Tips on Selling to Generation Y
by Forrest Moody, posted on 01/25/2010, 05:07:51 PM
Tips on the Wedding Evolution
As the event industry professionals say goodbye to the havoc of 2009 and prepare for the 2010 season, we are still faced with the question “Will I see an increase in business?” Although I cannot shake my magic eight ball to answer the question, I can give you tips on the newly engaged brides of 2010 and their “Dream Wedding”:
- Bridal couples will continue to be cautious in their spending. They will take longer to make decisions, as they will want to explore every option available prior to finalizing their “Dream Team”. So, be patient and attentive. Do not be pushy or offer an ultimatum if offering special prices.
- Expect smaller down-sized events with a large number of specific details. Generation Y couples are looking to plan a unique ‘one of a kind’ event. By utilizing the internet as their resource, they will challenge you to create unique proposals while still maintaining the integrity of their budget.
- As grooms are getting more involved in the planning of the event, the bridal couple will look to retain a “Day of” wedding coordinator to run with the ball so to speak. Wedding planners can certainly take the stress of managing the wedding day off the client, but cannot pull it off without the support of selected venues and vendors.
- Design trends will influence the brides when selecting her flowers and colors. Designers are looking for increased set up time so that they can make the vision of their brides’ day absolutely stunning. Venues need to be prepared for floral design studios requesting early room access.
- Transparency in communication with the bride and groom will be at the top of their awareness. Disclose all expected costs of your product and service. If a client will incur electrical charges from the venue for selecting a lighting package from you, make the client aware of this added cost. Your proactive approach of sharing information will make the client your fan. This endorsement can lead to booking the business and guaranteed referrals.
Weddings are part of our culture. They may get smaller in size, or have a downsized budget, but the celebration will continue. Price may be a motivator for the bridal couple, but the relationship that you create with your time and expertise will certainly set you apart.
Forrest Moody is the Managing Director of Oliveaire Events and Meetings. A 20 year event industry professional, he has experience in wedding sales, social media marketing and a profound knowledge on how to market to a bride. Follow his team’s engaging blogs and trendy twitters at www.oliveaire.com.
