Everyone wants to be in the event industry. As the industry grows, it’s becoming more difficult to get clients. Not to mention that a lot of folks are practically giving away their services, making it difficult for those in the business to make a living.
I am a firm believer that the universe is extremely generous and there is more than enough work for everyone. However, the one thing that has kept me going for the past 30 years was always the desire to be DIFFERENT, yet still make a living.
There are three simple questions that should always be on your mind, in order to be different and at the same time make a profit.
- What am I selling?
- How can I make it different?
- How can I make a profit?
This can be applied to any service or item you are selling. However, because I started as a florist, I’d like to give you an example of a floral arrangement.
1. What am I selling? Flowers and a container.
2. How can I make it different? (This is the fun part.)
- I could find 5 container shapes I have never seen before.
- I could make my own vase by gluing flowers on the actual vase.
- I could use flowers I love, and arrange them in a very unique way.
- I could use petals floating in water to create my own flowers.
- I could use branches and hang lots of flowers from them. The list is endless…
3. How can I make a profit?
- Make a sample (This could be a very important step that saves you money in the long run.)
- Pricing the cost of each and every element and always getting the best wholesale prices.
- How long did it take to make this arrangement? Put a cost to your time.
- Flowers are delicate. Always buy at least 20% more than you need.
- Add: Time+flowers+vase, then (depending on your area} mark up at least 100% (please keep in mind that this mark-up also covers your rent and other expenses.)
If you want to become a vendor that is around for many years, being unique is a great way to survive.
Tomorrow, I’m going to talk about how you can be unique and different by giving great service.
As always on our Venting blogs, if you are trying to be unique and different and you are having a hard time making money while doing it, leave a question below and I’ll answer you directly by email.
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George Bernard Shaw once said: “You see things and say, ‘Why?’ But I dream things that never were and say, ‘Why not?’” That quote embodies how Preston Bailey approaches every event.
Wendy
January 17, 2011
I am SO different than other planners. I do give great service. My prices are a real value for the amount of work I do for each of my brides. I blog, I network, I link. I am starving! What am I doing wrong? You kindly emailed e before the holidays, but you were away and then it got busy with the holidays and I never got back to you. Maybe there is still something you can share.
joana tomova
January 17, 2011
I usualy charge, flowers /materials/ x 2 + transportation, and I most of the clients say “It’s too expensive” I don’t understand what do these people think ?.. that I get the flowers from my garden or what??? Or else “Why do you charge me for work and transportation?” Or.. “Why do yo charge “the presentation arrangement /table etc./”?
:-O No comment…
I just wish that I can charge the way you do
And without a dought I can say that I’m one of the 5 top florists in my town.
sammy
January 17, 2011
Preston, u just took the words off my mouth. in Nigeria where i reside everyone claims to be an event manager, especially when they have a rich background!! it really hurts when i go for events and i see how shabby the packaging was and then i get to hear how much these so called event planners were paid.
i will be breaking out of my employers events company to start mine but i am scared to launch out all alone. please what advise do you have for me in order to made a solid first positive impact in events here in Nigeria?
Sammy
Lauren @ten23designs
January 17, 2011
It can be very discouraging when I go online and see a vendor introducing a “new design” that I posted week ago… and even worse when theirs seems to be getting so much more attention than mine, even though it is only a copy of mine. This is when I chant to myself, “Keep Calm & Design On.”
Mark Moore
January 17, 2011
Preston, It’s like sometime you read my mind! My little ol’ Events company is but only a year old now,….but like all babies, I need to nurture this one with allot of love, patience and understanding.
Also starting in a “small” town where every hire company does “event” management, there are a few “event” planners that have been around for a good couple of years that still manage to survive. I come along thinking it’s easy because I’ve been doing it through my previous employer. Only now do I realise how difficult it actually is and now I feel like the “middle” man that everyone would rather cut out and go direct to the supplier.
I guess my question would be, How do you avoid feeling like the middle-man every one wants to cut out? Clients tend to want to go direct to the supplier and think they can do it themselves for cheaper!
I realise that I’m selling myself, be it my time, energy or expertise. I need to be more proactive and different in my approach to new clients; ideas, venues, research, out-the-box thinking, and I can make a profit by understanding not only my company’s growth needs but also what clients want to see as “NEW”! – I think I’ve just answered my own question.
Thank you for your words of wisdom! – ps. You don’t perhaps sponsor scholarships to your academy?
Yours truly,
MARK MOORE
Deanna
January 17, 2011
I owned a retail store for 6 years and burnt myself out incredibly fast!! I recently sold my store and I’m working for the current owner as the wedding and event manager.
I’m toying with the idea of branding myself. My strengths and/or loves are:
planning/working holidays (valentines, mothers day, etc…), event work, branding/marketing & teaching. My weaknesses and/or dislikes are: creativity and working alone.
Not sure of my next step…your thoughts are appreciated!
Kisha
January 17, 2011
i am thinking of ways to make my event planning business stand out from others. how do u feel about doing give aways or doing contests? examples will be gift cards to local restaurants & a percent off certain packages.
Melonie Karl
January 17, 2011
I feel like everyone other person in NYC is an event planner…which makes it harder for someone like me …who is serious and protective of the title “Event Planner”
How do I get clients to understand that price is not the most important thing? Also, considering the economy how do I convince a potential client that my services are still relevant and needed.
Thank you.
Navjot
January 18, 2011
Preston, when I entered this market I was aware of the competition. I thought my “different designing ” will get me a nice start but so far no luck.
clients entering the door wants everything dirt cheap.
No idea what is missing. Would like more insight on that
Caitlin
January 18, 2011
I wish there was a way for planners to band together as a collective so that when one is busy, they can refer business onto someone who is equally as qualified. If we weren’t all competing so much and in such a cut throat manner we could actually help each other.
Janice Celeste
January 19, 2011
Well, we do wedding films. It’s important to me to be as different as possible. I keep a little Moleskin book with me at all times and whenever I see a super cool technique that is done in a movie or a commercial, I think how can that be re-invented in a cool way in a wedding video and sketch it out with notes. My last video (http://www.celestestudiosblog.com/?p=1114) was turning out a bit simple so I added this freeze technique which was something that I sketched years ago in a Moleskin book. Now I have volumes of books and ideas saved. It’s not always easy to match the technique with the couple, but so far so good. Not one of our videos are alike. Currently, I’m looking for a unique makeover look for ME that’s memorable but not shocking! Pink hair??? jk
Morella
February 15, 2011
Hola, como esta?
Is my first time doing a wedding and geting pay for it ,i have a hard time figerin out how the amount of flowers i need for all the arragment i will be making .
The wedding is Organic Elegant : also they not wand tall arragment .
Wating for your sugestion, thank you. Ialso love unique, diferent sttano ect..