We're Not All the Same

We're Not All the Same

I spoke recently with another wedding business owner (I’ll call this person “Bill”) who was interested in referring a client to us.  Bill confirmed our availability and then asked our rate.  The moment I told him what we charge — something clearly outlined on our website, that is the same for every single client for a given date — he visibly recoiled.  “Is it really that much?  Your competition is charging way less.”  The conversation ended pretty quickly after that.  No discussion of how our services might differ from that of our competitors, no discussion of why our rates are what they are.

Bill’s comment surprised me at first, and then really got me thinking.  For one thing, Bill’s services aren’t cheap, either, but I’d never assume Bill was unreasonably overpriced just because others in the same service category are cheaper.  People, and businesses, are all different.  We all have different levels of talent and experience; we all operate with different overhead costs and budgets; we all price our services in such a way as to attract the clients we wish to serve.

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