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Hey There, CEO!

Are you tired of feeling like you’re undercharging for your services? Maybe you’ve had clients ask for discounts, or you’ve struggled with raising your prices because you’re unsure if you’re worth it. Listen up, CEOs: it’s time to confidently charge what your services are worth, so your business can run smoothly, effectively, and most importantly—profitably.

Just here for the link to the free training on how to assume the sale? Click Here

On today’s podcast blog, we’ll walk through five essential strategies to help you set prices that reflect the value of your work and ensure your business stays sustainable. It’s not just about luxury clients; it’s about knowing your worth and selling with confidence—in any niche you serve. Let’s dive in!

1. Start With a Solid Pricing Mindset

Your pricing journey starts with your mindset. It’s easy to feel nervous about charging more, especially if you’re worried about losing clients. But before we talk about numbers, let’s focus on the foundation: believing in your worth.

“You have to understand how much it costs you to service each of your packages. Once you know what you need to charge to run your business profitably, you’ll sell with confidence.” -Brandee Gaar

The key to confidently selling at higher prices is knowing that you’re worth it. You aren’t just throwing out a random number. You’re charging based on:

• The true cost of delivering your services (hours, tools, staffing).
• The unique value you bring to clients.
• The profit you need to sustain and grow your business.
  
  

Once you’ve nailed down your numbers, you can confidently present your pricing to potential clients without hesitation. You’ll know, deep down, that you’re worth every penny—and that mindset shift is crucial.

Quick Tip:

Stop thinking of pricing as just “covering costs.” Your pricing needs to reflect the value you bring and ensure you’re earning a salary—not working for free.

2. Market Yourself as a Premium Service (No Matter Your Niche)

Whether you serve DIY brides or luxury couples, you need to position yourself as the premium option within your niche. This isn’t about being the most expensive vendor—it’s about making sure your clients understand the value you bring.

“Even if you’re in a more cost-effective market, you still need to make sure you’re charging appropriately and positioning yourself as the go-to expert in your space.” -Brandee Gaar

Here’s the deal: No matter your price point, clients need to feel like they’re getting something special from you. This could be your unique process, your approach to weddings, or the way you communicate and handle stress. Make it clear in your marketing why you stand out. Don’t be vanilla—be specific about what makes you different.

Use these key tools to position yourself:

• Testimonials from past clients to reinforce your value.
• Highlighting the experience of working with you—not just the final product.
• Consistent messaging across your website and social media that speaks to your ideal clients.
  
  

Actionable Tip:

Focus your marketing on what sets you apart. Don’t just tell potential clients what you do; show them why your approach, process, and results are worth every dollar you charge.

3. Put Pricing on Your Website to Filter Quality Leads

Let’s talk about one of the biggest time-wasters: getting on calls with clients who simply can’t afford you. If you’re not transparent with your pricing upfront, you’ll spend hours dealing with leads that don’t align with your rates.

“We don’t want 100 leads when only two of them can afford us. Put your pricing on your website so people can self-identify.” -Brandee Gaar

This is a common mistake among wedding pros. They avoid listing pricing out of fear that clients will compare them to others. But here’s the truth: listing your pricing doesn’t make you a commodity—it helps ensure you’re only attracting leads that align with your rates.

Here’s what putting pricing on your website does for you:

• Filters out clients who aren’t ready to invest.
• Attracts leads who are a better fit for your services and understand the value.
• Saves you time by reducing the number of junk leads that waste your time.

Pro Tip:

Don’t list every detail of your pricing. A starting price or price range is enough to filter leads. By the time they inquire, you’ll know they can afford you.

4. Own Your Sales Consult With Confidence

Now that you’ve attracted the right leads, the next step is confidently closing the sale. Too often, wedding pros are afraid of sounding pushy or “salesy,” and as a result, they leave clients confused and uncertain.

“You need to confidently close your sales calls. If you’ve qualified the lead, they want to book you—they just need you to guide them through the process.” -Brandee Gaar

Here’s how to own your sales consult with confidence:

1. Assume the sale: If your lead is on the call with you, they’re interested. Guide them toward the next step, whether it’s signing a contract or booking a follow-up.
2. Explain your value: Remind them what makes your service different from others and how it solves their pain points.
3. Remove confusion: Clearly outline the next steps. Don’t leave them wondering if they should follow up—be proactive and guide them through the process.
4. Click the link and watch my FREE TRAINING that teaches you how to ASSUNE THE SALE: https://brandeegaar.com/egdoubleyourweddingbizreg
   
   

Actionable Tip:

Practice assumptive closing during your sales consults. If they’re on the call with you, it means they’re interested. Guide them toward booking, don’t wait for them to figure it out on their own.

5. Deliver a Premium Experience Every Time

Here’s the key to justifying your rates and ensuring future referrals: deliver a premium experience that matches the price you charge. Whether you’re the most budget-friendly vendor or on the luxury side, your clients should always feel like they’re getting more than they paid for.

“We are only as good as our last wedding. You have to deliver on what you promise—and even exceed it—to justify your rates and build your reputation.” -Brandee Gaar

When you promise a high level of service, you need to follow through. Every touchpoint with your client, from the initial consultation to the post-wedding follow-up, should reflect the quality you promised. When you over-deliver, clients are more likely to rave about you to their friends, leave glowing reviews, and justify your premium pricing.

Pro Tip:

Gather feedback from your clients after each event to ensure you’re exceeding expectations. Use this feedback to refine your processes and continue delivering top-notch service.

Before We Go

Charge What You’re Worth and Build a Sustainable Business

At the end of the day, confidently charging what you’re worth isn’t just about raising your prices. It’s about knowing the value you bring to the table and ensuring that your business is profitable and sustainable. This applies whether you’re in the budget, mid-tier, or luxury market.

“You need to charge enough to not just survive, but to thrive. Be the leader in your market—whether you’re serving budget-conscious clients or luxury couples, make sure your pricing reflects the value you bring.” -Brandee Gaar

When you confidently charge what you’re worth, your wedding business will not only run more smoothly—it will grow. You’ll have the ability to reinvest in your business, pay yourself what you deserve, and continue delivering the premium experience that keeps clients coming back.

FAQ

1. Should I list all my pricing details on my website?

No, it’s enough to list a starting price or price range. This allows potential clients to filter themselves without getting bogged down in specifics. It’s about setting expectations early on.

2. How do I confidently present my pricing during a sales call?

Know your worth and understand the value you bring. Practice the Assume Method of closing, which assumes the client is ready to book and guides them through the process.

3. What if my clients keep asking for discounts?

Clients ask for discounts when they don’t fully understand your value. Focus on clearly communicating what sets you apart and how you solve their pain points. When they see the value, they’ll be less likely to haggle.

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