which equals 4 tables they could have 150... I think you could easily drive a bride away by giving an average. At least when you give them at consult, you are talking the talk and doing the sales thing. She also knows as you go along what she is paying for each item.

One little thing i do is when i give them the final figure i read out everything so i say "right the bill is... and that is for 1 brides handtied bouquet, 4 bridesmaids bouquet, 2 mothers corsages, 100 buttonholes, 10 table centres," etc etc I give them the full title so that the list seems longer and when they get the price at the bottom it seems for a lot anyway. Also i then add so thats how much it is for all your wedding flowers, all your venue flowers and your chair covers. This way its like they dont have another bill anywhere else if this makes sense.

And then i cross my fingers under the counter that they book (i think this helps lol).

Yes, that makes very good sense. And it hopefully gives them a mental "wow that a lot of flowers" when you put it that way

 

[John Streeter]

I have worked long and hard on how to handle this issue and although it may not work for anyone else but me, I flat out ask the customer what their Budget is before I waste my time. I have to find out if they are willing to give me Creative Control if there is a Product Malfunction. Also I try to make them as comfortable with my sense of humor as possible and find out if there will be any flexibility if we need to go over Budget.

Itemizing every little detail is a waste of time when you have the expense of labor/support staff to make sure The Event or Wedding is Produced, Installed, Brokendown in "X" amount of Time.

John Streeter
Sharp Flowers since 1934
www.sharpflowers.com