How to talk about wedding price

The wedding industry is a low-input and high-return industry, but the annual performance of the same wedding company is also very different. Some companies earn millions a year, some hundreds of thousands, or even tens of thousands, and can only make a living. There is a lot of knowledge in it, and it is an essential magic weapon for the wedding company to keep the guests who come to ask. How to talk about the order with the guests in order to find the breakthrough point accurately?

Q:

Communicate in a simple way instead of asking questions. From the perspective of role psychology, the client (buyer) has a certain psychological advantage in front of the server (seller) from the beginning, so when the wedding company talks with the couple at the beginning, it should fully take care of the couple's feelings, that is, the feeling of being "God", being fully respected and earning enough face.

There is actually a lot of knowledge in it. What did you ask? How to ask? Know what? By asking questions, we should not only know each other's family background and approximate income, but also know how much the other party will spend on their own wedding, so as to meet the needs of customers according to their different economic conditions.

Speak:

Tell relevant cases to stimulate new ideas. Under normal circumstances, it is difficult to throw a question to newcomers and let them answer it immediately. The monologue practice of a successful wedding company is to guide and inspire new people with a large number of relevant cases and successful operation modes in the conversation, which often makes new people open their eyes and draw inferences. Not only is it profound, but it is also very strong in real life, and it is very easy to inspire new people to find bits and pieces along the way.

Listen:

The monologues of excellent wedding companies are all absorbed in listening to new stories. Because they know that only when you listen carefully can newcomers speak patiently.

When an excellent monologue hears something that he (she) is particularly interested in, he (she) will ask questions and questions to new people at any time, and at the same time, he (she) will quickly mark on the paper instead of writing, because he (she) knows that although a good memory is not as good as a bad pen, a bad pen will not convey the expression that you are interested in to new people in the story, not to mention that it is difficult and easy to listen and remember both.

A good salesman often doesn't talk to you much, but because you can listen and grasp the hearts of customers in the process of listening, so learning to listen is more important than chattering.

Weddings play an "alternative" business opportunity.

Wedding "one-stop service"

At present, there are more than 40 categories of industrial chains related to weddings, from wedding services to tourism and vacation, to real estate and house decoration. Every wedding peak in the past will bring huge business opportunities to the wedding service industry chain. No, Wang Li, who has only been in the business for a year, is trying to build a one-stop service in this year's wedding craze.

Wang Li's Liyuan wedding service company has expanded to three stores since it started its business last year, and its business has expanded from simple venue layout to comprehensive services such as wedding photography, master of ceremonies, wedding car rental, wedding basin monopoly and wedding tourism.

With the arrival of the post-80s wedding tide, the pursuit of personalized "theme wedding" and convenient and intimate wedding service has become the favorite of most newcomers. Newcomers can operate clothing, photography, hotels, floats, emcees and other services in a wedding company. They can not only run less "wrong roads", but also get a lot of benefits through "value for money" and "discount" "One-stop" service is welcomed by many newcomers. To this end, Wang Li had the idea of "one-stop wedding service". Now, the store has bought a new batch of wedding dresses, a set of photographic equipment, hired professional photographers and signed a cooperation agreement with travel agencies ... Wang Li believes that this all-round operation is to meet market demand and give new people more convenience and concessions.

Perfect wedding birth groom formal attire branch

When it comes to weddings, people first think of an elegant bride. It seems that only the bride wearing white gauze and holding flowers is the protagonist of the wedding. In fact, the grooms also want to be the protagonists of their own weddings. Now the groom-to-be finally has the opportunity to "turn over" and be the "protagonist", because the popularity of the wedding industry has spawned a wedding workshop that provides wedding dresses for men.

Walking into the "Angel on Earth" wedding studio in Li Shuang, she is discussing with a couple the flowers embedded in their dresses. After nearly half an hour of discussion, the couple finally decided on a satisfactory model. "Marriage is a lifelong event, so everyone is particularly serious." Li Shuang said with a smile, "In the past, only the bride was picky, because the groom didn't have much choice in dress. Now I have also prepared various styles of dresses for the grooms, and the boys have become' picky'. " At present, men's dresses in Li Shuang shops range from waist seals and bow ties to full-set evening dresses, and the prices are reasonable, which is acceptable to most people.

With the progress of the times, people's requirements for weddings are becoming more and more subtle. Now, some exquisite guests have ordered many dresses not only for the groom, but also for the best man and their father. In their view, an elegant and just-right dress at a wedding is an indispensable element in a perfect wedding.

Draw wedding love cartoons

Gou Yajie used to do post-design in a wedding company, and the accumulation of work experience made her start thinking about innovation. "Most people who get married now are' post-80 s', and young couples have high requirements for their weddings, which are both romantic and beautiful and different." Slowly, an idea appeared in her mind. When the wedding is going on, in addition to putting wedding photos on the screen, you can also draw the love story of the bride and groom into cartoons. In this way, it can be made into an electronic version, which can be played by software on the wedding day, or printed on the wall and tablecloth. This idea made Gou Yajie boldly start his own business plan. After discussing the research with friends, the two hit it off. Immediately began to distribute leaflets on the street and post back to the forum for publicity. Soon, the first business call came. "When we received the call from our first customer, we were very excited. Through the internet, we asked her a lot of questions, such as the love experience of Miss Sun and her boyfriend, dressing and favorite comic style. " Gou Yajie said that they must communicate with customers in detail, and after completing the role design, they will send it to customers for comments. If the customer likes it, the two will do it right away. After the works were recognized and loved by customers, Gou Yajie's voice gradually flourished. Up to now, they have received more than a dozen orders, all of which were introduced by customers. "Word of mouth has become our best advertisement."

Now, in addition to the electronic version of comics, they also launched a physical version of comics. The electronic version can be played on the wedding day, and the physical version can be read carefully in your hand. Careful Gou Yajie will call customers to ask for their opinions every time he hands over the work to them. "We hope that customers' opinions can be fed back in time, and we want customers to feel value for money. "

Marriage websites became famous in one fell swoop.

People spend money to get married whenever and wherever they are. Because of this, countless people get married and get rich, and Ye Hui, who gave up high school, wants to be one of them.

Ambitious Ye Hui calculated an account. Last year, more than 50,000 couples got married in Hefei. If each couple spends an average of 4,000 yuan on the wedding celebration, it will be a big market of 200 million yuan. Nationally,100000 couples get married every year. What a huge "gold mine"! At that moment, he was heartbroken and suddenly thought of an idea. To earn "wedding money", you don't have to tie floats, decorate wedding rooms, sell candy and cigarettes, but the Internet can "weld" all these into a production line.

Therefore, he founded the website "Married China" to attract the attention of people who are about to get married by providing all kinds of contents related to marriage, including the decoration of the wedding room, the selection of wedding dresses and the details of marriage life. After attracting the "eyeballs" of these people and creating influence, they also attracted various businesses with wedding as their business content, including wedding dress shops, wedding etiquette shops, flower shops and even liquor and food companies. This way of making money by grafting the traditional business opportunities in the wedding market with the Internet is very popular at present, because the "marriage" between the Internet and marriage obviously stems from the same "background" of both parties: it is basically a matter for young people. According to Ye Hui, at present, such wedding websites are found in almost every province in China, but their profit models are different. The websites operated by Ye Hui belong to another category, and their profit is mainly realized through the Internet, which is roughly the same as the profit model of portals such as Sina.com and Sohu.com, except that such wedding websites mainly focus on wedding content, and advertisers are mainly enterprises in the wedding market. Only one year after its establishment, the average daily traffic of his website has exceeded 6.5438+0.5 million, and this year's sales are expected to exceed 6.5438+0.5 million. Among similar websites in China, the number of visits, scale and influence of Wedding China website can already rank in the top three.

"Wedding Dress Shop" Seizes the Wedding Market

A wedding dress shop is different from a wedding company. Wedding companies are more planning, while wedding shops pay more attention to details, and handle the details according to the different requirements of different types of customers. For example, exquisite wedding photos, dazzling wedding candy packages, exquisite invitations, emcees, cameras, wedding cars, fireworks, alcohol and tobacco, venue layout and so on. The bridal shop is a "complete sparrow", which allows people who come to the bridal shop to manage the wedding almost at one time, avoiding the trouble of running around.

Wedding shops can also continue to explore markets other than weddings. Birthday bowls, candles, birthday cards and other colored balls, lanterns, lion dances, waist drums, wedding eggs, invitations to full-moon babies, tiger shoes, as well as various folk handicrafts and traditional costumes can be found in them. It can be said that Xipu can make a big fuss about anything related to festivals.

Five business opportunities for making money at weddings

Rent a concierge car and recover the cost within 2 years.

Many car rental companies have limousines, most of which are expensive. From ordinary Mercedes-Benz and BMW to ultra-luxury Rolls-Royce and extended Lincoln, almost 80% of these cars are used for weddings, and the most expensive luxury cars cost as much as 3,000 yuan a day. In the wedding season, it is generally necessary to make an appointment to rent a concierge car three months in advance. This phenomenon is enough to prove that the rental market of concierge cars is growing. Industry insider Mr. Zhang's company invested 3 million yuan to buy 8 luxury cars, and plans to invest another 6.5438+0 million yuan to equip two extended Lincoln cars this year. Mr. Zhang believes that the current wedding market is a long-term market, and it is expected that all the investment can be recovered within two years.

Newcomer hairdressing pays for the most beautiful moment.

The bride and groom are probably the happiest people in the hairdressing industry. At this time, no one will bargain with the boss.

During the wedding, the couple's hairdressing will not be sloppy. Many brides are very demanding. They often start hair care and some skin care work a week ago, so the whole cost is about 1000 yuan. More than 80% of many hair salons provide professional services for newcomers, and the investment amount can be large or small, and the profit rate is 40% higher than that of ordinary hair salons. In the words of insiders, the most refreshing time for a girl in her life is after the bride's hairdressing.

The profit rate of wedding flowers

Newcomers often pay the most attention to the shape and beauty of flowers when buying bouquets, and generally don't care about the price factor. Nearly 50% of the operating profits of most flower shops are earned from the wedding market.

Generally speaking, flower operators will not give up the wedding flower market, and the investment amount will not exceed 20,000 yuan at most. However, the beauty of the new people's opponents will not be stingy. In the words of the operator, it is to earn the bride's money. With the continuous enrichment of people's life content and diversification of lifestyle, modern people's wedding consumption concept is also developing in a convenient, fast and romantic direction, and new people pay more and more attention to spiritual enjoyment and cultural atmosphere when holding weddings.

Personality wedding has become the main force to stimulate marriage consumption.

In order to meet the needs of new people for personalized weddings, the current wedding companies are constantly innovating. For example, a wedding company launched a ceremony of "locking this life", in which a couple tied concentric locks, wrote their wedding vows on red silk, and then released a hydrogen balloon tied with red silk and keys, so that the blue sky could testify and the earth could rely on it. Although various personalized weddings are expensive, they cater to young people's pursuit of romance and novelty and are loved by new people. In addition, the recent traditional wedding in China is also very fashionable, and many newcomers like the lively and festive big sedan wedding. Personality wedding has become the main force to stimulate marriage consumption. Many companies launch various unique wedding forms such as air wedding, underwater wedding, desert wedding and lily wedding on holidays. In addition, for the wedding market, transnational wedding is also a gold mine to be mined. There are more and more transnational weddings in Beijing, Shanghai, Guangdong and other big cities, and the wedding style is also a combination of Chinese and Western. The wedding market should also study wedding customs and develop "software". For example, he said that in some international weddings, foreigners are more willing to follow China's wedding customs and are interested in Hanfu, red hijab and sedan chair, which is also a business opportunity that can be vigorously developed in the wedding market.

The villa sends new people.

For some idle villas, many operators have turned their attention to the wedding market. Mr. Jiang is the manager of a villa real estate company. Recently, he invested 700,000 yuan to provide villas and all entertainment facilities for newcomers. He believes that at that time, the company invested nearly $30 million to build independent country villas, mainly for rent. Originally, the company aimed at the main consumer groups of private vacations, and it was a private club-style operation mode. Seeing the huge investment effect brought by the wedding market, the company took out funds to transform 63 villas to provide wedding rooms for the newcomers on their wedding night. At the same time, advertising in the media not only reflects the resource advantages of the villa, but also plays a supplementary role. The insiders believe that it is a good move to show their brand advantages and resource advantages through the wedding market. A couple brings at least five relatives and friends, and the advertising effect obtained through large-scale publicity can't be bought for 700,000 yuan. Advertising through the wedding market has become a new direction for many businesses to invest. ]

Problems needing attention in wedding industry

Early stage: to start a wedding company, you should have certain resources in the business of emcee, camera, band, motorcade, makeup, CD burning, etc., and take the form of affiliate and commission. If you have this specialty, you'd better. As for manpower, only one or two assistants and two or three people are enough. Especially for motorcades, it is best to keep in touch with friends who usually drive and walk more. In this way, when it comes in handy, you won't be in a hurry because you can't find a car.

Capital: it can be big or small, or even completely from scratch. The minimum registered capital of a general registered limited liability company is 30,000 yuan, but there must be more than 2 shareholders; The name of the registered company can be Etiquette Service Co., Ltd., and its business scope includes etiquette service, public relations service and marketing planning.

Market positioning: find the right market positioning. Different market target groups have different development paths of wedding service, which can be divided into venue exhibition type and full-service agent type; Be a high-end market and mass group. , but the key is to meet their own ability, scale and management expertise.

Equipment resources: cameras, video cameras, wedding dresses can choose a studio to cooperate or rent directly; Find a taxi company for the wedding car and establish a long-term cooperative relationship with it to ensure that the wedding car is in place in time; The wedding emcee can contact the TV host, or hire one or two people who often preside over the wedding ... The key to wedding service is the quality of service, which is creative and unforgettable for the couple.

Site selection: Choose the site carefully. In commercial and fashionable markets or areas with well-known wedding etiquette services, it is best to have a storefront facing the street, but its rent is more expensive, so you can find another place for post-production.

Service: Supporting services should keep up. Wedding industry is a special industry, which is very different from the conventional service industry. Therefore, in the process of entering this market, we should pay attention to the accumulation of human resources relations with MC, stylist, photographer, hotel, flower shop, car rental industry and so on.