Monthly Archives: June 2011

WHY DISCOUNTS ARE BAD FOR THE WEDDING AND EVENT PLANNING BUSINESS

June 30, 2011

A very common mistake among artists is to undercut our value. I understand the instinct, and I think it’s largely driven by fear. We’re afraid clients will balk at high prices. But if you don’t charge what you are worth, you are disrespecting yourself and your work.

Our clients should also understand where their money is going and why. It’s not unreasonable for clients to ask for a written estimate of our designs and services. I understand this impulse: when I go to the doctor, for example, my first question is almost aways, “How much?”

A potential client once showed me another vendor’s proposal. This client said to me, “If you can give me exactly what this vendor is offering but for 10% less, the job is yours.” I was shocked and replied, “With all due respect, I simply can’t do that.” And truly, I couldn’t do it, because the other vendor’s prices were already amazingly low compared to market value.

This practice is wrong on so many levels. That client was asking me to sell my creativity, a passion that’s very dear to my heart, for next to nothing. But what really upsets me is that there are vendors who are encouraging this kind of behavior!

My advice to everyone, but especially to beginners who are just starting out in the wedding and event planning industry, is to never sell your work and your services at a discount. Even if you’re having a hard time securing clients, resist the urge to lower your prices. Please understand that if you price your work at bargain basement prices, you’re never going to get out of the basement.

The bottom line is that we need to respect what we do. We also need to trust and believe that the universe is a very generous place. As long as we keep honoring ourselves and our creativity by charging exactly what we’re worth, the universe will respond in kind.

Dear Readers, what is your opinion? Please share.

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HOW TO WIN CLIENTS

June 29, 2011

(Image via mpressprint)

I live to design, and I suspect many of you feel the same. We live to do our art, because it’s our passion. My other passion, though, is providing great service. I love nothing more than making my clients’ dreams come true. But to do that, first I have to make them my clients! I have to get the job.

Today I’d like to remind you, as well as myself, how to secure new clients who are shopping around. You know the ones I mean: they have a long list of vendors who they’re considering, and they’re shopping hard for the best price. More power to them, but how do you make sure they pick you?

You need to have this very straightforward conversation with all of your potential clients:

YOU: I’m excited about the possibility of doing your event, but are you meeting with any other vendors?

CLIENTS: (They might hesitate.) Well, yes. We’re meeting with three other vendors.

YOU: Can I make a suggestion? I’d love to get all of your information, show you some of my work, and get a real sense of what you envision for your event. Then, let’s have another meeting after you’ve met with these other vendors.

CLIENTS: OK, but can you give us an idea of how much everything will cost?

YOU: (This is the tricky part.) Right now I can certainly give you a price range for other events I’ve done that were similar in size and scope to yours. However, if you’re willing to have a second meeting with me, I’ll be able to give you a much more detailed idea of costs then.

Now, keep in mind that this approach isn’t an exact science. The good news, though, is that when you meet with potential clients for the second time, they’ll have met with the other vendors and will be much better informed. Most likely, they’ll also have gotten proposals from these other vendors, and you’ll be in a good position to make the sale.

The not so good news, however, is that you run the risk of clients meeting another vendor, falling instantly in love and hiring him or her on the spot. In which case, there goes your second meeting!

In general, though, I’ve found this approach works pretty well. The clients know that I’m very interested, and I get to give them my proposal last. This is important because by being last, you’re more likely to learn what they want to spend before having to commit to a number. And that of course puts you in a better position to get the job.

Readers, are you offended when potential clients show your proposal to other vendors? What are your thoughts on this practice? Please share.

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DEAR PRESTON: IS MY REPUTATION ON THE LINE?

June 28, 2011

(Image via Retro Graphics)

Hi, Preston.

I am a huge fan of your advice and blog. So, I figure you are the one to go to with this problem. I have recently had a falling out with a planner who just bugs me to no end. Never mind the fact that I promoted her business a lot, always publicly complimented her work, and was a supportive friend for a few years. Completely positive relationship all the way around, or so I thought.

Well, recently, she told me she could no longer be friends with me and a few other vendors we have all worked with because we also provide services to another planner (her competition, of course), and she felt betrayed that we were “stolen” from her. Apparently, the competition stole text and ideas from the planner I’m referring to for her own website. However, I was under the impression that they had worked that out years ago, so I had completely forgotten about it. I have been the victim of photo thieves myself, and, trust me, I don’t tolerate it. Some of the other vendors that have been dumped as well all agree that it’s better off this way, as we really don’t need her referrals or business anyways. But we’re concerned that her personality in general may lead to her speaking negatively or outright telling untruths about our businesses. Talking smack basically to “get even” with us. And we do know she goes out of her way to refer other vendors of lesser quality and reputation to avoid working with us, which will catch up to her and her own reputation.

What’s your take on this? I’ve never experienced this, and it bugs me. Thank you for your time, Preston. I appreciate just being able to send this to you!

- Bugged Sharon

Dear Sharon,

I feel badly that you’re caught in the middle of this drama. However, there are always two sides to every story. You said this planner had been a friend of yours. But you’ve also been working with one of her competitors. So, as a friend, why didn’t you discuss this with your planner friend? Maybe give her a heads up and ask how she would feel if you started working with this other planner who may have stolen some of your friend’s ideas?

I don’t know all the details of what happened, but I can understand why your friend feels so hurt. You need to realize that planners have to be very territorial about their preferred vendors. These selective vendors are part of every planner’s act, so to speak. In order for planners to deliver the exceptional service they have promised their clients, they need to know that the vendors they use will not only do a great job but will also show certain amount of loyalty towards them. And a big part of loyalty is communication.

If you’re a vendor and you’re getting steady work from a planner, and then a competing planner tries to hire you, you owe it to the planner who you’ve already established a relationship with to let them know what’s going on. And to do so BEFORE you accept a job from that competing planner.

On the other hand, vendors are business owners, too, and you need to make money. I completely understand that. Over the years, I’ve became a bit more relaxed about using vendors that some of my colleagues also use. The only thing I ask is that my vendors sign a confidentially agreement.

My advice to you is to call your planner friend and attempt to talk it out. You might want to start by apologizing for hurting her feelings. Then, let her vent. Give her the opportunity to get her anger off her chest. Sometimes, a honest and straightforward conversation is all you need to diffuse a toxic situation. Never underestimate the value of reaching out, listening and talking together.

Good luck, Sharon. I hope you and your friend are able to work this out.

-PB

Readers, have you ever had a planner turn on you for working with one of her competitors? As a vendor, how do you handle the delicate situation of working with different planners? Do you think planners should only refer one vendor to their clients? Please share.

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WEDDING AND EVENT JOB BIDS: VENTING ABOUT REJECTION

June 27, 2011

(Image via David Chu)

Over the years, many big corporations and brides shopping for the best deal have requested bids from me. But every time I bid on a new job, I can’t stand it. Why? The reason is simple: I take my designs very seriously. When I’m designing a job, I invest a lot of time and effort into visualizing what the design should look and feel like. To me, it’s almost like giving birth; my designs are babies.

Recently, a potential client who had requested a bid from me, phoned to say that she was deciding between me and another designer. Later, she called back to tell me that, because of political reasons, she had chosen the other vendor.

Forgive me for venting my frustration but that rejection stung. It also annoyed me. Not so much because I lost the job, but because the design I had created for the bid would never come to life.

I understand that clients want to shop around and need to get a good sense of what each vendor can and will do. After all, it’s important that clients not only get the best value but also that they are comfortable with the services they’ll be paying for. But enough is enough. I wish clients would just be straight forward and tell us what they want and how much they want to spend. Doesn’t that sound nice and simple?

Tomorrow, of course, is my Dear Preston Column, but in my post about reminders on Wednesday, I’ll share my tips for avoiding those potential clients who are “endless shoppers.”

Readers, how do you feel about bidding on jobs? Do you also feel frustrated when your designs are rejected and never see the light of day? Please share.

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AVOID LIFE’S DISTRACTIONS AND STAY FOCUSED ON YOUR CREATIVE WORK

June 23, 2011

(Image via b4silio)

Working in the wedding and event industry or in any creative field means creating. Your art should be your number one priority. Unfortunately, we have a lot of other responsibilities. So how do you juggle running a business with making art?

The first thing to remember is that your designs are your business. They go hand in hand. Running your business smoothly is absolutely essential, but without a great product, there’s no business to run.

It took me a very long time to realize that having a clear creative vision applies not only to designing beautiful events but also running a successful business. One of the biggest mistakes I ever made was focusing solely on doing what I loved. I should have focused more on learning how to sell my work. (This is a pretty common mistake among us creative folk! We aren’t exactly known for being the best business men…)

Solution? We need to learn how to love running our businesses as much as we love creating them.

I’m still learning how to do this well, but one thing I have figured out is that I MUST devote at least three hours every day to nurturing my creativity.

Balance is key. When I’m not traveling, I try to keep a pretty strict schedule:

5:30 to 7:00 AM – Exercise and meditate.
7:00 to 9:00 AM – Write the day’s blog post and journal.
9:00 to 9:30 AM – Leave my home and get to the office.
9:30 to 10:00 AM – Address any pressing calls and/or emails, especially those that might be stressful. I don’t want them hanging over my head all day.
10:00 to 12:30 PM – Meet with either my book editor or my design team to discuss current projects.
12:30 to 1:30 PM – Eat lunch at my desk.
1:30 to End of the Day – Meetings, meetings and more meetings!

The secret is recognizing that YOU are responsible for how you manage your time. Set (and stick to!) a schedule that allows you ample time to work on your business AND your creativity.

Readers, I’d love to know what your daily schedule looks like. How do you keep your creativity alive while simultaneously running a business? And what part of your business takes up the most time?

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