“I am thinking about that belief about how my competition devalues my services, and want to overcome it and convince brides that I am worth the extra money.
Since I’ve started my group, I have gotten some church gigs, a couple of gigs playing for nursing homes, a tree lighting, and 1 wedding. When I get leads, I often come up in direct competition with the group I was a former member of, and end up losing because they charge a cheap rate I just can’t compete with.
So, how would you suggest I overcome this? I know for a fact I have a superior product, and can offer superior service.
How do I convince brides that we are worth paying significantly more?”
Shifting your mindset is key to finding the solution.
It’s obvious that you’re confident in your abilities as a musician (at least, you convinced me!) so it’s probably either discomfort with the $$ value or a deeper conflict about your worth.
When you’re constantly worried about the cheaper competition, it keeps you trapped in a cycle of fear.
Instead, you could be focused on attracting leads and communicating your superior value.
Here’s what I’d do to address this issue:
1. Get out a piece of paper and write down every benefit and value you deliver to your clients.
Be exhaustive and fill at least one side of your paper and write down everything: peace of mind, that special feeling, the confidence of knowing you have their back, happy guests, better photo ops, etc.
The idea it to really convince yourself first. Writing it down physically makes it more real, and you’ll have to overcome those thoughts of, “I don’t really do anything else…” in the process.
2. Start brainstorming about what makes you different.
What can you do that your competitor cannot? What can you offer or how can you offer it differently?
When you create an EXPERIENCE for your couples it connects with them emotionally and explains your value better than any sales pitch.
You can do this with your personality, your story or a mission they can get behind with you. For example, aligning yourself with a charity will irresistibly attract couples who also believe in the cause.
It begins with understanding the experience your ideal couple is after. What do they want? What don’t they want? What words do they use to express it?
Time for some tough love: I checked out your website and it doesn’t create an experience of uniqueness. It looks homemade and doesn’t mention weddings or the concerns of couples at all.
Creating that experience with your website is essential, since 99% of couples are going to search for you online before booking.
3. Connect with the other wedding pros who can send you the referrals you want.
I’m guessing venues, churches and officiants are a good start. How can you meet them, find a way to help them and win them over?
One idea: you might offer your services to a venue for their tasting. Another strategy we love is interviewing them for a featured article; almost no one can resist free promotion and it gets you in the door.
Focus on what you CAN do and forget about the competition.
What you focus on grows, and we want that to be you and your business, not them!
What do you think about the undercutting competition?
Leave a comment below.
About the Author
Stephanie Padovani and her husband, Jeff Padovani, are the dynamic husband-wife duo behind Book More Brides, the #1 online resource for transformational marketing, business and motivational strategies for the wedding industry.
Stephanie and Jeff Padovani met and fell in love in the corporate world, and have been working together ever since. They are famous for entertaining and empowering wedding professionals with low cost, effective marketing strategies and powerful “anti-price shopper” communication techniques…that don’t require sleazy, high-pressure sales tactics or competing on price.
Want more wedding business tips? Visit BookMoreBrides.com to get your copy of the free report, “The Price Shopper Email: How to Immediately Convince Brides of Your Value So They’re Primed and Ready to Book.”
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