How To Respond To Clients Seeking Discounts

When a client asks for a discount, it can be tricky for wedding planners to know how to respond. There is no one-size-fits-all answer, and the best approach may depend on the planner's business model and target market. Some wedding planners may be open to negotiating discounts with vendors on behalf of their clients, while others may prefer to emphasise the value they bring as a professional planner, helping clients choose vendors that offer the best value for their budget. Ultimately, the decision to offer discounts or not is a personal one, and wedding planners should do what feels right for their business.

Honesty is the best policy

Honesty is always the best policy, and this is no different when it comes to wedding planning. When a client asks for a discount, it is important to be transparent and upfront about your pricing structure and whether you are open to negotiating. Here are some reasons why honesty is the best policy in this situation:

• Honesty Builds Trust: Being honest with your clients from the outset establishes trust and sets the tone for your working relationship. If you are transparent about your pricing and any limitations, clients will feel more confident in your services and are more likely to recommend you to others.
• Maintaining Your Value: As a wedding planner, your skills, expertise, and connections are valuable. By being honest about your worth, you convey to clients that your services are of a high standard and that you have confidence in your abilities. Discounting your services may give the impression that you don't value your own work, which can be off-putting to potential clients.
• Avoiding Misunderstandings: Honesty helps to avoid any misunderstandings or false expectations. If you are clear about your pricing structure, services included, and any potential discounts from the beginning, clients will know exactly what to expect. This reduces the risk of disagreements or dissatisfaction later on.
• Protecting Your Reputation: Your reputation as a wedding planner is crucial to the success of your business. Being honest and transparent helps to maintain your reputation and attract the right clients. Offering discounts to secure bookings may result in working with clients who are constantly seeking deals, which can be challenging and may not align with your business goals.
• Flexibility with Integrity: While it's important to be honest about your pricing, it's also essential to remain open to negotiation and consider each client's unique situation. You can be flexible and accommodating without compromising your integrity. For example, you could offer complimentary add-ons or suggest vendors who fit within the client's budget, demonstrating your willingness to help while still valuing your services.

Remember, every business is different, and you should do what feels right for you and your clients. Honesty and transparency will help you build strong relationships with your clients and establish yourself as a trusted and reputable wedding planner.

Target market

The target market for wedding planners is quite specific, as it includes people who are only on the market for a short period of time. Therefore, it is important to be clear about your ideal customer.

Firstly, the bride and groom are the key target market. Busy couples who don't have time to plan their wedding are the most likely to seek out a wedding planner. They are usually focused on the budget and the guest list, and are willing to pay to have the rest taken care of. Wedding planners can target couples on social media platforms such as Instagram, Facebook, and TikTok, as well as through top wedding magazines. It is important to note that the language used to market to this segment is important; some couples are looking for their "dream wedding", while others just want the planning to be "done". Understanding your ideal client and their preferences is crucial.

Secondly, the parents of the bride and groom can also be a target market, especially if they are paying for the wedding. Wedding planners should be careful not to make them feel like they are taking over but should keep conversations open with all parties.

Finally, wedding planners can also target people in committed relationships who are close to getting engaged. These couples may be less experienced with organising large events and may need professional guidance. It is more likely that the ladies in the relationship will be searching for a wedding planner.

Building relationships with vendors

• Network: Attend local industry events, wedding trade shows, and networking events to meet and connect with other wedding professionals and vendors. This will help you expand your professional contact list and get to know the people you'll be working with.
• Trust and Respect: The foundation of any good working relationship is trust and respect. When you're starting out, connect with other pros and trust in their expertise, especially if they have more experience than you. Have a service mentality and always ask how you can support them.
• Active Listening: Be an active listener when communicating with vendors. Different people have different communication styles, so it's important to adapt and learn how each vendor communicates.
• Online Presence: Be active on social media and follow fellow wedding professionals and suppliers. This keeps you updated on their services and makes it easier to reach out and build relationships. You can also join Facebook groups and online communities for wedding professionals to widen your connections and find collaboration opportunities.
• Referrals: If you're not sure where to start, reach out to fellow wedding planners and ask for supplier recommendations. A referral can give you confidence in the vendor's expertise and quality.
• Communication Plan: Create a communication plan for working with vendors. Learn their preferred communication style and adapt to it. Figure out if they prefer direct or passive communication, email or phone calls, and how often they want reminders.
• Timeline: Share a project timeline with each of the pros you are working with. This helps manage expectations and keeps everyone on the same page.

The value of your services

Secondly, wedding planners have strong relationships with vendors and can unlock exclusive access to top vendors and venues, which can be invaluable to couples. Wedding planners can also save couples from contractual complications and ensure a stress-free experience, allowing them to enjoy their special day without worrying about the details.

Thirdly, wedding planners save the couple time, which is a valuable commodity, especially for those with busy schedules. Planners can handle the entire process, allowing the couple to focus on other commitments and spend their free time relaxing or preparing for the wedding.

Finally, wedding planners can provide realistic budgetary expectations and help couples understand where to spend and where to save. This financial guidance is essential in ensuring the couple stays within their means and doesn't overspend.

In conclusion, the value of a wedding planner's services lies in their ability to save the couple money, provide exclusive access to vendors, ensure a stress-free experience, save time, and offer financial guidance. These benefits can significantly enhance the couple's overall wedding experience.

Be prepared to haggle

If you are not experienced at negotiating, it's natural to feel nervous. But don't show it. If you come off as timid, the other party will know they can refuse your request without risking your business. The ideal attitude is to not attach any emotion to the outcome of the negotiation, although achieving this when planning your wedding is understandably difficult. If you want to, you can practice by visiting a market where haggling is common.

Remember that the first offer is rarely accepted, and you're likely to end up somewhere between your first offer and the standard price. For this reason, start low; if you start too high, you might end up with very little in the way of a discount. If you're not sure where to start, ask for a 20% discount—it's low, without being insulting.

If the wedding venue or vendor refuses to budge on price, try asking for more. Ask for free upgrades instead. You could request better champagne, decorations, or food. This way, you are still receiving a discount—just on a more expensive product. For some vendors, this is preferable to offering a true discount.

Frequently asked questions