Adding Value

When selling your wedding venue, don’t be afraid to detail what goes into the work behind the scenes, this will be reflected in the price and your value. Couples need to know this so they can see the added value, and this also ensures they are in the right frame of mind to take this into consideration when looking at your price.

Don’t just assume they know, you need to tell them all the little details you do to make sure they have an exceptional wedding day.

There are usually 2 types of buyers:

1. The emotional buyer - they are sold on emotion, if you learn how to trigger emotion in what you are selling you will have the sale.

2. The logistical buyer – they want to know the hours that will be put in, they look after the budget and they want to know what they get in return for their money.

When selling you need to speak to each buyer, with the emotional buyer and you need to trigger their emotion, and the logistical buyer tell them the work that goes into their wedding day, this way you are covering all aspects of getting this sale.

When a couple questions your price you go back to them with all your added value. If they say ‘I have another quote from a different venue who are offering this cheaper?’ you can tell them what you do, and why you do it this way for your couples. You do it this way to offer the highest standards to your couples and you won’t settle for anything less because their wedding day should be just that.

Look at what you offer that other venues don’t and explain this to the client as added value. A lot of personal, human contact touch points have been stripped from businesses since COVID because they are seen as unnecessary or wasting time, however in the wedding industry, couples have ‘time’. They are planning their weddings 18 months – 2 years in advance, they have time for things such as a design meeting, a mid meeting, a tasting meal and they love this type of contact.

Tell your potential clients all the lovely touches and the real value they will get if they book you to host their wedding day, and if this is an extra cost then add this into your pricing.