One of the benefits you offer your brides as a wedding planner is the ability to get her some deals! You know how to get an upgrade or a discount from your regular vendors. But what if you’re just starting out? Or, really feel queasy about negotiating? No worries. Let’s just talk about my system for asking for and receiving vendor discounts.
Getting Started with a new Vendor
Of course you’ve probably already identified the vendors who have great reputations and work in a similar style to yours. (Those are two of the criteria I use. Feel free to add your own.) Next, if I were you, I’d ask for a brief ‘get to know ya’ meeting to introduce yourself and your company. Do this even if you know the vendor because it signals this is a new phase in your relationship. That’s when you can really see if you click by asking questions like,
How did you get into the business?
What’s your favorite type of bride?
What would you like to accomplish in your business in the next 6 months that I can help with?
You’re trying to build rapport and trust so keep it friendly and casual. Don’t rush in to ask for a discount yet. This person doesn’t know you or your work. Spend a little time cultivating the relationship before you look to harvest. And, be prepared to answer those questions for the other vendor.
Asking for a Discount
After you’ve established your relationship, you can ask about a mutually beneficial arrangement, whatever you deem that as. Talk about all the details. Like when the discount applies, when it doesn’t, what happens if plans change, etc. Because it’s a lot to remember all at once, I generally like to confirm the mutual understanding in a short email, asking the person to indicate she understands and agrees with what I wrote or share what her understanding is. That way things are clarified and you have a paper trail- just in case.
What if things don’t work out?
Even after you’ve carefully laid out your discount arrangement things can happen. A miscommunication on when the discount applies. A feeling that the exchange of value isn’t as equitable as you hoped. No need to panic, though. You just need a plan to work through these issues. Which leads me to ask, do you have a dispute resolution plan?
You definitely need a plan, especially if you’re the kind of person that gets flustered. Doesn’t have to be a long or complex plan, but you do need to know how you want to proceed to resolve the issues. Want help figuring that out? Consider booking a Thinking Session with me so we can tackle it together.
Remember, this discount thing is all about being transparent, open and fair to each other. Make sure you both think your arrangement is great! There’s a lot of great advice in the wedding community.
Take a minute now to share how you ask for vendor discounts. Or, if you’re the vendor, tell us your pet peeves about planners who ask for discounts.
