Many florists can relate to an all-too-familiar scenario when a bride-to-be calls or shows up with a detailed list of all the flowers they want for their wedding. Next, they show you pictures of exactly how they want the flowers to look - and then they hit you with their budget. At this point your jaw drops open and you don’t know whether or laugh, or cry, so it’s usually a combination of the two!
Now you face a dilemma. You can either refer this bride to another florist - and this isn’t a bad idea in many cases - or you can work on tempering the expectations by showing them exactly why things are more expensive than they realize.
People have a tendency to overestimate their abilities and underestimate time. Sure, the DIY’ers could buy all the flowers themselves, and that would save them money, but when are they going to find the time to design all the bouquets, boutonnieres and centerpieces that they need for their big day?
If they can’t understand that they’re paying for a service (your time and design skills) in addition to the goods themselves, then spend a half hour with them and show exactly what is involved with making a boutonniere or a small bridesmaid bouquet. That should be enough to make them realize that design time adds up fast and that they surely won’t have time the morning of the ceremony for all that work.
Remember to show customers the value and that should help them better understand the entire process and look beyond the finished product.
We’ll be back next week with some more tips in Part 2 of “How to Win Over a “Frugal” Bride. Do you have any tips, tricks, or proven methods of dealing with difficult brides? If so we’d love to hear them, so please share them below, or email us here.