It sounds reasonable, right?
“Can we meet in the middle?”
“What if we take off a few things to get closer to our budget?”
“Maybe we just shorten the timeline, but keep the same deliverables?”
For many wedding vendors, this sounds like a compromise. A way to save the sale.
But here’s the problem: compromise often creates confusion.
It waters down your service.
It distorts your value.
And worse—it leaves both sides walking away with less than what they wanted.
In negotiation terms? That’s called “splitting the difference.”
In the wedding world? It’s called a recipe for resentment.
Let’s talk about why “meeting halfway” isn’t the win you think it is—and how to pivot without sacrificing your integrity.
Most vendors don’t want to seem rigid. You want to be helpful.
You want the client to feel like you’re listening.
So when a bride or groom says, “We can’t do $6,000, but maybe $4,000?”—you feel the pull. You want to say yes. But if you cut your price without cutting your deliverables, you’re creating an imbalance.
And if you do cut the deliverables just to “make it work,” chances are high:
The client still expects the full experience
You’re working under resentment or financial pressure
Boundaries blur—and stress skyrockets
Chris Voss said it best:
“Never split the difference.”
Because when you do, no one wins.
Here’s what I’ve seen over and over:
A vendor agrees to scale back a service to meet a budget. Maybe they shave off an hour, remove some behind-the-scenes prep, or downsize the team.
But what they don’t do is reset the client’s expectations.
The result?
The client still expects the original experience
The vendor is stretched thin trying to make it feel “full”
And when things fall short, the reviews (and referrals) reflect disappointment—not understanding
You didn’t create a win-win. You created an unclear compromise.
So what do you do when a client pushes back on price?
You don’t split. You reframe.
Here’s how:
Step 1: Protect the Core
Decide what parts of your service are non-negotiable because they define your quality. This is your signature—don’t dilute it.
Step 2: Offer a Slimmed, But Strategic Option
Instead of removing value, remove scope. Keep the integrity, simplify the format.
Example for a planner:
“Instead of full-service planning, we could shift to a partial planning package where you handle the initial vendor search, and I step in for execution and design. That keeps us in budget without cutting corners on your event experience.”
Example for a photographer:
“Rather than reducing hours and risk missing key moments, we could keep the 6 hours but scale back on deliverables—say, fewer edited images or no album for now.”
Step 3: Shift to Non-Monetary Terms
If they still want more, but you’ve hit your limit?
Offer small add-ons that cost you little, but feel generous to them.
30-minute timeline review call
A few teaser images within 48 hours
A personal checklist template
These extras signal care without slicing profit.
“I really appreciate that you’re trying to find a way to make this work. I want to make sure you have a great experience—not just something that barely checks the box. Let’s take a look at what matters most to you, and see if there’s a way to restructure the service without sacrificing the outcome.”
That’s not confrontation. That’s leadership.
The moment you stop negotiating against yourself, two things happen:
Clients trust you more—they sense the confidence.
You attract clients who respect the boundary and want your best, not your cheapest.
And when they say no? That’s okay. Because holding your standard protects:
Your brand reputation
Your energy
Your bottom line
Every “no” that honors your structure makes room for a better “yes.”
Don’t meet in the middle.
Meet in the right place.
It’s not your job to become more affordable—it’s your job to become more understood.
If a client can’t afford your full experience, offer them something smaller—not cheaper. Keep your quality intact. Keep your name strong.
Because in this industry, your next booking often comes from your last result.
Make sure that result is one you’re proud of.
—Bailey J.
