I'm a newish wedding planner, and would love to know how much information I should give to prospective clients prior to them signing a contract and formally hiring me.

I do not want to seem paranoid or put them off; but I've recently worked for a with a bride who refused to sign a contract before "being sure that i understood and could deliver on her vision". I gave her lots of great planning advice and wedding design ideas only to be told that she'd decided to "go at it alone". In reality - using all the ideas I'd give her to execute the wedding of her dreams!

To make matters worse, a few weeks ago she privately emailed my assistant to get some "expertise"/advice (my assistant simply said she'd be unable to help her unless she became an actual client).


It's rather deflating - not least because I worked so hard on trying to secure this client. I'm clearly getting the balance wrong (ie giving out too much information), and would appreciate advice on this.

I have a portfolio of around 12 weddings; so the bride did have a way to look at my work without me having to "prove myself" before hand.

My husband says that I'm too eager to get clients and too fearful of losing clients, which is why I did not say a firm no when asked to "prove that i could deliver her vision".

Thanks in advance

my husband says that i'm too eager to get clients and too fearful of losing clients, which is why I did not say a firm no when asked to "prove that i could deliver her vision".

thanks in advance

Yes, I think your husband is right. You can't appear to needy and have to suppress that urge to justify yourself. I think you need to take some courses on effective salesmanship (I know it sounds beneath what you are doing) but am talking from experience. You have to exlpore every, absolutely every opportunity to improve your sales pitch; improve yourself confidence in what you want to do and feel you are good at. YOU GO FOR IT GIRL !

Practically all of this information is avaiilable on the net for absolutely free, just Google anything you want to know, i.e. POSITIVE SALESMANSHIP.

You just go for it, whatever way you want, and good luck

Tick

Do you first question the prospective bride about weddings she's been to, ideas she's read about, things she would like, and make a list that you print out and give her a copy of? Then take time to do some research on your own, meet with her again to present several scenarios of weddings that would incorporate her "favorites."

In other words, pull as much out of her first, so she believes this will be HER wedding, not something you are "forcing" on her.

How much do you charge? Is it an hourly rate, or a flat rate to do the entire wedding?

I would implement some sort of hourly rate for a consultation. Give basic ideas on what you would do for their big day, but no planning, no details until they sign up as a client, and pay a deposit.

If they're not willing to pay this fee then it's a good way to weed out the people that are serious about your services or the ones just looking for free wedding ideas.

I think you need to study how others in the business are paid. Talk to several wedding planners in other cities (they aren't competing with you so will talk)
Do not make client satisfaction a component in whether you get paid. You always have the option in business to make an accommodation for a couple if you feel they have made a valid complaint against you, but it should never be up to the client or you will never get paid. You can save the day by doing some extras here and there, and brides expect extras so plan that you will do one or two extras for every bride and build it into your cost, but don't advertise it as included.

Also, never spend your own money on expenses for the wedding. I recommend that you either require the bride and groom to directly pay all vendors and suppliers or make them set up an account that you can use for the wedding only from which you can pay the vendors. Check on the legalities of this but you may be able to arrange with vendors that they will pay you a commission for all business you bring them - perhaps 5% of all sales. Don't expect them to be willing to do this if they have all the work they can manage without you, but some may be willing.

I think it would be very important to understand the brides expectations up front as well and make clear in the beginning what is and is not realistic. You need to make clear in your contract that much depends on their own cooperation, keeping appointments, meeting deadlines, making payments to vendors and keeping their expectations in line with their budget and timeline.

If you charge an hourly rate I recommend doing as other service professionals like lawyers do - charge a retainer. This is a lump sum of money they pay up front, then as you bill for your time, you pay yourself from that retainer. You do not use the money yourself until they've used the time, and if they decide to fire you, you can refund the unused retainer. When the retainer is gone, you ask for more. If they won't pay, your work is done.

This way you will never have collection problems - if someone can't pay, they won't but you won't be out because you will not have given the service yet.

Make a portfolio, with what to expect from a wedding planner, what you fee's are. I would also include a few pictures of weddings you have done. Then explain that every bride is special and her wedding will be planned by her expectations, etc.

Then fully explain that you do NOT give free advice how to decorate, type of flowers work best for different themes, etc. For more defined ideas a contract must be signed with a deposit.

Even when people are shopping for a headstone, they are given a very basic idea of diffferent designes to choose from, but if they want to add, subtract, to make their own, they must actually purchase a stone from the person doing the design.