Monthly Archives: July 2011

THE WEDDING AND EVENT INDUSTRY: NEVER GIVE UP

July 28, 2011

Like most folks, my life can get pretty stressful, and it can be hard to stay mentally as well as physically fit. I’ve always loved swimming, biking and running, so it’s little wonder that I enjoy doing triathlons. They keep me sane when life starts to feel especially chaotic. Focusing on what my body and mind can accomplish together eases whatever professional tensions I may be worrying about. The best part, though, is pushing myself a little further with each triathlon I do; I’m always trying to beat my last time.

It’s easy to get discouraged in this business. Everyone is so competitive. But business (and life!) aren’t about beating everyone else. If you want to be competitive, be competitive with yourself. Push yourself to do your personal best.

Sometimes, business is great. New jobs are rolling in, and you’re making lots of money. But, sometimes, business is slow. When that happens, hang in there. Make a few key and thoughtful changes to keep your business model and services fresh. Surround yourself with the people and things that inspire you. Have faith.

Sometimes this business requires you to swim. Sometimes to bike. Sometimes to run. But, no matter what, work hard and stay focused on the task at hand. Don’t worry about how others are doing.

Remember, you’re in this business for the long haul. It’s not a sprint.

Dear Readers, how do you maintain your faith during hard times? Have you ever given up on an idea or a passion? Do you regret it?

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THE LOVE BUSINESS: LOVE YOUR CLIENTS AND YOUR WORK

July 27, 2011

(Image via hello bauldoff)

“The best and most beautiful things in the world cannot be seen or even touched. They must be felt with the heart.” – HELEN KELLER.

Helen Keller was a very wise woman, and I think her quote captures what it means to be an artist. Even after all these years, I still love standing just out of sight near the entrance to one of my events as everyone arrives. I love overhearing guests as they walk inside and respond in awe to what they see. Those moments are music to my soul.

It’s also pretty magical when clients fall head-over-heels in love with one of their vendors. Although there are lots of extremely talented folks in the wedding and event industry, only a few vendors can make heartfelt connections with their clients. Doing business with heart is the topic of a new book I’m writing, and every day I see the value of this approach. Having heart when you’re with clients is just as important as having heart when you’re in your studio creating.

Making a genuine connection with a client is a wonderful feeling on a personal level, but it’s also a wonderful thing professionally. Who wouldn’t prefer to work with someone they feel close to and trust? I’ll let you in on a little secret: the easiest way to make long-lasting connections with your clients is to love what you do. If you’re happy and in love with your work and your life, your clients will feel that love. They’ll embrace it and respond in kind.

I apply a similar attitude to designing. If I’m working on a new design, and it doesn’t make me feel anything, I know my clients probably won’t feel anything either. You’re an artist; don’t over think it. If you don’t love something you’ve created, don’t sell it.

Dear Readers, tell me about a heartfelt creation or job you’ve done. I’d love to hear about your successes! I’m also curious if you’ve ever created something you’re not so proud of. I know I have (unfortunately!)

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DEAR PRESTON: HOW DO I AVOID POTENTIAL CLIENTS GOING STRAIGHT TO VENDORS?

July 26, 2011

(Image via Wild Strawberry Events)

Dear Preston,

Firstly, I just want to say that I’m a huge fan. You write an amazing blog that offers very practical and real-life advice. Thank you for inspiring me to be more than I could ever have imagined.

To introduce myself, I live in South Africa and am very new to the wedding industry. After years of planning weddings for friends and family, I finally found the courage and faith to start my own wedding and event planning business. However, I’m finding it incredibly hard to make a strong impression and find clients.
I recently did a dinner party in which I oversaw all of the details. A few days after the event, one of the guests asked me for the caterer’s contact information. The problem is that, if I’m really being honest, I didn’t want to tell her. This caterer is an absolute goddess, and she’s one of my “trump cards.”

I was afraid to share her information, because I don’t want potential clients to start hiring her directly, leaving me out of the equation entirely. I worry, because many people in South Africa don’t think they need an event planner. This is especially true when it comes to hiring people of color, of which I am one. South Africa is not perfect…

Anyway, having said all that, I also don’t want to stand in the way of this amazing caterer getting more business. I want to help her, but I also want to help myself. Any advice?

Sincerely,
Conflicted in South Africa

Dear Conflicted,

First and foremost, congratulations on your new business! Starting your own company is a huge leap of faith, and I’m so excited that you’ve followed your passion. You’re on the right path.

I understand where you are coming from and why you feel unsure how to proceed. Making a name for yourself in the wedding and event planning industry can be extremely hard, especially in the beginning. Naturally, you don’t want to give away, as you say, your “trump cards.” That being said, you CAN help the caterer and yourself at the same time.

Go back to that guest, and give her the caterer’s contact information. Then call the caterer, and tell her that the dinner party guests loved her food. Let her know how much you also love her food and how much you enjoy working with her. Tell her that you look forward to working with her in the future. End the conversation by letting her know that you gave her information to one especially enthusiastic guest. The caterer will appreciate not only your praise but also that you’re trying to help her get more business. I promise you, she will remember your generosity; she will be eager to work with you again, and she will happily return the favor. The next time one of her clients or someone else she knows needs a wedding and event planner, it’s highly likely that she’ll recommend you.

And remember that guest? Well, when you do call her back to give her the caterer’s contact information, ask her about the rest of the dinner party. Did she have a good time? Was there anything you, as the planner, could have done differently to make it an even better evening? Thank the guest for coming, and tell her that you hope she’ll keep you in mind for future events.

There’s also something called a gentleman’s agreement. When clients come to me first, I recommend excellent vendors who I think are right for the job. This includes caterers, lighting designers, DJs, florists, and many other vendors. And vice versa, I know that those vendors don’t hesitate to recommend me for jobs.

My point is that one of the best ways to make a positive, long-lasting impression in this business is to befriend your peers. Reach out to vendors you’d like to work with. Get to know them. Do what you can to promote them, and they will do the same for you.

If you come from a place of generosity, you’ll never go wrong. Be a giver, and you will be given.

-PB

Dear Readers, what do you think? Please share your thoughts in the comments.

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DEALING WITH CLIENTS: BIG DREAMS SMALL BUDGETS

July 25, 2011

(Image via kidoinfo)

Potential clients who want me to lower my prices make me leery.

On the one hand, I think that any job can be done beautifully on any budget. Yes, folks, I really do believe that. But clients don’t just want a beautiful event; they want a beautiful event done exactly to their specifications. And their specifications often exceed their pocketbooks. Most clients dream big but budget small.

Clients try to convince me that by lowering my prices for them, I’ll get a bevy of new clients through their friends and professional contacts. But what these clients don’t realize is that all of those new clients will probably want a similar discount. If I give one client a deal, I have to give all of my clients a deal.

Other clients say to me, “Here’s my budget. Make this work, and make sure I get everything I want.” This always amazes me. I’d love to walk into the Mercedes Benz dealership, and tell the salesman, “Here’s my budget. Figure out a way to give me the car of my dreams for this price.” Sadly, buying a car doesn’t work that way. And neither does hiring a wedding and event vendor.

I suspect that many vendors, like me, are of two minds when it comes to their prices. They worry that if they start lowering their prices, they’ll lose money they can’t afford to lose. But they also need business. No one wants to turn down a job, especially in these difficult economic times.

So what should you do?

You need to give your clients a polite but firm reality check. Explain to them the value of the services you’re offering. Most clients will understand. A few won’t get it, but, trust me; you don’t want those jobs anyway.

Dear Readers, how do you handle clients who want the sun, the moon and the stars for very little money? Can you design with limited budgets in mind?

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WEDDING PLANNING: WHICH VENDOR SHOULD A BRIDE CALL FIRST?

July 21, 2011

(Image via fiktura)

A common mistake I see many vendors make is thinking that when a bride begins to plan her wedding, she should always call them first, no matter what their speciality. But does this really make the most sense? When Ivanka Trump got engaged, I was one of the first people she called. Ivanka is a very savvy New York City business woman, and she understands how to plan a huge event. She knew that she should get a planner and a designer on board as quickly as possible. But most brides don’t have Ivanka’s professional, not to mention personal, background.

So, unfortunately, a lot of brides don’t call a designer or planner first. Instead, they start by calling venues, letterpress invitation designers or DJs. I’ve long suspected that a bride’s first call is often to the vendor she’s most excited about. A bride who adores flowers is likely to start planning her wedding by calling a florist.

Nonetheless, it’s in the bride’s best interest to call a planner first. A good planner will help a bride understand the process and give her a sense of which expectations are reasonable and which are unreasonable.

For the vast majority of brides, budget is paramount. Assuming a bride can’t afford to have it all, it’s important that she understand what she can afford sooner rather than later. So whether you’re a planner, a florist or a DJ, if a bride calls you first, you should give her a crash course in pricing. Trust me, she’ll thank you later.

Dear Readers, what’s your opinion? Who should a bride call first? Why?

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