By Adrienne Woolsey
Ever meet with a potential client, spend a bunch of time writing up a unique estimate for them, only to find out that in the meantime they booked with a competitor?
Your time is valuable, and you know your worth, but in a saturated wedding vendor market, how do you prove that to prospective couples?
If you haven’t done so already, you may find that packaging your services is just the thing to hook a prospective client, and save your time and sanity!
Here are 5 reasons why you should package your services in order to book more events and increase your bottom line.
1. Packaging services adds value.
Regardless of a person’s budget, everyone wants to get the most bang for their buck and I’ve never met anyone who doesn’t like the idea of a “freebie.”
Clients can be swayed to book elsewhere over the smallest of incentives if they feel they are getting more value for their money.
Even if they may have liked you and your services more, many couples can’t resist booking incentives that offer a “good deal.”
Creating packages, especially those with incentives, gives the client a feeling they are getting a better deal… ie a ‘free’ photo book or ‘free’ corsage. It seems small, but it may be the one little extra that gets a couple to book with you instead of your competitor.
2. Packaging eliminates choice overload.
Wedding planning can be an overwhelming task, especially for couples working without the guidance of planners. In some cases, presenting more choices can actually lessen your chances to book a couple.
The best way to deal with this is to sit down and listen to your clients and present only the packages that you feel will suit their needs.
Present them with at least 3 options or packages to choose from and explain how each one could work to their benefit. This eliminates information overload on their end and starts building a relationship between you and the client.
3. Packaging should be customizable.
While pre-packaged services may suit some couples fine, not every couple will fall into a cookie-cutter package deal and feel satisfied.
Take the time to listen to your client and find ways to tailor your packages that will make their event more personal to them.
If they see they are getting all the value and incentives that a package can offer, but to suit their specific needs and wants, there is no reason they wouldn’t want to book with you!
4. Packaging allows for add on services.
Ever been at a fast food restaurant and after you have placed your order, you are asked if you would like to “add a dessert for a dollar more?” One third of the people asked, actually opt for that extra sale.
In essence, packaging your services can allow you to do the same thing. Chances are, unless a client is booking your priciest package, you have more services that you can offer them.
Letting couples know of what other services are available puts the ball in their court and gets them thinking of what else they may ‘need’.
Warning: to avoid seeming like a sleazy car salesman, just make sure that you only offer add-on services that your clients actually want and can benefit from!
5. Packages increase the average amount you sell.
If you know your best package is over your client’s budget, do you offer it anyway?
The simple answer is, if the package fits the couples’ wants, offer it! People tend to pay what they think they are worth, so if you think your client deserves that package, they will think they deserve it as well.
While it is smart to start at the top, it is super important to offer a variety of packages that will fit both the needs and the budget of your client. If the best is way out of their league, focus on similar packages that the clients can customize to resemble the package they really want.
Your more expensive package immediately makes your other packages seem like a bargain in comparison.
Having problems creating these higher priced packages? Check out these pricing tips here.
Wrapping It Up
All in all, packages can be a great way for you to book a prospective client and to give your bottom line a boost.
BONUS TIP for wedding professionals: Pre-made packages will save you tons of time.
Instead of using all of your consultation time to outline ala carte services, you can spend time getting to know your potential clients, figuring out how to make their big day more personal and most importantly, book them!
What do you think about packages vs. a la carte?