“What’s the Price?”
Unfortunately, this is usually one of the first questions couples will ask you either via email, text message, on the phone, or dare I say, in-person?
Yes, sales still take place in-person!
The question immediately creates a rather tense and emotional moment for the couple – AND YOU!
There are three things you can do when a bride or groom asks you “what’s the price?”
1) You can give it to them, immediately.
2) You can give them a range, immediately.
3) You can ask them if you can ask a few questions about their wedding and what they are specifically looking for.
Here’s one of my recommendations as a response to the “What’s the price?” question:
“So I can better understand WHAT IS MOST IMPORTANT TO YOU, and WHAT YOU WANT, do you mind if I ask some questions first?”
The key is winning more sales is to control the sales presentation. Again, it doesn’t matter whether it is via email, text message, or otherwise.
Sidenote: The “sales presentation” starts at your website. If that’s a weak link in your marketing and sales process, you’re losing sales to your competition and hurting your annual revenues.
One thing you SHOULD NOT EVER say is:
“Can I ask you a few questions first so I can make sure you DO NOT OVERPAY…”
I recently heard this recommended as one of the potential responses to divert an immediate answer to the “what’s the price?” question.
Unfortunately, answering the “what’s your price” question with “Can I ask you a few questions first so I can make sure you DO NOT OVERPAY…” would be a huge mistake.
Because now you just put in a couple’s mind THEY MIGHT OVERPAY IF THEY HIRE YOU.
It sub-consciously plants a question in their mind: HAVE OTHERS OVERPAID AT THIS COMPANY?
This is the LAST THING you want to even cross their minds when talking with you.
Take a pad of paper and draw a line down the middle.
In column one, based on your last 25 sales, prioritize a list of 6 to 10 things couples typically want when they hire you.
In column two, write out a short answer to HOW you deliver those things as part of what you do when couples hire you. Answers should not be more than 4-5 sentences. If they are, you need to refine your message.
While a rough outline, this is the core of your sales presentation.
Assuming you are controlling it.
It’s a worthwhile exercise to perform. If you take the time to do it, and want some feedback, I’d love to see what you put together. Email it to me at email@example.com
p.s. This is also roughly what should be on the home page of your website! Is it?