A little while ago I had a conversation with a young lady who was so nervous of her cake pricing – that she knocked down her pricing – giving a large discount at point of sales. She had not fixed the price at all nor got any form of agreement of the final price the customer would expect. (Not surprisingly her husband was getting increasingly grumpy about this habit – and it HAD to stop!)
So what could she do better?
She could have had a complete discussion with the customer regarding the potential order prior to creating it – plus breaking down the ingredients and the labour. The customer would agree to the payment – and she would not discount it at point of collection/delivery.
But this initial pricing/design discussion is best done verbally. So many people are using email to communicate nowadays – which whilst this is fine for an initial inquiry – customers actually prefer to have a discussion.
How do I know this? Because I asked a selection of people. 100% of the people surveyed said that they would expect a phone call follow up from their initial emailed request. The thing is this, if you don’t have a conversation, how can you ‘sell’ your design? Let alone justify the cake price? How can you adjust the design, depending upon the reaction to the price or design. This conversation just does not work via email.
You cannot hear the tone of voice that the customer is using, you cannot pick up on any clues. Does she sound excited, hopeful, hoping for a serious creation, or a budget bargain basement? You can only pick up these things by speaking either face to face – or at worst on the phone – but definitely not via email.
So the cake decorators who will win the cake contracts are the ones who follow up and speak to their customers – because that is what the customers are expecting.
If you are serious about getting to grips with all aspects of Cake Pricing… have you yet checked out our course Cake Pricing Made Easy
Here is the link to find out more
Just a thought