What's it Like to Sell Wedding Services?

Have you noticed that there is a big difference between how each wedding vendor handles your inquiry?   Here we will just try to break down some of what goes on behind the scenes of the sales process of a wedding vendor.

Price:  Most seasoned professionals are going to have a higher established rate, and will be the most unwilling to negotiate on price.  This is because they know their worth and they aren't willing to work for less.   On the flip side, some new creatives may be in high demand for their eye for style or their latest viral post.  Either way these vendors know that if you don't book with them, someone else likely will.

Sales Approach:  Every vendor has their own sales style.  A vendor who has a base of good reviews and word of mouth referrals is less likely to use high pressure sales tactics because they have a steady stream of inquiries coming in already.  On the other hand, some vendors feel that sales techniques are vital to their success and will use similar tactics as a car salesman to "close" a sale with you.  This isn't necessarily a bad thing, and no matter what, make sure you know exactly what you're getting with your package and for what price.

Information Sharing:  There is a delicate balance in the sales process in presenting price and availability.  Many vendors want to know details before providing pricing, or before even saying they want the job.  If you have reached the point of inquiring with a vendor about their pricing or availability, be sure to provide as much detail as possible so they can be as accurate as they can.  This will prevent surprise costs and also ensure you book with a vendor who is comfortable working within your parameters, be that location, times, etc.

Organization:  So many wedding services require creativity - which draws a very specific personality.  Some creatives are also very business minded and will have lots of business systems in place to keep them on track.  Others may be more free-form with their booking requirements and record keeping.  If you are comfortable with them and trust them, this can still work out, but it may mean you need to be more diligent about record keeping.  Always get things in writing, and also communicate your needs in writing as well.

Outsourcing:  There are some agencies that do more of the booking/contract/payment side of the wedding biz, then outsource the actual work to contractors.  Some of these are nationwide agencies.  And sometimes you'll get a great professional who uses these jobs to fill dates on their calendar.  The tricky part is you don't know who you'll get.  The advantage is that they are drawing from a pool and you will know that SOMEONE will show up no matter what.  The other advantage is usually price.

The "Good Fit" Guide:  Have you met with some vendors where you feel like YOU'RE the one being interviewed?  You might be.  Some vendors prefer to work specifically on weddings that match their brand and portfolio and will actually turn down business that isn't a "good fit".  This is not as bad as it sounds and if this happens to you, don't stress!  Reach out to a few more vendors and you'll find YOUR "Good Fit" soon!

To Meet or Not to Meet:  Before the days of social media, email, and text messaging, EVERYONE had to meet in person to book their vendors.  Thankfully we now have technology to help make life more efficient!  This leaves some gray area in terms of whether or not an in-person meeting is essential.  At Applause, we do not require, nor do we encourage in-person meetings.  Instead, we have a thorough online planning form and require a final planning phone call the week of the event.  We also make sure questions are answered quickly and make ourselves available for communication in all ways possible.  Our experience and adaptability means we are confident we can perform our services without meeting in person during the booking process or after.  But, if you prefer to meet in person we always make time.  The bottom line here is, if you are comfortable without meeting in person, go for it!  If the vendor you want to book requires the meeting, do that too!  There is no right or wrong, UNLESS a vendor refuses to meet at least once...this would be a red flag!

As the wedding trade continues to experience growth, some of the sales processes may begin to normalize, but for now, you really are at the mercy of each individual vendor.  The sales process will look different for each individual, so make sure you comfortable at this stage, as they will most like perform their services in a similar fashion.

Last but not least - Don't be a Ghoster!!  If you inquire and then find they just aren't the vendor for you, simply say you've booked someone else and thank them for their time.