Episode 174: It’s Not About Price with Meryl Snow

If you’re like most wedding professionals, you’ve probably heard this from a potential client: “You’re great but too expensive so we’re going with someone else”. It’s incredibly frustrating and it can leave you feeling like you have to compete on price. But here’s the thing, if you focus on price, your potential clients will to and competing on price is a race to the bottom where nobody wins.

The truth of the matter is, it’s not really about the price at all. I know, I know, it sounds crazy! But in this episode of the podcast, our guest is breaking down exactly why this happens and what you can do about it.

Meryl has spent 28 years in the special event & catering industry as co-founder of Feastivities Events, along with its subsidiaries OffShoots Decor and Philadelphia’s Picnic Company. She also is the author of Booked It! , Cha-Ching and three how-to Style & Design videos, in addition, she is the creator of the Triangle Method Sales Training Platform.

This is more than a job; she’s on a mission to help businesses get on their own path to success. Meryl’s a passionate believer in entrepreneurship and uses her gifts to support businesses build a stronger economy. Her philosophies have proved successful for not only her own business, but also many other companies, trade organizations, and universities have benefited from her training and advice.

Also a Senior Consultant for Certified Catering Consultants, Meryl has worked throughout the US. Her particular areas of focus are sales and marketing, as well as design and branding. She provides consulting, coaching, and training services for a wide range of clients. Her innovative leadership has earned prestigious accolades for her companies locally, nationally, and internationally. She has undoubtedly helped many other companies through her keen insight and an effervescent approach to teaching methods of success.

In this episode we’ll cover:

• Why it’s not about price
• Why so many people think that price is the deciding factor
• What not to do to communicate your value
• The role of Covid-19 in communicating value
• The importance of the “know, like, trust factor”
• How to stand out from the competition
• Why couples ask about pricing first
• Why you need to qualify your leads
• How to be less robotic in your communication
• Questions to ask leads to qualify them
• Why you shouldn’t ask for their budget
• How to deal with a deflated bride
• How to create a proposal that sells
• Proposal layout tips

Links & Resources:

The Book More Weddings Summit
Clone Your Best Clients
Think Tank
The Triangle Method

More from Meryl:

Website: www.merylsnow.com
Instagram: @merylsnow
Facebook: www.facebook.com/snowconsultant

Want more? To subscribe to the podcast, please use the links below and be sure to leave a review:

Click Here to Subscribe via iTunes (You’ll just need to click the blue “View In iTunes” button and then click the Subscribe button when your iTunes opens.)

Click Here to Subscribe via Stitcher

And please take 2 minutes to leave me an honest rating and review on iTunes by clicking here. It will help the show and its ranking in iTunes immensely! Thank you – I appreciate it!