lisy78
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 p.2 #6 · How do you name your wedding packages ? | |
TRReichman wrote:
So then the purpose of packages is to satisfy expectations and upsell?
To a certain extent yes.
So the purpose of packages is to ensure a certain amount upfront?
Not just ensure a certain amount upfront, ensure a certain amount period. My point is that you're not just better off selling the leather seats when you sell the car, you might never actually sell the leather seats AFTER the purchase is made. After the wedding a lot of bills will come in. Sure there will also be cash coming in. Odds are most people will quickly forget about the infusion of cash... much in the same way that when you get a raise, you almost instantly lose the "gratitude" for it and begin feeling "entitled" to it and will complain about a new bill, even if your raise MORE THAN compensates for the bill. So yeah.... the odds of making the sale at the same price later are imho greatly diminished. ESPECIALLY if you're delivering images for instance on DVD, which most brides expect (yes I know, now you're going to ask me why I satisfy the expecations instead of educating them about what they should expect  )
So the purpose of packages is to segment purchasing decisions?
Not just segment. Encourage them NOW, before life goes on.
I'm pretty sure a disproportionate number of brides really think their wedding will be the most important day of their lives BEFORE THE WEDDING DAY. Once tha day passes, a few might truly remain set in that past and hang on to that belief, but most will (again quoting one of the TED talks) Synthesize Happyness by finding NEW things to look forward to.... their first home, their first baby, their first babies' first steps, their first girl (or boy, depending on what the first one was).... etc. etc. etc. suddenly, mentally healthy people will probably find that their wedding was a fantastic party, and the beginning of their new life together, but not really the most important day of their lives.... I mean what kind of sad life would one live if they were convinced that their best day had passed? So yeah... I bet after the fact sales would be MUCH harder.
So in order for packages to work there has to be a discount for opting for them?
So, if we're trying to upsell, ensure a certain amount, segment decisions, etc then why not just charge what you want upfront and forget all the run around?
Maybe people with better selling skills than I would be able to sell exactly what I sell AND MORE without giving any sort of "there's an incentive to buying it now rahter than later" ... if that's the case, then great for them. I have to work around my own limitations, so I feel that it's EASIER for me to make a sale NOW if there is a real incentive for the client to buy NOW.
Oh yeah, why not list packages by how much they cost?
- trr (advocate, for the devil)
My package "names" are just numbers.... Uno, Due, Tre, Quattro, Cinque
I suspect most americans can tell those are the italian words for 1,2,3,4,5 .... or can figure it out after realizing that the first three are 1,2,3 anyway ... so yeah that sounds slightly better htan the $2795 package and the $3900 package etc.
Sometime the clients do refer to them by their price and that's fine too, of course.
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