Have you ever faced the challenge of your wedding group questioning higher group rates when online prices seem more attractive? Navigating an online price match for wedding group can be tricky, but it’s a crucial step in addressing these concerns.
In this blog, we’ll uncover the 4 critical elements to crafting the perfect email: mastering persuasive communication, presenting logical rebuttals, leveraging your expertise, and applying strategic pressure. These actionable strategies are designed to empower you with the tools to confidently address pricing concerns and secure the best outcomes for your clients.
Online Price Match for Wedding Group: 4 Elements
🌟 Crafting a Persuasive Initial Email
a. Clear and Attention-Grabbing Subject Line
Example: “URGENT: Request to Adjust Group Rates for Wedding Group [Insert Group Number]”
TIP: Use urgency and specificity to get noticed.
b. Start with Empathy and Context
Acknowledge the client’s concerns and highlight the importance of resolving the issue quickly.
c. Present Evidence
Include specific details like online rates, screenshots, and benefits to make your case irrefutable.
Example: “The per-night online rate is $520.75 for a refundable suite, including roundtrip transfers.”
d. Reinforce the Relationship
Mention your role in recommending the venue and the potential impact on your business if clients become dissatisfied.
Example: “This group booking resulted from my recommendation of your property.”
🌟 Following Up with Logical Rebuttals
a. Acknowledge Policies Respectfully
Show understanding of the resort’s pricing structure to build rapport.
Example: “I understand that online rates differ from group rates due to their terms and conditions.”
b. Present a Balanced Request
Frame your request as a solution, not a demand.
Example: “If an exact price match isn’t possible, I’d like to request a lower group rate closer to the online rate.”
c. Demonstrate Value
Highlight how group adjustments benefit the property, such as securing concessions and maintaining group integrity.
🌟 Leveraging Your Personal Expertise
a. Position Yourself as the Expert
Reference your experience and past successes.
Example: “As someone who has been selling destination weddings since 2008, I understand the complexities of group bookings.”
b. Emphasize Your Role in the Sale
Remind them of the trust you’ve built with the client and your influence in securing the booking.
c. Showcase the Couple’s Commitment
Highlight the couple’s significant investment in the venue and the revenue they bring.
Example: “This couple’s wedding budget of $60–70K will generate substantial financial benefits for your property.”
🌟 Applying Strategic Pressure
a. Frame the Stakes
Outline potential consequences of not addressing the issue (e.g., cancellations, negative client experiences).
Example: “Guests are threatening to cancel their bookings, and the bride and groom are panicking.”
b. Appeal to Long-Term Partnership
Position yourself as an ally rather than an adversary.
Example: “I want to continue recommending your property to future clients.”
c. Escalate Tactfully
Include key stakeholders (e.g., your BDM or the resort’s manager) to signal the seriousness of your request.
d. Maintain a Collaborative Tone
Encourage positive dialogue by avoiding aggressive language.
Master the Art of Strategic Emailing for Wedding Group Success
Strategic emailing is a powerful tool for securing the best rates and building trust with your wedding groups. By mastering the four key elements—persuasive crafting, logical rebuttals, leveraging your expertise, and applying strategic pressure—you can turn potential objections into successful outcomes. Now, it’s your turn! Put these strategies into practice in your next email, and don’t forget to share your success stories. We’d love to hear how these tips have helped you achieve better results for your clients!
Want my email templates and complete training to request a price match for your wedding groups? Enroll in Academy Pro today!
