Never know what you’ll find on the ‘free publication stand’ at your local coffee shop. I just picked up a copy of Healthy Las Vegas Magazine, and there’s an informative story on weddings.

For readers of this blog, the most important page features statistical information on weddings, compiled from five sources: Association of Bridal Consultants, Conde Nast Bridal Group, Mediapost.com National Bridal Service, National Center for Health Services, and Greeting Card Association.

Some statistics are entertaining, but not particularly helpful. For example, Las Vegas was host to 106,000 weddings in 2007, making it the #1 wedding city in the world.

Other statistics are mildly helpful: The average age of brides is 26; grooms 28.

However, one item stuck out like a neon sign…. wedding budget. More precisely, the average wedding budget was $14,250, but the average actual money spent was $22,000. That is (on average) more than 50% over budget.

My supposition is, in many cases, wedding couples find that their initial research and planning has been unrealistic. To get what they want in one or more areas, they have to spend more money.

So, when you’re talking budget with a wedding couple, don’t let budget be the final word. If you are a higher quality service provider, then you need to make your case on how you are better or different. Even more important, how will you help provide the result that bride and groom are looking for?

That is selling benefits, not features. That is selling taste, not ingredients. That is selling people dancing, not the brand of sound equipment.

If you’ve fallen into the rut of giving your presentation, rather than a real interactive sales discussion, perhaps you want to review it.
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You can read the whole article, online at: Healthy Las Vegas

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