{"id":1806,"date":"2014-09-25T13:46:24","date_gmt":"2014-09-25T18:46:24","guid":{"rendered":"http:\/\/www.qceventplanning.com\/?p=1806"},"modified":"2014-09-25T13:46:24","modified_gmt":"2014-09-25T18:46:24","slug":"negotiating-pricing","status":"publish","type":"post","link":"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing","title":{"rendered":"Business Series Part 4: Negotiating Pricing"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_80 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 eztoc-toggle-hide-by-default' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\/#%E2%80%9CHOLY_CRAP%E2%80%9D\" >\u201cHOLY CRAP!\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\/#%E2%80%9CI_could_do_most_of_this_myself%E2%80%9D\" >\u201cI could do most of this myself\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\/#%E2%80%9CIve_looked_up_your_competition_and_they_can_do_it_for_less%E2%80%9D\" >\u201cI\u2019ve looked up your competition and they can do it for less\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\/#%E2%80%9CIve_heard_of_another_event_you_planned_where_you_charged_less_than_this%E2%80%9D\" >\u201cI\u2019ve heard of another event you planned where you charged less than this!\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\/#%E2%80%9CI_dont_understand_why_you_think_your_time_is_worth_THIS_much%E2%80%9D\" >\u201cI don\u2019t understand why you think your time is worth THIS much!\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\/#%E2%80%9CIf_you_reduce_your_fee_I_can_sign_the_contract_RIGHT_NOW%E2%80%9D\" >\u201cIf you reduce your fee, I can sign the contract RIGHT NOW!\u201d<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\/#Final_Thoughts\" >Final Thoughts<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\/#Do_you_have_any_tips_and_tricks_for_negotiating_pricing_with_a_client_Let_us_know_in_a_comment\" >Do you have any tips and tricks for negotiating pricing with a client? Let us know in a comment!<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"%E2%80%9CHOLY_CRAP%E2%80%9D\"><\/span>\u201cHOLY CRAP!\u201d<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>As an event planner you\u2019ve probably heard this once or twice from a client after they\u2019ve seen your quote.  Clients love the idea of hiring a planner but some\u2014especially first-time clients\u2014have no idea of the cost associated with your services until they see that quote.<\/p>\n<p>In today\u2019s world of Hotwire Deals &#038; Groupons, clients are always on the lookout for a better price&#8230; on everything!  Our advice: don\u2019t go down that road.  If your prices are fair and you\u2019re marketing to the right audience, you shouldn\u2019t have to negotiate your prices. <\/p>\n<p><i>If you\u2019re having trouble finding clients, you might want to read part one of this series: <a href=\"http:\/\/www.qceventplanning.com\/2014\/09\/building-a-client-base\/\" target=\"_blank\" rel=\"noopener\">How to Build a Client Base<\/a>.<\/i><\/p>\n<p>But no matter how reasonable your fees are, clients will always try to negotiate with you, probably using one of the following excuses.  Below you\u2019ll find our advice on how to deal with negotiator clients.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E2%80%9CI_could_do_most_of_this_myself%E2%80%9D\"><\/span>\u201cI could do most of this myself\u201d<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Well, great!  If your client is comfortable planning an event herself, then she doesn\u2019t need you, does she? Instead of offering her a lower rate, consider sharing some of the responsibilities with her.  Does she want to hire her own photographer? Or maybe take care of all the d\u00e9cor herself? Maybe her Aunt Mary can take care of the catering?  That would definitely reduce the hours you dedicate to the project, which will reduce your final quote.<\/p>\n<p>Just be careful!  You don\u2019t want a client taking over a task themselves, doing it poorly, and then blaming you! This can backfire very quickly and can impact your reputation.  If you do go down this road, make sure you outline your (and your clients\u2019!) responsibilities very clearly within your contract.  Go through the contract step-by-step with your client and be sure she understands before she signs.<\/p>\n<p><a href=\"http:\/\/www.qceventplanning.com\/wp-content\/uploads\/2014\/09\/pricing-1.jpg\"><img loading=\"lazy\" decoding=\"async\" width=\"700\" height=\"467\" src=\"http:\/\/www.qceventplanning.com\/wp-content\/uploads\/2014\/09\/pricing-1.jpg\" alt=\"Customer Angry at Event Planner due to Price\" class=\"alignnone size-full wp-image-1808\" srcset=\"https:\/\/www.qceventplanning.com\/blog\/wp-content\/uploads\/2014\/09\/pricing-1.jpg 700w, https:\/\/www.qceventplanning.com\/blog\/wp-content\/uploads\/2014\/09\/pricing-1-300x200.jpg 300w\" sizes=\"auto, (max-width: 700px) 100vw, 700px\" \/><\/a><\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E2%80%9CIve_looked_up_your_competition_and_they_can_do_it_for_less%E2%80%9D\"><\/span>\u201cI\u2019ve looked up your competition and they can do it for less\u201d<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Awesome. Then maybe he\u2019s a client better suited for your competition.<\/p>\n<p>If you\u2019ve done your research, your prices should be competitive in the area for the services you provide.  If a client is only focused on price and is willing to hire a less experienced or less talented planner whose prices are lower, then leave him to it.<\/p>\n<p>If you want to try and retain that client, you can sit down with him and explain, in detail, the quality of the services you offer.  Again you want to be careful here. Don\u2019t try to retain a client by badmouthing other event planners.  Focus on what you do well\u2014not what they do poorly.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E2%80%9CIve_heard_of_another_event_you_planned_where_you_charged_less_than_this%E2%80%9D\"><\/span>\u201cI\u2019ve heard of another event you planned where you charged less than this!\u201d<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Fine.  But a 5 year-old\u2019s birthday party probably won\u2019t cost the same as a wedding for 300 guests at the local art gallery.<\/p>\n<p>If a potential client comes to you based on a recommendation, the best thing to do is explain to her how the two events differed and therefore why your fee for her more \u201celaborate\/luxurious\/trendy\u201d event is higher.  If she understands the differences but still won\u2019t budge on that bottom line, then she isn\u2019t the client for you anyway.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E2%80%9CI_dont_understand_why_you_think_your_time_is_worth_THIS_much%E2%80%9D\"><\/span>\u201cI don\u2019t understand why you think your time is worth THIS much!\u201d<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>You can get this type of rude comment quite a bit if you charge a flat hourly rate.  Don\u2019t let it fluster you. Most people simply don\u2019t understand the reality of finances in an owner-run business. <\/p>\n<p>If you\u2019re comfortable doing so, you can walk your client through your pricing structure so he understands more closely where the money goes.  You can also run him through a competitive analysis so he can see your fees are comparable to most other planners in the area.<\/p>\n<p>But quite frankly, if a client were this rude &#038; disrespectful, I wouldn\u2019t want to work with them.<\/p>\n<p><a href=\"http:\/\/www.qceventplanning.com\/wp-content\/uploads\/2014\/09\/pricing-2.jpg\"><img loading=\"lazy\" decoding=\"async\" width=\"700\" height=\"465\" src=\"http:\/\/www.qceventplanning.com\/wp-content\/uploads\/2014\/09\/pricing-2.jpg\" alt=\"Event Planner Customer Yelling into Phone\" class=\"alignnone size-full wp-image-1809\" srcset=\"https:\/\/www.qceventplanning.com\/blog\/wp-content\/uploads\/2014\/09\/pricing-2.jpg 700w, https:\/\/www.qceventplanning.com\/blog\/wp-content\/uploads\/2014\/09\/pricing-2-300x199.jpg 300w\" sizes=\"auto, (max-width: 700px) 100vw, 700px\" \/><\/a><\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E2%80%9CIf_you_reduce_your_fee_I_can_sign_the_contract_RIGHT_NOW%E2%80%9D\"><\/span>\u201cIf you reduce your fee, I can sign the contract RIGHT NOW!\u201d<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>You\u2019re an event planner, not a used car dealer.  You want your client to take her time, think about her options, and make an informed decision!  The LAST thing you want is for any client to regret signing a contract with you.<\/p>\n<p>So in this case, encourage your client to go home and think things through.  If you\u2019re really confident you\u2019re the best person for the job (and I hope you are!) you can also encourage her to research and get quotes from your competitors, so she\u2019ll realize you\u2019re offering a great service.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Final_Thoughts\"><\/span>Final Thoughts<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>As the event planner, it\u2019s your job to negotiate the best rates for your clients.  It shouldn\u2019t be up to your clients to negotiate rates with you!<\/p>\n<p>If you make it clear to your clients that you\u2019ll do whatever you can to get them the best possible price on the venue and with any and every vendor, they\u2019ll be much more enthusiastic about hiring you!<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Do_you_have_any_tips_and_tricks_for_negotiating_pricing_with_a_client_Let_us_know_in_a_comment\"><\/span><center><i>Do you have any tips and tricks for negotiating pricing with a client? Let us know in a comment!<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><\/i><\/center><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Clients love the idea of hiring a planner but some\u2014especially first-time clients\u2014have no idea of the cost associated with your services.<\/p>\n","protected":false},"author":3,"featured_media":1807,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[2,3],"tags":[],"ppma_author":[346],"class_list":["post-1806","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-event-planning-tips"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.6 (Yoast SEO v26.6) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Business Series Part 4: Negotiating Pricing - Pointers for Planners<\/title>\n<meta name=\"description\" content=\"Clients love the idea of hiring a planner but some\u2014especially first-time clients\u2014have no idea of the cost associated with your services.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Business Series Part 4: Negotiating Pricing\" \/>\n<meta property=\"og:description\" content=\"Clients love the idea of hiring a planner but some\u2014especially first-time clients\u2014have no idea of the cost associated with your services.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\" \/>\n<meta property=\"og:site_name\" content=\"Pointers for Planners\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/QCEventPlanning\" \/>\n<meta property=\"article:published_time\" content=\"2014-09-25T18:46:24+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.qceventplanning.com\/blog\/wp-content\/uploads\/2014\/09\/pricing-feature.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"918\" \/>\n\t<meta property=\"og:image:height\" content=\"463\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Mireille Pitre\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Mireille Pitre\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\",\"url\":\"https:\/\/www.qceventplanning.com\/blog\/2014\/09\/negotiating-pricing\",\"name\":\"Business Series Part 4: Negotiating Pricing - 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