When preparing a proposal and initial quote for a client it can be easy to think that “more choices are better”….Options! That’s what the people want!….right?
Well, it turns out, maybe not.
I’ve certainly come to the conclusion over the years that more options are not always better for clients, and in fact, they can even confuse a potential customer.
“There are 3 price points here…but which is the best?….is the least expensive option “good enough” or do I have to go for the highest price point?….What if I make the wrong decision and it doesn’t come out the way I’d hoped?….What if I go for the most expensive option, but it’s STILL not right for me?”
Guiding clients through the planning process and advising them on the best choice for THEM is one of the very important ways that we add value to the client experience. As designers, we know more than simply how to price out that inspiration photo from Pinterest. We know whether what a client is requesting works for their color palette, style, venue, overall vibe, budget, season and on and on.
Ideal customers tend to “trust the expert”; this is especially true when it comes to one-in-a-lifetime purchases like weddings where there’s no prior experience on which to base their decisions.
Clients often don’t know what the “best choice” may be, and they’re already inundated with options from Pinterest, Instagram and wedding blogs, which is why leading with quality and expertise not only puts you in the position to guide the client through the process, but also provides the opportunity to set their minds at ease as they know they’re in your more than capable hands.
Peace of mind is priceless to your customers.
Check out this episode of the TED Radio Hour called Decisions, Decisions, Decisions: Click here to listen. You’ll gain some insights into WHY too many options leave clients with less clarity and more confusion. I found the piece at the end where the fellow talks about “choice architecture” to be particularly interesting. (Sometimes it’s how we frame the choice that matters!)
Pro-tip: Look outside the floral industry to discover new ways to “up your game” and deliver even more value to your clients.
And while we’re on the subject….
Check out my video on The worst business advice I ever took HERE!
And if you’re on the never-ending-quest to streamline your customer service process check out my downloadable courses: Wedding Workflow, 12 E-Mail Templates for Florists and How To Write Proposals That Sell!
Thanks, as always, for reading and watching!
With love from me to you,
Alison
Want to schedule a one-on-one call with me? I’m booking Strategy Sessions with floralpreneurs through Mid-May. Read more about private lessons HERE.
