CHR said:
Hope you can share the pictures. Sounds great.
One trick for selling prestigious priced bouquets is to use the word 'only' before stating the price. As in:
"You have exquisite taste. That memorable, custom-designed bouquet is only $800." Then let the customer decide if they find the value acceptable. If not, they'll let you know.
First rule of selling - believe your product is well worth the price you need to charge. If you don't believe any bouquet is worth $400-800-1000-1500 then you'll never sell one.
Be careful with the term "only" it may come off as condescending. You have to know your customer.
In addition to what Cathy has stated, you need confidence.
Confidence comes from doing. The more you upsell, succeed and have happy customers, the more confidence you have in making the next sale.
Another approach, during the consultation, is to look the bride straight in the eye and say "
you have exquisite taste (wonderful, great, fabulous....expensive ((maybe)), fill in your adjective) as you are filling out the wedding order, circle, highlight, put an exclamation point next to the description and move on the the bridesmaid's bouquets. Don't give prices until the end of the consultation.
When it comes time to price the wedding out, write down the price or give a range of three prices (if you are doing a consult 8 months out, it is hard to get hard prices on expensive flowers) and then re-enforce the bride's "exquisite choice". Remember, this is the most important day in her life, she deserves a memorable experience. Price is secondary.
My scenario assumes that the bride wants the best. This works for those brides.
As an aside, I am working on my largest wedding ever and the bride, the mom, nor I have even spoken about price.
Joe