Objections are what we, as wedding professionals, face every day.  We work to drive sales, to build revenue and to increase our bottom line all the time.  Some of us place ads, work bridal shows and sit back and wait for business to roll in. Others take the next step and work leads and follow up in order to drive even more sales.  But, whether you sit back and wait for business to come to you or you go out and make it for yourself, we all face objections.    

 

"You're too expensive."  "I'm looking for more coverage."  "I don't really need a wedding planner."  "My friend offered to DJ."  It doesn't matter the objection, we all face them. The question is, how well can you overcome an objection and how tenacious are you in not letting them off the hook?

 

First, you have to be able to think on your feet. If you have to clamor for an answer, the bride will sense weakness and may not trust the response you give her. You have to know and comprehend the objections you're going to get in advance so that you can either overcome them in your presentation or have a solid response when questioned. If you're hearing the same objection over and over, it should become part of your positioning in your presentation.

 

For example, "I've been to Jackson Photography and they do everything you do, but for a fraction of the cost.  I don't think I want to spend that much on you."  If you're constantly getting beaten out by another company, put it into your presentation, "Look, we're not the least expensive photographer out there, but let me explain why you'll want to spend more on our service..."  Hit the objection head on before she has a chance to doubt you!

 

Next, be honest, but find your positive spin on the answer.  If the bride says something or asks a question, make sure you give her an honest response.  For instance, "Your prices seem awfully low.  Why is that?"  Even though you may have a full time job somewhere else, you could respond with, "Well, weddings aren't my number one revenue stream.  I don't have to charge as much because I'm not 100% dependent on weddings."  It's true and it answers her question while keeping your services desirable. 

 

Finally, turn the tables on her.  When she says that your packages aren't what she's looking for, instead of throwing alternatives at her, ask her what she's looking for.  Imagine this conversation.  "I really don't need 12 hours of photography.   Is there any way I can save money by not keeping you as long?"  You could say, "Sure, I'll knock off $500 and be available for 8 hours."  But, you may have just taken off more than she expected.  Or, she could want something completely different.  Instead of throwing offers at her, ask her, "Well, what would your ideal package look like?"  Let her tell you exactly what she's looking for and negotiate from there.

 

You see, making sales is never easy.  You have to have a product and/or service that the consumer desires, a package that fits her desires and a price tag that she's willing to pay.  When all three come together, you can make the sale.  Some come together naturally without much sales effort.  Other times, you have to work a little harder to overcome her objections and figure out how to work with her to give her what she's looking for.  No one is above overcoming objections.  Just because she has an objection doesn't mean she doesn't value your product/service.  There's no reason to get defensive or aggravated.  She's simply trying to get what she needs out of the experience and it's our job to get her what she's looking for.

 

So, incorporate your most heard objections into your sales presentation.  When you hear a new objection, think quick on your feet and don't hesitate to tell her the truth with a positive spin and turn the tables on her to find out exactly what her expectations are and how you can help put something together that will work for her.  I'm sure she won't object to that!

Weddings are still a large part of many floral retail operations. When asked why they enjoy doing weddings, many respond with answers such as, "It gives me a time to be wildly creative", or "I really enjoy making a brides dream come true". Trends for weddings are just like those in other regular fashion or home décor. Some changes are quick to appear and then quickly disappear. Those we refer to as fads. While others are slow to emerge, stay around for a while, and then start to decline. Here are a few trends that we are seeing around the country.

 

While white is still the strong choice for bridal gowns, the white is shifting to warmer whites. Soft flowing lines are replacing cinched waists and stiff skirts. Strong colors are being seen as choices for some wedding dresses as well. Recently, Valerie Bertinelli sported a strong blue wedding dress on the cover of People Magazine. When "stars" are seen doing something, everyday people tend to follow. Also, keep an eye on the Royal Wedding this spring. We remember the influence that Prince Charles and Lady Diana had on our trends for weddings in the US. Exaggerated cascading bouquets were once again all the rage.

 

Dress designers are adding many options this season for trims and interest. 3 Dimensional trims are very popular this year. Lots of appliquéd fabric flowers such as roses and other fantasy flowers are being seen on gowns in various amounts from subtle interest areas to shirts completely covered. Another way of adding the 3-D look is the use of fabric flounces. These are different than ruffles of old. Flounces add a softer, more fluid line to the gown. Beading is still a very popular choice for interest areas as are pearls. While we are seeing a diminished use of sequins, crystals and rhinestones are making a strong appearance.

 

Fashion gets its influences from many sources. Right now we are trending to the Art Deco and Art Nouveau time periods. Strong geometric shapes and bold colors give us the Art Deco influence while softer more fluid curvaceous lines are gathered from the Art Nouveau time era. Art Nouveau also gives us a softer more cosmetic color pallet. Peaches and pinks are skin tone friendly so they work with a larger target market. Coral and rich dulled down greens are this season's newest choices for color. Lavenders are being paired with Champagne for a softer more romantic feel. Also influenced from the Art Nouveau time era, are the use of bridal metallics.  Platinum, silver, and a newer look call Champagne Metallic are showing up in both jewelry and fabric finishes. While gold is an emerging choice, most brides are still choosing the lighter whiter metallics.

 

Sashes are once again becoming more developed as an area of interest. Often seen in white or neutral, we are seeing more and more color accents appear in this area. The cue for this change goes to Michelle Obama. Also influencing fashion change is the movie Black Swan. Look for the use of tulle to reappear. This usage will be not as it once was with layer upon layer of tulle for the skirting, but will instead be used as accents and abbreviated ballet skirting. For those brides who still want the romance of tradition but want a more modern look, watch for the return of the glamour of old Hollywood. The Coco Channel of the 1930's silhouette will once again make its way down many aisles this year.

 

As fashion changes, so do the choices for flowers. It is important to remember that not all bouquets fit every dress style. While hand tied garden bouquets or tightly compacted nosegay bouquets may look great for some dresses, the return of cascading bouquets is becoming more and more predominate. Also, as dress lines soften, flowing arm bouquets will be in demand once again.

 

Marriage is in the top three special events that most ladies think of from childhood on. It is important to help make her dreams come true.

The following have won the Bride's Choice Awards 2011 from WeddingWire. This means they are in the top 5 percent of Wedding Pros nationwide.

Bella Wedding & Event Planning

Complete Music

Elizabeth Larson Photography
McCardell Photography
 
Introducing Pepper Moon Catering's updated website, complete with new menu information, pictures and information about Pepper Moon.  Please visit! www.peppermooncatering.com
 

If you have something exciting going on and you want the wedding industry to know about it here and on http://www.pwgnc.com/accolades.html, email jaime@pwg.com.     

 

2/19
Anthony White
Clarion Hotel

2/20
Henry Fourrier
Greensboro CVB

February 23, 2011
Triangle Professional Wedding Guild Luncheon
Hilton Garden Inn Triangle Town Center, Raleigh
11am-1:15pm
PWG Guild Luncheons

March 9, 2011
Triad Professional Wedding Guild Luncheon
Happy Rentz, Greensboro
11am-1:15pm
PWG Guild Luncheons

April 3, 2011
Perfect Wedding Guide Bridal Show
Marriott Crabtree Valley, Raleigh
1pm-4pm

May 15, 2011
Perfect Wedding Guide Bridal Show
Benton Convention Center, Winston-Salem
1pm-4pm

July 17, 2011
Perfect Wedding Guide Bridal Show
NC A&T Alumni Foundation Event Center, Greensboro
1pm-4pm