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Turn Pricing Questions into Bookings: 7 Savvy Answers to Help You Seal the Deal
By WeddingPro
With the rising costs of, well, everything right now, it’s no surprise that 80% of couples report looking for your prices first. The result? You spend time fielding pricing questions during your first interaction with potential clients.
And it’s understandable. After all, no couple wants to get excited about your service only to then find out it’s out of their budget.
That’s why we recommend putting pricing on your Storefronts, website, and marketing materials. We understand it can be challenging to post prices when your pricing varies based on individual client needs or you want to convey the value of your pricing directly with couples. But posting at least your starting price or price range demonstrates transparency and helps attract couples who are serious about your services.
So, what are the best ways to handle pricing questions when your prices vary? Keep reading for our top ways to answer pricing inquiries from couples and get them to say “I Do” to you!
7 Savvy Ways to Handle Pricing Questions
When addressing the sensitive topic of pricing, it’s essential to strike a balance between transparency and flexibility. So, based on expert insights and the latest trends, here’s our top advice on how you can respond to pricing questions in a way that appeals to your ideal clients.
1. Provide a price range.
Couples often ask about pricing early in their planning process, so it’s important to set expectations from the start. Instead of listing a flat price, offer a starting price or (even better) a price range for your services. This gives couples an idea of what to expect while leaving room for customization based on their specific needs.
Just be mindful that couples have said they’re confused by broad ranges, so specify by season, low-end, or average spend to give them clarity. You can add your starting price and how much couples usually spend in the WeddingPro Pricing tool, and it will be displayed on your Storefronts on WeddingWire and The Knot.
What to say: “Our wedding photography packages start at $2,500, and we can customize a package that fits your vision and budget. For peak seasons, prices typically range between $2,500 and $4,000.”
2. Emphasize value and what’s included.
When couples hesitate or request more details about your pricing, that’s the perfect moment to emphasize the value of what you offer and highlight the unique aspects of your services. Focus on what’s included in your packages, from personalized consultations to special features like custom designs or added services. Explain how each feature adds value, and be transparent about what the couple will receive at each pricing tier.
What to say: “For $3,000, you’ll receive full-day coverage, a second photographer, an engagement session, and a beautifully designed album.”
3. Educate on the cost breakdown.
If couples question why certain services cost what they do or compare your pricing with quotes from other pros, this is a good opportunity to explain what goes into your pricing to help couples understand the value behind the numbers. This can include time spent, materials, expertise and any unique offerings.
Couples are more likely to adjust their budgets when they understand the true cost of your wedding services. In fact, 2 out of 3 couples admit to increasing their budgets after realizing their initial budget was unrealistically low!
What to say: “Our pricing reflects the quality and experience we bring, including hands-on design, premium materials, and personalized service from start to finish.”
4. Highlight customization options.
If you offer custom packages, highlight this option when couples mention budget limitations or ask if you have flexibility in your pricing. Make it clear that your pricing is flexible and can be tailored to fit different budgets and needs. Couples appreciate knowing they have options, even if their budget is tight. Just remember to still post your price range so couples can determine if their budget is a fit.
What to say: “We understand that every wedding is unique, and we offer customizable packages to suit your specific needs. Let’s discuss how we can create something that’s right for you.”
5. Use reviews and case studies.
Sometimes couples express concern over their budget and whether you can deliver within their price range. Sharing your reviews or brief case studies from past clients will highlight how you delivered exceptional value within their budget (an especially effective tool if you’ve worked with couples who faced similar budget constraints). This builds trust and shows that you can work within various price points.
What to say: “One of our couples initially worried about budget constraints, but we crafted a package that exceeded their expectations while staying within their budget.”
6. Encourage a conversation.
Anytime couples seem unsure about their budget or your pricing, invite them to have a more detailed conversation. This approach is especially useful after providing your initial pricing information and shows that you’re not only willing to work with them but you’re also focused on understanding their vision.
What to say: “Pricing can vary based on what you’re looking for, so I’d love to chat more about your plans and how we can create a package that fits your budget.”
7. Keep upsell opportunities in mind.
As a conversation progresses, a couple may show interest in specific enhancements. In fact, many couples go above their initial budget when they see opportunities to personalize their wedding.
As you listen to their needs, identify certain areas where you can offer upsells that align with their priorities, helping them make their day even more special. Just make sure to balance how you pitch upsell opportunities so that you don’t appear too “salesy,” which can be off-putting to couples.
What to say: “I see you’re interested in adding custom lighting. We offer a premium lighting package that enhances the ambiance of your venue, and many couples choose to add this feature to create the perfect atmosphere.”
By implementing these strategies, you can answer pricing questions in a way that maintains transparency, highlights your value and reassures couples that you can work together to find a solution that fits both their needs and budget.
Getting other pricing questions that we didn’t cover here? Check out our templated answers for tough pricing questions.
Please note: WeddingPro and the materials and information it contains are not intended to, and do not constitute, financial or tax advice and should not be used as such. You should always consult with your financial and tax advisors about your specific circ*mstances. This information contained herein is not necessarily exhaustive, complete, accurate or up to dateand we undertake no responsibility to update. In addition, we do not take responsibility for information contained in any external links, over which we have no control.
Photo Credit: Color Joy Stock/Christina Jones Photography
