“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.

Why?

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.

Quick Exercise

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 chris@iawip.com

p.s. This is also roughly what should be on the home page of your website! Is it?

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