Let’s get something straight: pricing isn’t just a number—it’s a signal.
And in weddings, it signals everything from quality to confidence to whether or not a couple should take you seriously.
But here’s the tightrope every vendor walks:
How do you present your price without sounding like you’re overreaching… or underselling?
The answer lies in two proven negotiation techniques: anchoring and ranges.
Used correctly, they can transform the way you talk about money—keeping you in control while helping clients feel safe, respected, and ready to buy.
Anchoring is the psychological principle that people rely heavily on the first piece of information they receive—especially when it comes to price.
In practical terms?
Whoever says the first number usually sets the tone for the entire negotiation.
If the couple anchors first by saying, “We were hoping to spend around $2,000,” they’ve now shaped the conversation… even if your packages start at $4,500.
But when you anchor first, you have the power to:
Frame your value
Steer the expectations
Raise the perceived ceiling
“Most of our couples invest between $5,800 and $7,200 with us depending on scope and customizations.”
That sentence anchors them in a higher value zone—without needing a hard pitch or salesy tone.
Many wedding pros hesitate to name a number first. They worry:
“What if I scare them off?”
“What if I go too low and leave money on the table?”
“What if I’m boxed in?”
But here’s the truth: silence breeds insecurity. When you avoid saying the number, couples will fill in the gap—often with something lower, based on comparisons or assumptions.
When you anchor first, you lead the conversation. You project confidence. And that confidence is part of what couples are buying.
Ranges are a powerful way to share pricing without sounding rigid or pushy. They allow you to:
Set expectations
Maintain flexibility
Start high without confrontation
Here’s how to phrase it:
“Most of our couples invest between $6,000 and $8,500 for full weekend coverage.”
“Our design services typically fall between $3,500 and $5,000, depending on scope.”
“For micro-weddings, we see budgets between $2,800 and $4,200.”
You’re not saying “this is what I charge.” You’re saying “this is what people like you typically invest.” That subtle shift builds both authority and safety.
Anchors are even more powerful when paired with storytelling.
Let’s say you're a floral designer. Instead of just stating a number, say:
“Couples looking for a full ceremony install, lush centerpieces, and bridal party florals typically invest between $4,500 and $6,000. That gives us room to include premium blooms and ensure your event feels immersive—not sparse.”
Now they’re not comparing line items. They’re envisioning what’s possible.
You’ve moved the conversation from price to value.
Sometimes, yes—but only when you’ve built enough trust and positioned yourself properly.
If you’re in discovery mode and still gathering info, you might ask:
“Have you set a budget range for this part of your wedding yet?”
If their number is higher than what you’d charge, great—you now know your ceiling. If it’s lower, you can respond with:
“Thanks for sharing that. Most of my clients come in with similar ranges, and I always want to be respectful of budget. What we can do is look at what elements matter most to you and see how we might tailor a package that still delivers the quality you're looking for.”
You’re not saying yes. You’re not saying no. You’re taking control of the frame again.
Want to make your pricing feel calculated—not casual? Use specific, non-rounded figures.
Instead of $3,000, say $3,175.
Instead of $10,000, say $9,835.
Odd numbers feel researched. Deliberate. Professional. And that makes you harder to haggle with.
Don’t let fear keep you from leading the money conversation.
Anchoring and ranges aren’t manipulation.
They’re tools to help both sides find clarity.
You’re not being pushy by naming your worth.
You’re being proactive, confident, and clear.
And that’s exactly the energy your dream clients are looking for.
—Bailey J.
