Choices. Every bride is faced with a million choices and let’s face it, she really doesn’t know what to do with all of them. She wants a beautiful wedding and so assumes that she wants all the bells and whistles. In reality however she couldn’t afford the bells and whistles and probably doesn’t even need them. So how do you sell to this bride?
Sean points out in his article on Psychotactics.com that what consumers really need is your recommendation. They need to hear about everything, but once that happens they need someone else to steer them in the right direction. The last thing you want as a wedding business is a bride who impulse buys from you and then comes back for a refund. Find out what she really needs, create a custom package based on one your regular packages and throw in some extras just for fun. You want a happy bride, and the happiest bride is the one who got what she needed, and got some extras that gave her that extra wow factor. What do you think?