How To Improve Your Floral Business

How Are You Going To Improve Your Floral Business?

Step 1. Finish the year strong so you can start strong!

In today’s live Tuesday Q&A I take real questions from real florists…including questions on:

Freelance Floristry,
Florists Using Pictures That Aren’t Their Work,
The Cost Of Candles,
Last-Minute Changes,
When Do You Bring In Design Help,
Estimating Sales Goals,
When Florists Get Engaged,
& I share tips for A Discouraged Florist in her second year of business.

Click to watch:

Start your January STRONG with me in The Art Of Good Business program. Click here for details and click HERE to apply for a scholarship! Scholarship applications must be received by Dec. 10th at midnight Eastern time. Course Registration CLOSES on Dec. 20th.

Remember:

Clear Communication.

Authenticity Marketing.

Streamlined Sales Systems.

If you want to get good at sales, join me in The Art Of Good Business!

Closing note:

It’s easy to get discouraged; it’s more work to stay focused and on-task to gain momentum in your business; don’t get discouraged.

You can eliminate the competition and become the clear choice by sharing the voice of your brand.

Thanks so much for watching! Questions for me? Get in touch: floralartvt@gmail.com

xo. -Alison

By Alison Ellis Leave a Comment

Join Me On Patreon

Want to book weddings more quickly?

I’m hosting a new training on Patreon!

The intention of this 6-month training is to serve as a behind-the-scenes pass to the strategies I use to attract awesome clients year after year and help you improve your booking, marketing and branding efforts.

Become a Patron!

In this private subscriber-only forum we’re going to dive deeper into EXACTLY how you can pre-qualify clients, perfect your consultation process, book weddings more quickly, and build a long-lasting brand.

Let me tell you a little bit more about this new thing I’m trying….

Become a Patron!

Question:

Would you like to get a closer look at how I fill my calendar every year with AWESOME CLIENTS WHO TRUST ME and book me without a meeting?

Answer:

Now, you can join me in a NON-Facebook space where you get behind-the-scenes training on:

How To Identify & Pre-qualify Customers BEFORE investing time in a consultation and proposal.
Phone Consultation Tips & Scripts (so you don’t have to meet clients until you’ve been paid).
Branding Building & Marketing Prompts for 6 months of weekly blog posts, social media content, IG posts. (This is for anyone who says “I don’t know what to write about” or “I don’t know what to post”.)

Sound good? Join me & become a patron today!

In this new subscriber-only space on Patreon, we’ll hone in on your ideal customers, sales copy, marketing strategy, and increase your confidence when pre-qualifying clients so that you can LOVE your business (and your life!) as you set yourself up for business success in the long run!

From where to find the right customers to spending less time on consultations, members can ask me anything about streamlining your systems to help you gain more freedom and ensure longevity in your business.

Become a Patron!

Goals:

The goal is to create a professional, curated group that’s NOT ON Facebook so that I can provide off the charts value.

We’ll be focused specifically on attracting clients, booking clients and developing a personal connection with your brand (even if you’re not sure you have a brand yet!).

I am ALWAYS engaged in what I call “the art of good business”;

this means ALWAYS striving to streamline, perfect and hone my skills, not only in floral design, but in ALL the elements of business that make up a high quality brand.

The training starts November 18-20th and then, you’ll continue to receive monthly training sessions thru April. (You don’t need to attend live to access the training!) If I reach 100 subscribers, I’ll release 2 videos (or mix of video and live Q & A) per month thru April!

Become a Patron!

Your success is my #1 goal. That’s why I’m offering multiple tiers of membership on Patreon–you can choose which subscription meets your business goals & budget. The first tier of membership is just $9 per month.

If you haven’t been over to Patreon yet, it’s a super user-friendly space where creators, artists, writers and teachers share their work with the people who sign up to support them, or learn from them, on their creative journey (aka their Patrons!).

If you’re reading this, but you’re not familiar with me yet, I’m Alison Ellis, a floralpreneur® with over 25 years of design experience. And while floral design is what brought me to the floral industry, my passion for the art of good business is what’s kept me in business for over 17 years!

Ask me anything! Leave a comment on a post anytime and I’ll address your questions in the upcoming training. You’ll get 3 training sessions in November. This may be a mix of recorded trainings and live Q & A…your input will help shape the content I deliver to you!

Become a Patron!

This is a super up-close and personal look at how I “conduct myself in business” and I’m looking forward to helping you incorporate some of my tips and tricks into your systems, too.

I’d be honored to have you join me on this brand building journey!
With love from me to you,
Alison

Note: Payments for the current month will be due on the day you subscribe and then, on the 1st of the month for recurring subscriptions. You can unsubscribe at any time.

Become a Patron!

By Alison Ellis Leave a Comment

Can florists write proposals without a recipe?

When should florists write recipes?

Do you figure out stem counts before a client is officially under contract?

Even with a streamlined booking process, it takes precious time and TLC to put together a wedding proposal–and I like to turn my proposals around quickly–so I don’t write recipes without a commitment from the client.

I always write recipes for my weddings…

Over the years I’ve established “starting prices” for the floral elements I make most frequently (i.e. bouquets, boutonnieres, centerpieces, arbors, cocktail pieces, delivery & set-up, etc.)….

And my starting prices, or “minimums”, provide enough breathing room in the budget to create work I’m proud to deliver to my clients, without adding up each stem before we’ve actually established a working relationship (ie. a contract & deposit to secure the date), let alone finalized the design, color palette or specific floral choices.

Pricing a proposal takes far less time when minimums are established for each line item.

Whether you itemize an initial proposal for a client or simply offer a “lump sum total” when quoting a job, your established minimums will allow you to price as needed to turn a profit without having to write out recipes on every proposal before you get the job.

Here’s my process for booking without a recipe:

I send an initial proposal to a client with a minimum spend requested,
the clients commit to working with me (ie. a signed contract & deposit),
within the next fews months/year, we modify our plans as needed (adjusting colors, table counts, floral varieties, etc.),
and then, once final decisions are made, I’ll invest the time to create custom recipes for their event.

Click to watch, Can you price without a recipe?…

P.S. The wedding I talk about in this video, well, I’m happy to report that it worked out GREAT!…she ended up being an ideal client after all.

And if you want to learn how to price with confidence & stop over-buying so you can increase your income, I teach you everything I know about pricing in Flower Math!

Sign up & SAVE $100!

Testimonial:

“In one wedding I felt more confident in my pricing & made my money back on the purchase of the class. This really has been a game changer for me!!

-Susan of Wild Blume

Customers should get to “yes” easily.

It’s always easier to have a pricing conversation with a client if you’re being honest & transparent.

It can be as simple as clarifying: What are your customers willing to spend? and What can you provide at that price point?

Be confident in your pricing. Because if a client walks away after you’ve already offered your best price, then they’re just not your customer! They simply couldn’t afford you.

I used to be limited in my belief about how much I could charge…

Years ago, if someone said they had a $3,000 budget, I’d say, “OK, sure, I can make that work!” I mean, I should be able to make something beautiful for $3,000, right?!…well, that depends on what the client is requesting!

Once I get some preliminary details from a client, I can introduce a starting price based on the information I’ve collected.

The client’s requested vision may be “more than the minimum”–that’s the up-side of Pinterest….we can see immediately how elaborate and lush their dream/vision is, or get a sense of how clean, focused and simple their taste may be.

Are these flowers expensive? Yes, they are.

It’s not your job to try to replicate a $450 elevated centerpiece that your customer fell in love with (on Pinterest!) for the low, low price of $150. (I’d rather make a beautiful centerpiece for $150 that’s easy for your guests to see over, instead of feeling uneasy about the “smaller scale” of an elevated piece that was cobbled together for $300 less than the inspiration photo! That’s not your job.)

I want my customers to experience value when working with me.

Charge what you’re worth and then, BE WORTH IT.

What if you’re pricing something you’ve never made before?

For example, what if you haven’t made an elevated centerpiece?

Well, sometimes you need to do some mathematics and imagining and spacial relations-work with your ruler and a loamy dish to determine a price on something you’ll be making for the first time…

But if you set some starting prices for your work, and you know that elevated centerpieces are at least 3x the price of a low centerpiece, you’ll automatically have a starting point to work from and instead of trying to make it for “less”, you can simply present the “starting price on elevated pieces”…even though you haven’t made it yet! (and then, you can offer alternatives to the elevated designs if their vision isn’t aligning with the desired budget.)

Deliver what you promise…

If the inspiration photo is “more than you’ll provide at this price”, that must be clearly stated in all of your documents. “Your inspiration photo is $450, however, we’ll make a smaller, scaled down version for $275.”

Always deliver what you promise.

Your brand is what you deliver. Don’t promise something you can’t deliver.

Never forget the trust your clients put in you/your team.

Keep doing beautiful work, floralpreneur®!

With love from me to you,

Alison

Additional Resources:

Should you book more luxury weddings? (click here to find out!)
Get The Vault (just $13)
Increase your income with Flower Math (save $100 off today)
If you want to join my Facebook group click here!

By Alison Ellis Leave a Comment

Why Florists Cannot Compete On Price

Have you ever been pressured to lower your prices in order to book a job?

Today, a floralpreneur® in my Facebook group shared that a client slashed her prices in half and re-sent the new pricing back to the florist!…..needless to say, the comments on that one made for some good reading!

As a business owner and floral artist, it’s important to recognize that you don’t want every customer. You want the customers that want YOU…and are willing to pay your for your work!

Business guru and genius marketer, Seth Godin, talks about Competing On Price as a “race to the bottom”. As Mr. Godin puts it, what do you do when you win?…ie. when you’ve succeeded and you’re “at the bottom”!

The idea of “winning” based on undercutting, is a misconception. You cannot “win” if the only reason someone picked you is because you’re cheap-er.

The real reason you don’t want to compete on price….

A florist cannot lower prices and exceed expectations at the same time!….not unless you’re giving up your profit margin.

And if you’re going to sustain your business, you must respect your profit margin.

I don’t want to win at the game of “cheapness”.

I want to win at the game of quality work and amazing customer service.

Click to watch this quick video, “Why you cannot compete on price”:

In today’s video I mention my Flower Math course.

Learn About Flower Math!

What is your goal?…

Do you want to be the cheapest?

Or do you want to be better than the cheapest?

I hope you’ll choose option #2 above!

Don’t compete on price!…so you can keep doing beautiful work!

With love from me to you,

Alison

P.S. If you want to find out more about my Flower Math course, which is designed to help florists price with confidence and maximize profit margins, click here for details on the course!

More FREE Tips from the Blog:

You down with O.P.P? (Other People’s Proposals) Click HERE to read.

How much should florists charge for rentals? Click HERE to read.

By Alison Ellis Leave a Comment

What’s your 3 year plan?

Hey, Floralpreneur®,

Where do you want your business to be 3 years from now?

It may not sound super sexy, but…

planning ahead is not only necessary when you own a business, it’s actually really clarifying! Which is why I’m inviting up to 30 business savvy floral designers to a 4th Quarter Planning Session*!

Getting clear on what you want in your business–not what someone else wants in their business, but what works for your world, your life, your income goals, and your unique branding qualities–well, that can be the most liberating thing you can do for yourself in this next year in business!

Are you making plans this year to ensure you reach your future goals?

If you’re not sure where to start, we can chart this course together!

Ready to map out a plan for your business over the next 3-5 years?

Join me for a 4th Quarter Planning & Productivity Jam Session, October 22-26!

This is a bonus planning session for florists who’ve enrolled in The Art of Good Business* and I’m inviting up to 30 new enrollees to join us, too.

*You’ll be invited to this bonus planning session when you sign up for The Art of Good Business before October 22!

(scroll down for more details on the course & scholarship opportunities!)

New! Scholarship Opportunity

I’ll be awarding 2 full scholarships to join my planning session and my course for free!

Click HERE to fill out a scholarship application!

This program requires you to “do work”. If you do the work, you will get results!…and I’ll be here to help along the way with a live session of the course in our private Facebook group this January!

Note: The scholarship value for The Art of Good Business is $1,000.

Applications must be received before midnight on October 12th.

Marketing and branding is complex.

Talented florists often thrive in the creative aspects of the business, while the critical elements of marketing and “selling yourself” can be more frustrating and elusive.

I mean, what IS the best way to find the right customers year after year?

How CAN you market your business in a way that feels authentic to you–and not an imitation of someone else?

What steps are you going to take in order to fully express your one-of-a-kind style & brand? (You know, “the thing” that brings people to you/your business over any of your competitors!)

About The Art of Good Business:

This online program teaches you how to stand out from your competition by identifying your unique branding strengths so that you can run a business that feels authentic, trustworthy and fulfilling.

The Art of Good Business shows you how to tackle your marketing and take your website from beautiful to functional by honing the voice of your brand so that you can prequalify leads and attract more clients that love you.

You don’t have to be a branding expert to have a reputable brand, but you do need to dig deep to discover your most valuable selling points. This is the work we do in The Art of Good Business and it’s easy to get started…

Click HERE to enroll today.

Who is The Art of Good Business for?

You may be a talented floral designer, but do you also…

Write your own website copy & social media posts?
Manage your marketing & branding strategy?
Struggle with “selling yourself” sometimes?
Still spend too much time with clients who aren’t a good fit?
Wonder if you even have a brand yet?

If you said “yes” to any or all of the above, then The Art of Good Business is made for you!

Testimonial:

“I won’t lie, at first, I thought, this is not my forte, this is going to be a challenge…

But Alison’s approach is to encourage us to take some action, because it all adds up. One success leads to the next and soon it was fun!

My new discoveries are exciting, I found myself not wanting it to end, and was pleased to discover that the information in the class will always be available to me.

I encourage you to indulge in the Art of Good Business. I promise when you are done, your journey to business success will have just begun.”

–Rebecca Raymond Floral

How can you transform your business into a brand?

Attract awesome clients (and repel clients who aren’t a good fit),

by designing an engaging website (that converts into sales),

and choreograph your client management (take the lead to establish trust),

so that you can build an integrity brand that eliminates the competition.*

*If you’re about to update your website or refresh your branding, then you’ll want to do the work in this course first!

CLICK HERE TO LEARN MORE ABOUT THE COURSE!

*Pro tip: At some point you have to stop worrying about what your “competition” is doing so that you can focus in on what you’re actually doing to attract more clients who love you!

Do you bootstrap your floral business?

If you’re anything like me, you probably “do it all”….sure, maybe you hire some help for deliveries or design work, and if you can afford it, you may have a bookkeeper handle all your business receipts & payroll…

But for the most part, you’re do it yourself-er. DIY floral biz owners make every decision from which shade of blush garden rose you’ll order, to how you spend advertising dollars, to the sales copy on your website, to the big-picture planning and forward thinking.

This business has a lot of moving parts to manage all at once…especially in the midst of a busy wedding season!

It can be hard to plan ahead when you’re struggling to just keep up with what’s happening this week, but we’ll dive deep into The Art of Good Business together to make sure you make progress, not just plans!

Here’s what you’ll learn in the course…

Gain valuable strategies around how to prequalify customers so that you’re not wasting time with clients who aren’t a good fit;
Florists will uncover a deeper understanding of who your ideal customers are so that you can speak directly to them;
Learn how to improve your website to create a first point of contact that attracts ideal clients;
Choreograph outstanding client management that feels like personalized customer service for your ideal clients;
Hone the unique blend of talents that make up your one-of-a-kind brand so that you can eliminate the competition by highlighting your own personal branding strengths.

I teach you how to level-up with actionable steps & stellar tips so that you can perfect your brand’s messaging in The Art of Good Business!

To get the maximum benefits from this course you’ll need:

a computer to log in & download pdfs,
an open mind & willingness to expand your thinking,
a pen & notebook,
and a commitment to start what you finish!

And if you need some encouragement, I’ll be live once a month in our private Facebook group to help get you over the finish line & answer your questions!

Click HERE to learn more about what’s included in the course.

Or Click HERE to fill out a scholarship application!

You can check out a free preview of the course HERE!

Scholarship requirements and application guidelines are as follows:

1. You must have a website for your business.
2. Scholarships are for floral retailers; home-studio florists, flower growers and brick & mortar shops are welcome to apply.
3. Your business must be at least 3 years old (established no later than December 2015)…even if it’s still only part-time!
4. You’ll be asked to list out your SWOTs (Strengths, Weaknesses, Opportunities & Threats). (If you need more info on this, Google it! You don’t have to know everything to run a business, but the Google can answers these sorts of questions for you.)
5. Submit a video introduction! Introduce yourself on a short video (5 minutes or less) and tell me what your business is currently known for as well as where you’d like to be in the next few months to 5 years in your biz.

Note: The scholarship value for The Art of Good Business is $1,000.

Applications must be received before midnight on October 12th.

Click HERE to fill out a scholarship application!