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Negotiating with Wedding Clients

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Jac

Today on WedBizTips we have yet another great topic up for discussion as we weigh in on the subject of clients that negotiate and how you deal with them. This has always been a bit of a bone of contention as many believe that discounting your prices in any way is a bad thing, but we believe discounting and negotiating are two different things. The key to negotiating is to assign a value within your business to any reduction you offer.

So what do you say when potential clients ask you to negotiate rates? Do you give a discount or negotiate? Is it a Saturday in the full swing of wedding season? Is it a Saturday in off-peak or is it a week day? There are many questions you need to ask yourself. You have some decisions to make, as a business owner. What dates are you comfortable negotiating for? What are you willing to negotiate?  Where is your comfort level? Will you reduce your rates by a percentage, add in extra product or hours, or none of the above? Whatever you do, make sure that you know your costs inside and out so you don’t end up out of pocket.

There is no right or wrong answer to go about this as it really depends on your business model and market. There are reasons why you might not want to negotiate such as if you are fully booked, or have more work than you can handle. Below we have given you our top tips for negotiating with your clients if that’s the way you want to go:

  • Negotiation Tip 1 – Build room to move into your pricing so you have scope to discount if required.
  • Negotiation Tip 2 – Pre-qualify your clients. This saves everyone a lot of wasted time and effort.
  • Negotiation Tip 3 – Create some interchangeable products. Often clients wish to negotiate changes rather than an actual price reduction.
  • Negotiation Tip 4 – Never offer to negotiate as part of your sales pitch. Let them know you are open to personalising a package & then leave it.
  • Negotiation Tip 5 – Offer an unconsidered option. Offer an alternative that works for you & your client.
  • Negotiation Tip 6 – Maintain your professionalism. When working with a client who is being unreasonable, stay professional at all times.

Next week we will discussing the ways you can find yourself a wedding business mentor so remember to tune into our Instagram video and then jump over here for the full lowdown on the blog.
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David Tutera

Leading Wedding & Entertaining Expert, David Tutera is hailed as an artistic visionary whose ability, uniquely creative talents and outstanding reputation have made him a tremendous success in the lifestyle arena. Tutera has created a name for himself by taking his passion for designing spectacular events and transforming it into a lifestyle.

He continuously exceeds the expected with an unmatched level of inspiration, imagination and innovation to create the latest trends in entertaining. Tutera’s grandfather, a successful florist, first noticed his grandson’s artistic ability at an early age and encouraged David to pursue his destiny. At age 19, with the sound advice of his grandfather and only one client, David opened his own event planning business.

Today, David Tutera presides over an award winning company built from experience, dedication and Tutera’s natural talent for transforming the ordinary into the extraordinary. His name has become synonymous with style, elegance, creativity and vision. David Tutera has a natural talent for transforming the ordinary into the extraordinary. His name has become synonymous with style, elegance, creativity and vision.

Honored by Life & Style Magazine as “Best Celebrity Wedding Planner,” David’s impressive client list includes Jewel, Star Jones’ wedding, Real Housewife Taylor Armstrong’s wedding, Los Angeles Clippers’ Chris Paul’s wedding, NY Giants Antonio Pierce’s wedding, Shannen Doherty’s wedding and events for Jennifer Lopez, Matthew McConaughey, Brandy and Ray J, Jenni “JWoww” Farley, Lil’ Kim, the Official Post Grammy Parties in New York City, Elton John, Barbara Walters, the Rolling Stones, Nancy Reagan, Prince Charles, The White House, private events for the Vice President, Kenneth Cole, Tommy Hilfiger, Susan Lucci, The John F. Kennedy Center, as well as countless film premieres and celebrity parties for royalty, politicians and socialites.

Tutera has also designed events for several charities including the Prevent Cancer Foundation, the Alzheimer’s Association, DIFFA (Design Industries Foundation Fighting Aids) and the Make-A-Wish Foundation. David has made guest appearances on Today, Extra!, Good Morning America, The View, CNN, The Rachael Ray Show, The Talk, Steve Harvey, Wendy Williams and many more. In addition People, USA Today, In Touch, Wall Street Journal, New York Times, In Style, Cosmopolitan, Redbook, Bridal Guide and Town & Country have all featured his work.

Tutera has also made special television appearances in the popular daytime soap, The Young & the Restless and TV Land’s The Exes. David lives in Los Angeles with his husband Joey, daughter Cielo and their rescue dog Lucy.

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