In today's episode, I focus on the importance of embracing the pricing question from potential clients. I emphasize the significance of understanding it as a buying question, providing insight from my Accelerator program coaching calls and a personal anecdote about designer shopping in New York. I encourage wedding professionals to view the pricing question positively and engage in dialogue with potential clients to determine the best fit.
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Episode Transcript
The dreaded pricing question.
Oh my gosh.
So many wedding pros talk abouthow much they hate being asked.
So what is your pricing?
Or can you send me your pricing?
Or I just want to seeyour packages, right?
But listen, here's whatyou need to understand.
When someone asks youabout your pricing, that
is a buying question Weshouldn't be offended by it.
(00:21):
We should actually be excited totell them about our pricing and
to ask them qualifying questionsso that we can know if they are
going to be a great fit for us.
And we can really lean intothat sales journey, that
sales cycle, and that, salesfunnel to lead them into
being a paying client of ours.
But this is a hard question forso many wedding pros because
(00:42):
you immediately think you'rejust being price shopped.
And so here is aquick tip episode.
I pulled just this really quickpiece of a group coaching call
from our accelerator program.
Where I had one of ourAccelerator students ask, how
should I answer this question?
And I kind of walked throughexactly what that looks like.
This is also a little peekbehind what it looks like inside
(01:03):
of our group coaching callsso that you can see the exact
support that we give to ourpros inside of the Accelerator.
Hey there, CEOs.
You're listening to theWedding Pro CEO podcast, and
I'm your host, Brandee Gaar.
I'm a wedding pro justlike you, who's built one
of the largest planningfirms in Orlando, Florida.
But it wasn't that longago when that success came
(01:23):
with long days, sleeplessnights, and little to no pay.
Fast forward to today,and I have the business
I've always dreamed of.
A killer team, steady profit,and weekends with my family.
Over the past three years, I'vetaught more than a thousand
wedding pros how to do the same.
My mission is to create amovement of wedding pros
who are ready to build aprofitable wedding business
(01:45):
that they've always dreamed of.
One of the really cool thingsI love about the Accelerator
is that our coaching callsare not Teaching calls.
I come on and I teach for maybe15 minutes at the beginning
of the call, but then it'san open Q& A so that you can
come and get real hands ontactical support on things that
(02:06):
you're going through in yourbusiness, things that you're
getting stuck on, things thatyou need help with, so that
we can get you unstuck sothat you can scale so quickly.
That's what really is the bestpart about The Accelerator
is it's a course and livecoaching and a membership.
All in one.
I think it's fun to give youa little peek into what those
group coaching calls looklike and to give you a quick
(02:27):
tip that you can implementinto your business right
away to help you change thatmindset when somebody asks you
about the pricing question.
I'm excited for you to getthis quick tip episode.
So let's get right into it.
I used this as an examplerecently at a strategy meeting
I had here in Orlando, but,um, I took my daughter to New
York for her 18th birthday.
And my mom was insistentthat she wanted to buy her,
(02:49):
her first designer purse.
She was just like, I,this is important to me.
I don't know if you guys knowthis, I don't buy designer
anything really, so I didnot know that there are
varying levels of designers.
Okay, so when you're in NewYork on 5th Avenue and you think
you're having so much fun andthen you walk into Dior and you
realize that a tiny wallet thatwould fit no more than a credit
(03:11):
card and maybe your insurancecard cost two thousand dollars,
that's a different level ofdesigner than we were expecting.
Okay, so What was starting tohappen is that I felt like I
didn't want to walk into any ofthe stores because I was like
I mean, my mom had a healthybudget to buy her this purse,
but it certainly wasn't 2,000 for a teeny little wallet.
(03:32):
Right?
So she was like, we werewalking into these stores.
There's no pricing on anything.
You have no idea whatthe pricing starts at.
And so you feel embarrassed.
Like you don't, I was like, Idon't, I don't even know how to
walk into these stores and startthis conversation because I.
I don't even want to lookat the purses if they
start at 2, 000, right?
(03:52):
And I started thinking about it.
I was like, this is exactlywhat our clients feel like.
Like when we have no idea ofpricing on our website, on
our social media, on, if we'renot giving them some sort of
an idea of what we start at,they're embarrassed to ask.
And we could be bouncingclients from us because they're
embarrassed to ask, right?
So giving them a rangeof where we fell, I was
(04:12):
like, I wish that all ofthese designers would have.
Something on their frontwindow that said our
designs start at 2000.
Or our designs startat 400, which they're
not gonna do, right?
But to me, I was like,gosh, I just wish there was
like a starting price here.
Then we could be like, we'renot going in that store.
Um, you know, so that'skind of the thing that our
clients are going through too.
(04:33):
So pricing questionis a buying question.
Don't be upset by it.
Don't be offended by it.
Give them the pricing, but ask.
Questions first.
Don't just give them yourlink to your pricing.
Like, ask questions.
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