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Your pricing questions answered! · Wedding Pros who are ready to grow - with Becca Pountney

• 0:49
  Today,
• 0:49
  I
• 0:50
  want
• 0:50
  to
• 0:50
  talk
• 0:50
  all
• 0:51
  things
• 0:51
  pricing.
• 0:52
  How
• 0:52
  do
• 0:52
  you
• 0:53
  decide
• 0:53
  on
• 0:53
  your
• 0:53
  pricing,
• 0:54
  how
• 0:54
  should
• 0:54
  you
• 0:54
  display
• 0:55
  your
• 0:55
  pricing,
• 0:55
  and
• 0:56
  how
• 0:56
  do
• 0:56
  you
• 0:56
  increase
• 0:57
  your
• 0:57
  pricing?
• 0:58
  I'm
• 0:58
  going
• 0:58
  to
• 0:58
  cover
• 0:58
  it
• 0:59
  all
• 0:59
  in
• 0:59
  today's
• 0:59
  episode.
• 1:01
  I'm
• 1:02
  Becca
• 1:02
  Poutney,
• 1:02
  wedding
• 1:03
  business
• 1:03
  marketing
• 1:04
  expert,
• 1:04
  speaker
• 1:04
  and
• 1:05
  blogger,
• 1:05
  and
• 1:05
  you're
• 1:06
  listening
• 1:06
  to
• 1:06
  the
• 1:06
  Wedding
• 1:06
  Pros
• 1:07
  who
• 1:07
  Are
• 1:07
  Ready
• 1:07
  to
• 1:07
  Grow
• 1:08
  podcast.
• 1:09
  I'm
• 1:09
  here
• 1:10
  to
• 1:10
  share
• 1:10
  with
• 1:10
  you
• 1:10
  actionable
• 1:11
  tips,
• 1:11
  strategies
• 1:12
  and
• 1:12
  real
• 1:12
  life
• 1:12
  examples
• 1:13
  to
• 1:13
  help
• 1:14
  you
• 1:14
  take
• 1:14
  your
• 1:14
  wedding
• 1:15
  business
• 1:15
  to
• 1:15
  the
• 1:15
  next
• 1:15
  level.
• 1:16
  If
• 1:16
  you
• 1:16
  are
• 1:17
  an
• 1:17
  ambitious
• 1:17
  wedding
• 1:18
  business
• 1:18
  owner
• 1:18
  that
• 1:19
  wants
• 1:19
  to
• 1:19
  take
• 1:19
  your
• 1:19
  passion
• 1:20
  and
• 1:20
  use
• 1:20
  it
• 1:20
  to
• 1:20
  build
• 1:21
  a
• 1:21
  profitable,
• 1:21
  sustainable
• 1:22
  business
• 1:23
  doing
• 1:23
  what
• 1:23
  you
• 1:23
  love,
• 1:24
  then
• 1:24
  you're
• 1:24
  in
• 1:24
  the
• 1:24
  right
• 1:24
  place.
• 1:25
  Let's
• 1:26
  get
• 1:26
  going
• 1:26
  with
• 1:26
  today's
• 1:27
  episode.
• 1:28
  One
• 1:28
  of
• 1:28
  the
• 1:28
  topics
• 1:29
  I
• 1:29
  get
• 1:29
  asked
• 1:30
  about
• 1:30
  a
• 1:30
  lot
• 1:31
  when
• 1:31
  you're
• 1:31
  talking
• 1:31
  about
• 1:32
  your
• 1:32
  wedding
• 1:32
  businesses
• 1:33
  is
• 1:33
  pricing.
• 1:34
  So
• 1:34
  today
• 1:34
  I
• 1:34
  decided
• 1:35
  to
• 1:35
  record
• 1:36
  a
• 1:36
  special
• 1:36
  episode
• 1:37
  for
• 1:37
  you
• 1:37
  to
• 1:37
  give
• 1:38
  you
• 1:38
  all
• 1:38
  of
• 1:38
  the
• 1:38
  answers
• 1:39
  to
• 1:39
  the
• 1:39
  questions
• 1:39
  and
• 1:40
  hopefully
• 1:40
  help
• 1:41
  you
• 1:41
  feel
• 1:41
  more
• 1:41
  confident
• 1:42
  when
• 1:42
  it
• 1:42
  comes
• 1:42
  to
• 1:42
  your
• 1:43
  own
• 1:43
  pricing.
• 1:44
  So
• 1:44
  we're
• 1:44
  going
• 1:44
  to
• 1:44
  look
• 1:44
  at
• 1:45
  three
• 1:45
  areas
• 1:45
  today.
• 1:46
  We're
• 1:46
  going
• 1:46
  to
• 1:46
  look
• 1:46
  at,
• 1:46
  number
• 1:46
  one,
• 1:47
  how
• 1:47
  you
• 1:47
  price
• 1:47
  your
• 1:48
  services
• 1:48
  in
• 1:48
  the
• 1:48
  first
• 1:49
  place.
• 1:49
  So
• 1:49
  secondly,
• 1:49
  we're
• 1:50
  gonna
• 1:50
  look
• 1:50
  at
• 1:50
  how
• 1:50
  you
• 1:50
  display
• 1:51
  your
• 1:51
  pricing
• 1:52
  on
• 1:52
  your
• 1:52
  website,
• 1:52
  maybe
• 1:53
  on
• 1:53
  your
• 1:53
  social
• 1:53
  media
• 1:54
  as
• 1:54
  well.
• 1:54
  And
• 1:55
  thirdly,
• 1:55
  we're
• 1:55
  gonna
• 1:56
  talk
• 1:56
  about
• 1:56
  what
• 1:56
  to
• 1:56
  do
• 1:56
  when
• 1:57
  you
• 1:57
  realize
• 1:57
  it's
• 1:57
  time
• 1:58
  to
• 1:58
  increase
• 1:59
  your
• 1:59
  pricing.
• 2:00
  So
• 2:01
  let's
• 2:01
  dive
• 2:01
  in.
• 2:01
  We're
• 2:02
  gonna
• 2:02
  talk
• 2:02
  all
• 2:02
  things
• 2:03
  numbers
• 2:03
  today.
• 2:04
  Now,
• 2:04
  the
• 2:04
  first
• 2:04
  thing
• 2:05
  then
• 2:05
  we're
• 2:05
  gonna
• 2:05
  talk
• 2:05
  about
• 2:05
  is
• 2:06
  how
• 2:06
  to
• 2:06
  price
• 2:06
  your
• 2:07
  services.
• 2:07
  Now,
• 2:07
  I
• 2:08
  am
• 2:08
  gonna
• 2:08
  caveat
• 2:08
  this
• 2:09
  and
• 2:09
  say
• 2:09
  it
• 2:09
  is
• 2:10
  a
• 2:10
  bit
• 2:10
  of
• 2:10
  a
• 2:10
  how
• 2:11
  long
• 2:11
  is
• 2:11
  a
• 2:11
  piece
• 2:11
  of
• 2:11
  string
• 2:12
  question.
• 2:12
  Because
• 2:13
  when
• 2:13
  it
• 2:13
  comes
• 2:13
  to
• 2:13
  pricing
• 2:14
  your
• 2:14
  services,
• 2:14
  ultimately
• 2:15
  it's
• 2:15
  your
• 2:15
  business,
• 2:16
  it's
• 2:16
  your
• 2:16
  decision.
• 2:16
  You
• 2:17
  can
• 2:17
  price
• 2:17
  your
• 2:17
  services
• 2:18
  however
• 2:18
  you
• 2:19
  want.
• 2:19
  And
• 2:19
  we
• 2:19
  see
• 2:20
  that,
• 2:20
  don't
• 2:20
  we,
• 2:20
  out
• 2:20
  there
• 2:21
  in
• 2:21
  the
• 2:21
  market.
• 2:22
  You
• 2:22
  can
• 2:22
  go
• 2:22
  out
• 2:22
  there
• 2:23
  today
• 2:23
  to
• 2:23
  buy
• 2:23
  a
• 2:23
  handbag
• 2:24
  and
• 2:24
  you
• 2:24
  can
• 2:24
  get
• 2:24
  one
• 2:25
  from
• 2:25
  Primark
• 2:26
  for
• 2:26
  maybe
• 2:26
  3
• 2:26
  or
• 2:26
  4
• 2:27
  pounds
• 2:27
  and
• 2:27
  you
• 2:28
  can
• 2:28
  get
• 2:28
  one
• 2:28
  from,
• 2:28
  say,
• 2:29
  Mulberry
• 2:29
  for
• 2:29
  8
• 2:30
  or
• 2:30
  900
• 2:30
  pounds
• 2:31
  or
• 2:31
  even
• 2:32
  more.
• 2:32
  So
• 2:32
  what
• 2:33
  sets
• 2:33
  these
• 2:33
  apart?
• 2:33
  Well,
• 2:34
  I
• 2:34
  guess
• 2:34
  that
• 2:34
  we
• 2:35
  are
• 2:35
  going
• 2:35
  to
• 2:35
  have
• 2:35
  to
• 2:35
  say
• 2:35
  that
• 2:36
  the
• 2:36
  branding
• 2:37
  and
• 2:37
  the
• 2:37
  advertising
• 2:38
  is
• 2:38
  going
• 2:38
  to
• 2:38
  set
• 2:38
  Mulberry
• 2:39
  apart
• 2:39
  and
• 2:39
  make
• 2:39
  them
• 2:39
  more
• 2:39
  expensive,
• 2:40
  more
• 2:40
  aspirational.
• 2:41
  Also,
• 2:41
  maybe
• 2:42
  the
• 2:42
  quality
• 2:42
  of
• 2:42
  the
• 2:43
  product
• 2:43
  is
• 2:43
  better.
• 2:44
  However,
• 2:45
  there
• 2:45
  is
• 2:45
  still
• 2:45
  a
• 2:46
  choice
• 2:46
  there
• 2:46
  to
• 2:47
  make
• 2:47
  that
• 2:47
  a
• 2:47
  luxury
• 2:47
  item.
• 2:48
  So
• 2:48
  when
• 2:48
  it
• 2:48
  comes
• 2:49
  to
• 2:49
  pricing
• 2:49
  in
• 2:49
  your
• 2:49
  wedding
• 2:50
  business,
• 2:50
  you
• 2:50
  do
• 2:50
  have
• 2:51
  some
• 2:51
  options
• 2:51
  because
• 2:52
  you
• 2:52
  can
• 2:52
  go
• 2:53
  very
• 2:53
  cheap
• 2:53
  and
• 2:53
  you
• 2:53
  can
• 2:54
  go
• 2:54
  very
• 2:54
  expensive.
• 2:55
  And
• 2:55
  that's
• 2:55
  kind
• 2:55
  of
• 2:55
  down
• 2:56
  to
• 2:56
  you
• 2:56
  and
• 2:56
  where
• 2:56
  you
• 2:57
  want
• 2:57
  to
• 2:57
  position
• 2:57
  yourself.
• 2:58
  So
• 2:58
  the
• 2:58
  first
• 2:59
  thing
• 2:59
  I
• 2:59
  would
• 2:59
  say
• 3:00
  is
• 3:00
  when
• 3:00
  you're
• 3:00
  thinking
• 3:01
  about
• 3:01
  your
• 3:01
  pricing,
• 3:01
  the
• 3:02
  first
• 3:02
  thing
• 3:02
  you
• 3:02
  need
• 3:02
  to
• 3:02
  do
• 3:02
  is
• 3:03
  decide
• 3:03
  on
• 3:03
  your
• 3:04
  target
• 3:04
  market.
• 3:04
  Who
• 3:05
  are
• 3:05
  you
• 3:05
  trying
• 3:05
  to
• 3:06
  attract?
• 3:06
  Are
• 3:07
  you
• 3:07
  trying
• 3:07
  to
• 3:07
  attract
• 3:08
  people
• 3:08
  who
• 3:08
  are
• 3:08
  getting
• 3:09
  married
• 3:09
  in
• 3:09
  their
• 3:10
  local
• 3:10
  village
• 3:10
  hall,
• 3:10
  who
• 3:11
  are
• 3:11
  doing
• 3:11
  it
• 3:11
  all
• 3:11
  themselves,
• 3:12
  who
• 3:12
  are
• 3:12
  potentially
• 3:13
  very
• 3:13
  low
• 3:13
  budget,
• 3:14
  or
• 3:15
  are
• 3:15
  you
• 3:15
  trying
• 3:15
  to
• 3:16
  go
• 3:16
  after
• 3:16
  those
• 3:16
  huge,
• 3:17
  big
• 3:17
  budget
• 3:17
  millionaire
• 3:18
  one
• 3:18
  weddings
• 3:19
  in
• 3:19
  very
• 3:19
  exclusive
• 3:20
  venues?
• 3:21
  You
• 3:21
  need
• 3:21
  to
• 3:21
  decide
• 3:22
  whereabouts
• 3:22
  you're
• 3:22
  going
• 3:22
  to
• 3:23
  fit
• 3:23
  in
• 3:23
  the
• 3:23
  market
• 3:23
  or
• 3:24
  somewhere
• 3:24
  in
• 3:25
  between.
• 3:25
  Once
• 3:26
  you
• 3:26
  know
• 3:26
  who
• 3:26
  you're
• 3:27
  trying
• 3:27
  to
• 3:27
  attract,
• 3:28
  the
• 3:28
  second
• 3:28
  thing
• 3:28
  you're
• 3:29
  now
• 3:29
  going
• 3:29
  to
• 3:29
  do
• 3:30
  is
• 3:30
  start
• 3:30
  looking
• 3:31
  at
• 3:31
  the
• 3:31
  market
• 3:32
  around
• 3:32
  you.
• 3:33
  So
• 3:33
  if
• 3:33
  you
• 3:33
  know
• 3:33
  where
• 3:33
  you
• 3:34
  want
• 3:34
  to
• 3:34
  position
• 3:34
  yourself,
• 3:34
  you
• 3:35
  need
• 3:35
  to
• 3:35
  look
• 3:35
  in
• 3:35
  your
• 3:35
  area.
• 3:36
  Because
• 3:36
  from
• 3:36
  country
• 3:37
  to
• 3:37
  country,
• 3:37
  region
• 3:38
  to
• 3:38
  region,
• 3:38
  state
• 3:39
  to
• 3:39
  state,
• 3:39
  pricing
• 3:40
  is
• 3:40
  going
• 3:40
  to
• 3:40
  fluctuate.
• 3:41
  You
• 3:41
  only
• 3:41
  have
• 3:41
  to
• 3:42
  look
• 3:42
  at
• 3:42
  the
• 3:42
  US
• 3:43
  versus
• 3:43
  the
• 3:43
  UK
• 3:44
  and
• 3:44
  the
• 3:44
  prices
• 3:45
  that
• 3:45
  people
• 3:45
  will
• 3:45
  pay
• 3:45
  for
• 3:46
  different
• 3:46
  services
• 3:46
  are
• 3:47
  vastly
• 3:47
  different.
• 3:48
  We're
• 3:48
  finding
• 3:48
  that
• 3:48
  a
• 3:48
  lot
• 3:49
  of
• 3:49
  the
• 3:49
  UK
• 3:49
  services
• 3:50
  are
• 3:50
  seen
• 3:50
  as
• 3:51
  cheap
• 3:51
  to
• 3:51
  Americans
• 3:52
  because
• 3:52
  what
• 3:52
  they
• 3:53
  expect
• 3:53
  to
• 3:53
  pay
• 3:53
  for
• 3:53
  a
• 3:53
  wedding
• 3:54
  photographer,
• 3:54
  for
• 3:54
  example,
• 3:55
  may
• 3:55
  be
• 3:56
  a
• 3:56
  lot
• 3:56
  higher
• 3:56
  than
• 3:56
  what
• 3:57
  we
• 3:57
  would
• 3:57
  expect
• 3:57
  to
• 3:57
  charge
• 3:58
  here
• 3:58
  in
• 3:58
  the
• 3:58
  uk.
• 3:59
  So
• 3:59
  you
• 3:59
  need
• 3:59
  to
• 3:59
  look
• 4:00
  at
• 4:00
  the
• 4:00
  market
• 4:00
  that
• 4:00
  you're
• 4:01
  trying
• 4:01
  to
• 4:01
  sell
• 4:01
  into.
• 4:02
  If
• 4:02
  you're
• 4:02
  trying
• 4:02
  to
• 4:02
  sell
• 4:03
  to
• 4:03
  couples
• 4:04
  who
• 4:04
  are
• 4:04
  based
• 4:05
  in
• 4:05
  Hertfordshire,
• 4:06
  then
• 4:06
  have
• 4:06
  a
• 4:06
  look
• 4:07
  around
• 4:07
  at
• 4:07
  what's
• 4:07
  going
• 4:07
  on
• 4:08
  in
• 4:08
  Hertfordshire
• 4:09
  and
• 4:09
  what
• 4:09
  on
• 4:09
  average
• 4:10
  people
• 4:10
  are
• 4:10
  looking
• 4:11
  to
• 4:11
  spend
• 4:11
  on
• 4:12
  their
• 4:12
  suppliers.
• 4:13
  Now,
• 4:13
  I
• 4:13
  will
• 4:13
  give
• 4:13
  you
• 4:14
  a
• 4:14
  warning
• 4:14
  because
• 4:14
  when
• 4:15
  you
• 4:15
  start
• 4:15
  in
• 4:15
  business,
• 4:15
  it
• 4:16
  is
• 4:16
  very
• 4:16
  tempting
• 4:16
  to
• 4:17
  just
• 4:17
  look
• 4:17
  at
• 4:17
  your
• 4:17
  direct
• 4:18
  competitors
• 4:18
  and
• 4:19
  then
• 4:19
  just
• 4:19
  go
• 4:19
  in
• 4:20
  win
• 4:20
  by
• 4:20
  undercutting
• 4:21
  them.
• 4:21
  And
• 4:21
  this
• 4:21
  may
• 4:22
  feel
• 4:22
  like
• 4:22
  a
• 4:22
  quick
• 4:23
  win
• 4:23
  and
• 4:23
  it
• 4:23
  may
• 4:24
  get
• 4:24
  you
• 4:24
  some
• 4:24
  quick
• 4:24
  business,
• 4:25
  but
• 4:25
  it's
• 4:25
  not
• 4:25
  really
• 4:26
  the
• 4:26
  best
• 4:26
  way
• 4:27
  to
• 4:27
  do
• 4:27
  things.
• 4:27
  When
• 4:27
  I
• 4:27
  talk
• 4:28
  about
• 4:28
  looking
• 4:28
  at
• 4:28
  your
• 4:28
  competitors,
• 4:29
  I'm
• 4:29
  not
• 4:30
  saying
• 4:30
  to
• 4:30
  directly
• 4:31
  try
• 4:31
  and
• 4:31
  undercut
• 4:32
  them
• 4:32
  or
• 4:32
  to
• 4:33
  match
• 4:33
  their
• 4:33
  prices,
• 4:33
  but
• 4:34
  I
• 4:34
  do
• 4:34
  think
• 4:34
  it's
• 4:34
  important
• 4:35
  for
• 4:35
  you
• 4:35
  to
• 4:35
  gauge
• 4:36
  the
• 4:36
  market
• 4:36
  that
• 4:36
  you're
• 4:37
  going
• 4:37
  after
• 4:37
  and
• 4:38
  see
• 4:38
  what's
• 4:38
  going
• 4:38
  on
• 4:39
  in
• 4:39
  your
• 4:39
  region,
• 4:39
  in
• 4:40
  your
• 4:40
  country,
• 4:40
  in
• 4:41
  your
• 4:41
  local
• 4:41
  area.
• 4:42
  Now,
• 4:42
  of
• 4:42
  course,
• 4:43
  you
• 4:43
  can
• 4:43
  also
• 4:43
  completely
• 4:44
  throw
• 4:44
  this
• 4:44
  out
• 4:44
  the
• 4:45
  window
• 4:45
  and
• 4:45
  do
• 4:46
  your
• 4:46
  very
• 4:46
  own
• 4:46
  thing.
• 4:46
  Because
• 4:47
  if
• 4:47
  you're
• 4:47
  very
• 4:47
  good
• 4:48
  at
• 4:48
  marketing
• 4:48
  and
• 4:49
  advertising,
• 4:50
  you
• 4:50
  can
• 4:50
  way
• 4:51
  out
• 4:51
  price
• 4:51
  every
• 4:52
  everybody
• 4:52
  else
• 4:52
  and
• 4:52
  still
• 4:53
  get
• 4:53
  booked.
• 4:54
  We
• 4:54
  see
• 4:54
  that
• 4:54
  all
• 4:55
  the
• 4:55
  time,
• 4:55
  don't
• 4:55
  we?
• 4:56
  I
• 4:56
  was
• 4:56
  reading.
• 4:56
  Or
• 4:57
  watching.
• 4:57
  I
• 4:58
  shouldn't
• 4:58
  say
• 4:58
  reading.
• 4:58
  I
• 4:58
  wasn't
• 4:59
  reading.
• 4:59
  I
• 4:59
  was
• 4:59
  watching
• 5:00
  on
• 5:00
  TikTok.
• 5:01
  Some
• 5:01
  people
• 5:01
  blogging
• 5:02
  and
• 5:02
  vlogging
• 5:03
  about
• 5:03
  these
• 5:03
  crumbles
• 5:04
  that
• 5:04
  are
• 5:04
  going
• 5:04
  massively
• 5:05
  viral.
• 5:06
  Over
• 5:06
  on
• 5:06
  TikTok
• 5:07
  and
• 5:07
  Instagram
• 5:07
  in
• 5:08
  London,
• 5:08
  it's
• 5:08
  called
• 5:08
  humble
• 5:09
  crumble.
• 5:09
  I
• 5:09
  think
• 5:09
  it
• 5:10
  is.
• 5:10
  And
• 5:10
  they
• 5:10
  have
• 5:11
  way
• 5:11
  out
• 5:11
  priced
• 5:12
  the
• 5:12
  market
• 5:12
  when
• 5:12
  it
• 5:12
  comes
• 5:12
  to
• 5:13
  crumble,
• 5:13
  but
• 5:14
  it's
• 5:14
  working
• 5:14
  for
• 5:14
  them
• 5:15
  because
• 5:15
  everyone
• 5:15
  wants
• 5:16
  to
• 5:16
  go
• 5:16
  and
• 5:16
  have
• 5:16
  a
• 5:16
  taste
• 5:17
  of
• 5:17
  this
• 5:17
  crumble.
• 5:17
  Yes,
• 5:18
  they're
• 5:18
  using
• 5:18
  great
• 5:18
  ingredients,
• 5:19
  yes
• 5:19
  it's
• 5:19
  fresh,
• 5:20
  but
• 5:21
  they've
• 5:21
  managed
• 5:21
  to
• 5:21
  price
• 5:21
  themselves
• 5:22
  at
• 5:22
  a
• 5:22
  higher
• 5:22
  price
• 5:23
  point.
• 5:23
  So
• 5:23
  it
• 5:23
  is
• 5:23
  possible
• 5:23
  to
• 5:24
  rip
• 5:24
  up
• 5:24
  the
• 5:24
  rulebook
• 5:24
  and
• 5:25
  do
• 5:25
  things
• 5:25
  your
• 5:25
  own
• 5:25
  way,
• 5:26
  but
• 5:26
  it
• 5:26
  just
• 5:26
  helps
• 5:27
  to
• 5:27
  gauge
• 5:27
  the
• 5:27
  market
• 5:28
  around
• 5:28
  you
• 5:28
  and
• 5:28
  to
• 5:29
  see
• 5:29
  where
• 5:29
  you
• 5:29
  are.
• 5:30
  Now,
• 5:30
  the
• 5:30
  third
• 5:30
  thing
• 5:31
  before
• 5:31
  you
• 5:31
  announce
• 5:32
  any
• 5:32
  prices
• 5:33
  is
• 5:33
  that
• 5:33
  now
• 5:34
  you
• 5:34
  need
• 5:34
  to
• 5:34
  do
• 5:34
  your
• 5:34
  sums.
• 5:35
  And
• 5:35
  this
• 5:35
  is
• 5:36
  the
• 5:36
  part
• 5:36
  I
• 5:36
  think
• 5:36
  a
• 5:37
  lot
• 5:37
  of
• 5:37
  you
• 5:37
  neglect
• 5:38
  when
• 5:38
  it
• 5:38
  comes
• 5:38
  to
• 5:39
  pricing
• 5:39
  products
• 5:39
  and
• 5:40
  services.
• 5:40
  Be
• 5:41
  honest
• 5:41
  with
• 5:41
  yourself,
• 5:42
  when
• 5:42
  was
• 5:42
  the
• 5:42
  last
• 5:42
  time
• 5:43
  you
• 5:43
  actually
• 5:43
  did
• 5:44
  your
• 5:44
  business
• 5:44
  sums?
• 5:45
  Now,
• 5:45
  for
• 5:45
  those
• 5:45
  of
• 5:45
  you
• 5:45
  that
• 5:46
  have
• 5:46
  ever
• 5:46
  gone
• 5:46
  through
• 5:46
  my
• 5:46
  Wedding
• 5:47
  Pro
• 5:47
  Business
• 5:47
  Builder
• 5:48
  program
• 5:48
  or
• 5:49
  thinking
• 5:49
  about
• 5:49
  it,
• 5:50
  then
• 5:50
  this
• 5:50
  is
• 5:50
  a
• 5:51
  huge
• 5:51
  part
• 5:51
  of
• 5:51
  what
• 5:51
  I
• 5:51
  talk
• 5:52
  about
• 5:52
  because
• 5:52
  I,
• 5:52
  I
• 5:53
  honestly
• 5:53
  don't
• 5:53
  think
• 5:53
  you
• 5:53
  can
• 5:53
  run
• 5:54
  a
• 5:54
  proper
• 5:54
  business
• 5:54
  without
• 5:55
  being
• 5:55
  on
• 5:55
  top
• 5:55
  of
• 5:55
  your
• 5:56
  finances.
• 5:56
  If
• 5:56
  you're
• 5:57
  trying
• 5:57
  to
• 5:57
  run
• 5:57
  a
• 5:57
  hobby
• 5:57
  and
• 5:58
  just
• 5:58
  earn
• 5:58
  a
• 5:58
  bit
• 5:58
  of
• 5:58
  extra
• 5:58
  cash
• 5:59
  on
• 5:59
  the
• 5:59
  side,
• 5:59
  that's
• 5:59
  one
• 6:00
  thing.
• 6:00
  But
• 6:00
  if
• 6:00
  you
• 6:00
  want
• 6:00
  to
• 6:00
  be
• 6:01
  serious
• 6:01
  about
• 6:01
  business,
• 6:01
  you
• 6:02
  have
• 6:02
  to
• 6:02
  understand
• 6:03
  and
• 6:03
  know
• 6:03
  your
• 6:03
  numbers.
• 6:04
  That
• 6:04
  means
• 6:04
  you
• 6:05
  need
• 6:05
  to
• 6:05
  understand
• 6:05
  how
• 6:06
  much
• 6:06
  it's
• 6:06
  costing
• 6:06
  you
• 6:07
  to
• 6:07
  run
• 6:07
  your
• 6:07
  business
• 6:08
  and
• 6:08
  therefore
• 6:09
  how
• 6:09
  much
• 6:09
  you
• 6:09
  need
• 6:09
  to
• 6:10
  charge
• 6:10
  to
• 6:10
  make
• 6:10
  a
• 6:10
  profit.
• 6:11
  The
• 6:11
  thing
• 6:11
  is,
• 6:11
  even
• 6:12
  if
• 6:12
  you
• 6:12
  do
• 6:12
  no
• 6:12
  bookings
• 6:13
  in
• 6:13
  the
• 6:14
  next
• 6:14
  year,
• 6:14
  your
• 6:14
  business
• 6:15
  will
• 6:15
  cost
• 6:15
  you
• 6:15
  to
• 6:15
  run.
• 6:16
  That
• 6:16
  is
• 6:16
  the
• 6:16
  nature
• 6:17
  of
• 6:17
  it.
• 6:17
  There
• 6:17
  will
• 6:17
  be
• 6:17
  overhead
• 6:18
  costs
• 6:18
  to
• 6:18
  running
• 6:19
  a
• 6:19
  business.
• 6:19
  Things
• 6:19
  like
• 6:20
  your
• 6:20
  website
• 6:21
  hosting,
• 6:21
  your
• 6:22
  email
• 6:22
  hosting,
• 6:23
  maybe
• 6:23
  insurances,
• 6:24
  maybe
• 6:24
  your
• 6:25
  paying
• 6:25
  to
• 6:25
  be
• 6:25
  on
• 6:25
  a
• 6:25
  directory.
• 6:26
  All
• 6:26
  of
• 6:26
  these
• 6:26
  costs
• 6:27
  are
• 6:27
  in
• 6:27
  your
• 6:27
  business
• 6:28
  whether
• 6:28
  or
• 6:28
  not
• 6:29
  you
• 6:29
  take
• 6:29
  a
• 6:29
  booking
• 6:30
  in
• 6:30
  the
• 6:30
  next
• 6:30
  year
• 6:30
  or
• 6:30
  not.
• 6:31
  So
• 6:31
  you
• 6:31
  have
• 6:31
  to
• 6:32
  be
• 6:32
  on
• 6:32
  top
• 6:32
  of
• 6:32
  the
• 6:32
  numbers.
• 6:33
  So
• 6:33
  that's
• 6:33
  the
• 6:33
  first
• 6:33
  thing
• 6:33
  you
• 6:33
  need
• 6:34
  to
• 6:34
  do
• 6:34
  is
• 6:34
  need
• 6:34
  to
• 6:34
  look
• 6:35
  at
• 6:35
  those
• 6:35
  overhead
• 6:35
  costs.
• 6:36
  The
• 6:36
  second
• 6:36
  thing
• 6:37
  you
• 6:37
  need
• 6:37
  to
• 6:37
  do
• 6:37
  is
• 6:37
  look
• 6:37
  at
• 6:38
  costs
• 6:38
  associated
• 6:39
  with
• 6:39
  a
• 6:39
  certain
• 6:39
  kind
• 6:40
  of
• 6:40
  booking.
• 6:40
  For
• 6:40
  example,
• 6:41
  there's
• 6:41
  no
• 6:41
  point
• 6:41
  me
• 6:42
  saying
• 6:42
  I
• 6:42
  will
• 6:42
  sell
• 6:42
  you
• 6:43
  a
• 6:43
  wedding
• 6:43
  cake
• 6:43
  for
• 6:44
  £20
• 6:45
  if
• 6:45
  when
• 6:45
  I
• 6:45
  do
• 6:45
  my
• 6:46
  sums
• 6:46
  I
• 6:46
  realize
• 6:46
  that
• 6:47
  the
• 6:47
  eggs,
• 6:47
  flour,
• 6:47
  milk,
• 6:48
  etc.
• 6:49
  Needed
• 6:49
  to
• 6:49
  make
• 6:49
  that
• 6:50
  cake
• 6:50
  are
• 6:50
  25
• 6:51
  pounds
• 6:51
  because
• 6:51
  I'm
• 6:52
  already
• 6:52
  operating
• 6:53
  at
• 6:53
  a
• 6:53
  loss.
• 6:53
  So
• 6:54
  you
• 6:54
  need
• 6:54
  to
• 6:54
  look
• 6:54
  at
• 6:55
  the
• 6:55
  costs
• 6:55
  associ
• 6:56
  with
• 6:56
  that
• 6:57
  individual
• 6:57
  product.
• 6:59
  So
• 6:59
  with
• 6:59
  both
• 6:59
  of
• 6:59
  those
• 7:00
  numbers
• 7:00
  in
• 7:00
  mind,
• 7:00
  understanding
• 7:01
  your
• 7:01
  overhead
• 7:02
  costs,
• 7:02
  maybe
• 7:02
  your
• 7:02
  freelance
• 7:03
  costs,
• 7:03
  your
• 7:03
  travel
• 7:04
  costs,
• 7:04
  and
• 7:04
  understanding
• 7:05
  the
• 7:05
  direct
• 7:05
  cost
• 7:06
  to
• 7:06
  that
• 7:06
  product
• 7:06
  or
• 7:07
  service,
• 7:07
  you
• 7:08
  now
• 7:08
  know
• 7:09
  how
• 7:09
  much
• 7:09
  at
• 7:09
  a
• 7:10
  minimum
• 7:10
  you
• 7:10
  need
• 7:10
  to
• 7:11
  be
• 7:11
  charging
• 7:11
  in
• 7:11
  order
• 7:12
  to
• 7:12
  break
• 7:12
  even.
• 7:13
  And
• 7:13
  then
• 7:13
  of
• 7:13
  course,
• 7:14
  you
• 7:14
  want
• 7:14
  to
• 7:14
  make
• 7:14
  sure
• 7:14
  you're
• 7:15
  making
• 7:15
  money
• 7:15
  on
• 7:15
  top
• 7:15
  of
• 7:16
  that.
• 7:16
  The
• 7:16
  other
• 7:16
  thing
• 7:16
  is
• 7:17
  when
• 7:17
  you're
• 7:17
  doing
• 7:17
  your
• 7:17
  sums
• 7:18
  is
• 7:18
  you
• 7:18
  want
• 7:18
  to
• 7:18
  look
• 7:18
  at
• 7:18
  how
• 7:19
  hard
• 7:19
  you
• 7:19
  want
• 7:19
  to
• 7:19
  be
• 7:19
  working
• 7:20
  and
• 7:20
  how
• 7:20
  often
• 7:21
  you
• 7:21
  want
• 7:21
  to
• 7:21
  be
• 7:21
  working.
• 7:22
  Because
• 7:22
  you
• 7:22
  could
• 7:23
  undercut
• 7:23
  everyone
• 7:24
  and
• 7:24
  say,
• 7:25
  yes,
• 7:25
  everyone
• 7:25
  else
• 7:26
  is
• 7:26
  going
• 7:26
  out
• 7:26
  for
• 7:26
  1000
• 7:27
  pounds,
• 7:27
  1500
• 7:28
  pounds
• 7:28
  a
• 7:28
  day
• 7:29
  for
• 7:29
  wedding
• 7:29
  photography.
• 7:30
  I'm
• 7:30
  happy
• 7:30
  to
• 7:30
  do
• 7:30
  it
• 7:31
  for
• 7:31
  100
• 7:31
  quid.
• 7:31
  Or
• 7:32
  you
• 7:32
  have
• 7:32
  to
• 7:32
  do
• 7:33
  15
• 7:33
  weddings
• 7:34
  compared
• 7:35
  to
• 7:35
  the
• 7:35
  one
• 7:35
  wedding
• 7:35
  that
• 7:36
  the
• 7:36
  photographer
• 7:36
  has
• 7:37
  to
• 7:37
  do
• 7:37
  for
• 7:37
  £1,500.
• 7:38
  If
• 7:38
  you're
• 7:39
  going
• 7:39
  to
• 7:39
  charge
• 7:39
  £100,
• 7:40
  right.
• 7:40
  So
• 7:40
  you
• 7:41
  need
• 7:41
  to
• 7:41
  think
• 7:41
  about,
• 7:42
  do
• 7:42
  I
• 7:42
  really
• 7:42
  want
• 7:42
  to
• 7:43
  work
• 7:43
  that
• 7:43
  much
• 7:43
  for
• 7:44
  that
• 7:44
  little
• 7:44
  money
• 7:44
  or
• 7:45
  am
• 7:45
  I
• 7:45
  going
• 7:45
  to
• 7:45
  burn
• 7:46
  out?
• 7:46
  So
• 7:46
  if
• 7:46
  you
• 7:47
  know
• 7:47
  that
• 7:47
  you
• 7:47
  don't
• 7:47
  want
• 7:47
  to
• 7:48
  work
• 7:48
  like
• 7:48
  a
• 7:48
  crazy
• 7:49
  person,
• 7:49
  then
• 7:50
  you
• 7:50
  need
• 7:50
  to
• 7:50
  make
• 7:50
  sure
• 7:51
  you
• 7:51
  price
• 7:51
  yourself
• 7:52
  accordingly.
• 7:53
  So
• 7:53
  have
• 7:53
  you
• 7:53
  done
• 7:54
  these
• 7:54
  sums?
• 7:54
  Have
• 7:54
  you
• 7:55
  actually
• 7:55
  gone
• 7:55
  through
• 7:56
  and
• 7:56
  worked
• 7:56
  this
• 7:56
  stuff
• 7:57
  out?
• 7:57
  And
• 7:58
  if
• 7:58
  you
• 7:58
  haven't,
• 7:59
  now
• 7:59
  is
• 7:59
  the
• 8:00
  time
• 8:00
  to
• 8:00
  go
• 8:00
  back
• 8:00
  and
• 8:00
  start
• 8:01
  doing
• 8:01
  these
• 8:01
  sums.
• 8:01
  Because
• 8:02
  often
• 8:02
  when
• 8:02
  people
• 8:03
  go
• 8:03
  through
• 8:03
  my
• 8:03
  business
• 8:03
  builder
• 8:04
  program
• 8:04
  or
• 8:04
  I
• 8:05
  work
• 8:05
  with
• 8:05
  people
• 8:05
  one
• 8:05
  to
• 8:06
  one
• 8:06
  and
• 8:06
  we
• 8:06
  start
• 8:07
  talking
• 8:07
  about
• 8:07
  the
• 8:07
  sums,
• 8:08
  they
• 8:08
  realize
• 8:09
  that
• 8:09
  there's
• 8:09
  some
• 8:09
  parts
• 8:10
  of
• 8:10
  their
• 8:10
  business
• 8:10
  that
• 8:10
  are
• 8:11
  a
• 8:11
  lot
• 8:11
  less
• 8:11
  profitable
• 8:12
  than
• 8:12
  they
• 8:12
  thought.
• 8:12
  And
• 8:13
  if
• 8:13
  they
• 8:13
  want
• 8:13
  to
• 8:13
  ever
• 8:14
  earn
• 8:14
  some
• 8:15
  decent
• 8:15
  money
• 8:16
  for
• 8:16
  their
• 8:16
  family,
• 8:16
  they're
• 8:17
  going
• 8:17
  to
• 8:17
  have
• 8:17
  to
• 8:17
  do
• 8:17
  a
• 8:17
  huge
• 8:18
  amount
• 8:18
  of
• 8:18
  work
• 8:19
  at
• 8:19
  the
• 8:19
  prices
• 8:20
  they're
• 8:20
  currently
• 8:20
  charging.
• 8:20
  And
• 8:21
  often
• 8:21
  it's
• 8:21
  a
• 8:21
  wake
• 8:22
  up
• 8:22
  call
• 8:22
  to
• 8:22
  realize,
• 8:22
  oh
• 8:23
  yeah,
• 8:23
  okay,
• 8:23
  undercutting
• 8:24
  everyone
• 8:24
  isn't
• 8:25
  the
• 8:25
  way
• 8:25
  forward
• 8:25
  for
• 8:26
  this.
• 8:26
  Unless
• 8:26
  I
• 8:26
  want
• 8:27
  to
• 8:27
  work
• 8:27
  all
• 8:27
  of
• 8:27
  the
• 8:27
  hours
• 8:27
  of
• 8:28
  the
• 8:28
  day,
• 8:28
  never
• 8:28
  take
• 8:29
  a
• 8:29
  break,
• 8:29
  and
• 8:30
  have
• 8:30
  to
• 8:30
  do
• 8:30
  15
• 8:30
  times
• 8:31
  more
• 8:31
  weddings
• 8:31
  than
• 8:31
  everyone
• 8:32
  else.
• 8:32
  So
• 8:33
  those
• 8:33
  three
• 8:34
  things
• 8:34
  together
• 8:34
  are
• 8:35
  going
• 8:35
  to
• 8:35
  help
• 8:35
  you
• 8:35
  start
• 8:36
  thinking
• 8:36
  about
• 8:36
  your
• 8:37
  pricing.
• 8:37
  So
• 8:37
  let
• 8:38
  me
• 8:38
  recap
• 8:38
  those.
• 8:38
  First
• 8:39
  of
• 8:39
  all,
• 8:39
  you
• 8:39
  need
• 8:39
  to
• 8:40
  look
• 8:40
  at
• 8:40
  who
• 8:40
  you're
• 8:41
  trying
• 8:41
  to
• 8:41
  target.
• 8:41
  Are
• 8:42
  you
• 8:42
  going
• 8:42
  for
• 8:42
  the
• 8:42
  high
• 8:43
  end
• 8:43
  market?
• 8:43
  Are
• 8:43
  you
• 8:43
  going
• 8:43
  for
• 8:44
  the
• 8:44
  DIY
• 8:44
  market?
• 8:44
  You're
• 8:45
  going
• 8:45
  for
• 8:45
  the
• 8:45
  mid
• 8:45
  range
• 8:46
  market,
• 8:46
  where
• 8:46
  do
• 8:47
  you
• 8:47
  want
• 8:47
  to
• 8:47
  be?
• 8:47
  Who
• 8:47
  are
• 8:48
  you
• 8:48
  trying
• 8:48
  to
• 8:48
  talk
• 8:48
  to
• 8:49
  in
• 8:49
  your
• 8:49
  marketing
• 8:49
  and
• 8:49
  advertising?
• 8:50
  What
• 8:50
  kind
• 8:50
  of
• 8:50
  venues
• 8:51
  do
• 8:51
  you
• 8:51
  want
• 8:51
  to
• 8:51
  be
• 8:51
  at?
• 8:52
  Because
• 8:52
  you
• 8:52
  need
• 8:52
  to
• 8:52
  pitch
• 8:52
  yourself
• 8:53
  at
• 8:53
  the
• 8:53
  right
• 8:53
  pricing
• 8:54
  level
• 8:54
  for
• 8:54
  them.
• 8:55
  Secondly,
• 8:55
  you
• 8:56
  need
• 8:56
  to
• 8:56
  look
• 8:56
  around
• 8:57
  at
• 8:57
  your
• 8:57
  local
• 8:58
  market
• 8:58
  and
• 8:58
  what
• 8:58
  people
• 8:59
  are
• 8:59
  charging
• 9:00
  in
• 9:00
  that
• 9:00
  market
• 9:00
  for
• 9:01
  for
• 9:01
  that
• 9:01
  niche.
• 9:02
  And
• 9:02
  then
• 9:02
  thirdly,
• 9:03
  you
• 9:03
  need
• 9:03
  to
• 9:03
  go
• 9:03
  ahead
• 9:04
  and
• 9:04
  start
• 9:04
  doing
• 9:04
  the
• 9:05
  sums.
• 9:05
  Now,
• 9:05
  this
• 9:05
  is
• 9:05
  going
• 9:06
  to
• 9:06
  sound
• 9:06
  a
• 9:06
  bit
• 9:06
  counterintuitive,
• 9:07
  but
• 9:07
  it
• 9:07
  is
• 9:07
  really
• 9:07
  Important
• 9:08
  you
• 9:08
  do
• 9:08
  this
• 9:09
  because
• 9:09
  actually
• 9:10
  if
• 9:10
  you
• 9:10
  do
• 9:10
  your
• 9:11
  sums
• 9:11
  and
• 9:11
  you
• 9:11
  work
• 9:11
  out
• 9:11
  okay,
• 9:12
  I
• 9:12
  can
• 9:12
  be
• 9:12
  perfectly
• 9:13
  profitable
• 9:13
  at
• 9:14
  a
• 9:14
  thousand
• 9:14
  pounds
• 9:14
  a
• 9:15
  time.
• 9:15
  But
• 9:15
  you
• 9:15
  want
• 9:15
  to
• 9:15
  go
• 9:16
  after
• 9:16
  the
• 9:16
  luxury
• 9:16
  market.
• 9:17
  There
• 9:17
  is
• 9:17
  such
• 9:18
  a
• 9:18
  thing
• 9:18
  as
• 9:18
  being
• 9:19
  too
• 9:19
  cheap.
• 9:20
  Now
• 9:20
  I
• 9:20
  think
• 9:21
  sometimes
• 9:21
  I
• 9:21
  fall
• 9:22
  into
• 9:22
  this
• 9:22
  category
• 9:22
  and
• 9:23
  I
• 9:23
  know
• 9:23
  that
• 9:23
  I
• 9:23
  should
• 9:24
  charge
• 9:24
  more
• 9:24
  because
• 9:25
  I
• 9:25
  want
• 9:25
  to
• 9:25
  be
• 9:25
  affordable
• 9:26
  and
• 9:26
  I
• 9:26
  want
• 9:26
  more
• 9:26
  of
• 9:26
  you
• 9:26
  to
• 9:26
  be
• 9:27
  able
• 9:27
  to
• 9:27
  work
• 9:27
  with
• 9:27
  me.
• 9:28
  But
• 9:28
  what
• 9:28
  can
• 9:28
  happen
• 9:28
  when
• 9:29
  someone
• 9:29
  sees
• 9:29
  you
• 9:30
  as
• 9:30
  too
• 9:30
  cheap
• 9:31
  is
• 9:31
  they
• 9:31
  assume
• 9:32
  wrongly
• 9:33
  that
• 9:33
  what
• 9:33
  you're
• 9:33
  offering
• 9:34
  isn't
• 9:34
  as
• 9:34
  good
• 9:34
  as
• 9:34
  the
• 9:35
  more
• 9:35
  expensive
• 9:35
  person.
• 9:36
  So
• 9:36
  if
• 9:36
  you
• 9:36
  are
• 9:37
  trying
• 9:37
  to
• 9:37
  go
• 9:37
  after
• 9:37
  this
• 9:37
  high
• 9:38
  end
• 9:38
  market
• 9:38
  and
• 9:38
  everyone
• 9:39
  else
• 9:39
  is
• 9:39
  charging
• 9:40
  10
• 9:40
  times
• 9:40
  more
• 9:40
  than
• 9:40
  you,
• 9:41
  what's
• 9:41
  going
• 9:41
  to
• 9:41
  happen
• 9:41
  is
• 9:42
  they're
• 9:42
  going
• 9:42
  to
• 9:42
  look
• 9:42
  at
• 9:42
  you
• 9:42
  and
• 9:42
  think,
• 9:43
  well,
• 9:43
  they
• 9:43
  obviously
• 9:43
  aren't
• 9:43
  as
• 9:43
  good
• 9:44
  or
• 9:44
  don't
• 9:44
  have
• 9:44
  as
• 9:44
  much
• 9:44
  experience,
• 9:45
  so
• 9:45
  you
• 9:46
  can
• 9:46
  actually
• 9:46
  be
• 9:46
  counted
• 9:47
  out
• 9:47
  for
• 9:47
  being
• 9:48
  too
• 9:48
  cheap.
• 9:49
  So
• 9:49
  you
• 9:49
  do
• 9:49
  need
• 9:50
  to
• 9:50
  put
• 9:50
  yourself
• 9:50
  on
• 9:51
  the
• 9:51
  right
• 9:51
  level
• 9:51
  and
• 9:51
  you
• 9:52
  do
• 9:52
  need
• 9:52
  to
• 9:52
  do
• 9:52
  some
• 9:53
  serious
• 9:53
  research
• 9:54
  into
• 9:54
  this.
• 9:54
  Start
• 9:55
  looking
• 9:55
  at
• 9:56
  competitors,
• 9:56
  start
• 9:56
  looking
• 9:57
  at
• 9:57
  the
• 9:57
  people
• 9:57
  in
• 9:57
  your
• 9:57
  market
• 9:57
  that
• 9:58
  you
• 9:58
  aspire
• 9:59
  to
• 9:59
  be
• 9:59
  like
• 9:59
  and
• 10:00
  look
• 10:00
  at
• 10:00
  roughly
• 10:01
  where
• 10:01
  they're
• 10:02
  pricing
• 10:02
  themselves.
• 10:03
  Look
• 10:03
  at
• 10:03
  your
• 10:03
  own
• 10:04
  sums
• 10:04
  and
• 10:04
  then,
• 10:04
  then
• 10:05
  come
• 10:05
  up
• 10:05
  with
• 10:05
  your
• 10:05
  own
• 10:05
  prices.
• 10:06
  Things
• 10:06
  not
• 10:06
  to
• 10:07
  do
• 10:07
  though,
• 10:07
  are
• 10:07
  to
• 10:07
  just
• 10:08
  copy
• 10:08
  someone
• 10:08
  else's
• 10:09
  prices
• 10:09
  and
• 10:09
  packages
• 10:10
  and
• 10:10
  do
• 10:10
  it
• 10:10
  identically
• 10:11
  because
• 10:11
  their
• 10:11
  wants
• 10:12
  and
• 10:12
  desires
• 10:12
  may
• 10:12
  be
• 10:12
  very
• 10:13
  different
• 10:13
  to
• 10:13
  yours.
• 10:14
  And
• 10:14
  secondly,
• 10:14
  don't
• 10:15
  just
• 10:15
  look
• 10:15
  at
• 10:15
  your
• 10:15
  nearest
• 10:16
  competitor
• 10:16
  and
• 10:16
  undercut
• 10:17
  them
• 10:17
  by
• 10:17
  £50.
• 10:18
  That's
• 10:18
  not
• 10:18
  a
• 10:18
  great
• 10:19
  way
• 10:19
  to
• 10:19
  do
• 10:19
  business,
• 10:19
  it's
• 10:20
  not
• 10:20
  particularly
• 10:20
  ethical.
• 10:21
  And
• 10:21
  just
• 10:21
  think
• 10:22
  about
• 10:22
  whether
• 10:22
  or
• 10:23
  not
• 10:23
  you
• 10:23
  really
• 10:23
  need
• 10:23
  to
• 10:23
  do
• 10:24
  that,
• 10:24
  because
• 10:24
  actually
• 10:24
  you
• 10:24
  could
• 10:24
  charge
• 10:25
  the
• 10:25
  same
• 10:25
  or
• 10:25
  similar
• 10:26
  to
• 10:26
  them
• 10:26
  and
• 10:26
  still
• 10:26
  walk
• 10:27
  away
• 10:27
  with
• 10:27
  the
• 10:27
  work
• 10:28
  and
• 10:28
  be
• 10:28
  paid
• 10:29
  properly
• 10:29
  for
• 10:29
  it.
• 10:30
  Once
• 10:30
  you've
• 10:30
  done
• 10:30
  all
• 10:31
  those
• 10:31
  things
• 10:31
  and
• 10:31
  you
• 10:31
  start
• 10:31
  putting
• 10:32
  your
• 10:32
  prices
• 10:32
  out
• 10:32
  into
• 10:33
  the
• 10:33
  market,
• 10:33
  it's
• 10:34
  a
• 10:34
  testing
• 10:34
  ground.
• 10:34
  Now
• 10:35
  is
• 10:35
  the
• 10:35
  time
• 10:35
  to
• 10:35
  be
• 10:36
  testing
• 10:36
  those
• 10:36
  prices.
• 10:37
  See
• 10:37
  what
• 10:37
  feedback
• 10:38
  you
• 10:38
  get.
• 10:38
  Now,
• 10:39
  if
• 10:39
  you
• 10:39
  are
• 10:39
  getting
• 10:39
  the
• 10:39
  wrong
• 10:40
  feedback,
• 10:40
  it
• 10:40
  doesn't
• 10:41
  necessarily
• 10:41
  mean
• 10:41
  that
• 10:42
  you're
• 10:42
  too
• 10:42
  cheap
• 10:42
  or
• 10:42
  too
• 10:43
  expensive,
• 10:43
  but
• 10:43
  it
• 10:43
  could
• 10:44
  be
• 10:44
  that
• 10:44
  your
• 10:44
  marketing
• 10:45
  and
• 10:45
  advertising
• 10:46
  is
• 10:46
  not
• 10:47
  matching
• 10:47
  your
• 10:48
  prices.
• 10:48
  So
• 10:48
  if
• 10:49
  there's
• 10:49
  a
• 10:49
  disconnect
• 10:50
  between
• 10:50
  the
• 10:50
  price
• 10:50
  that
• 10:50
  you're
• 10:51
  charging
• 10:51
  and
• 10:52
  all
• 10:52
  of
• 10:52
  your
• 10:52
  images
• 10:53
  and
• 10:53
  the
• 10:53
  way
• 10:53
  that
• 10:53
  you
• 10:53
  work
• 10:54
  and
• 10:54
  how
• 10:54
  you
• 10:54
  offer
• 10:54
  your
• 10:55
  service,
• 10:55
  then
• 10:55
  that
• 10:56
  will
• 10:56
  cause
• 10:56
  people
• 10:57
  to
• 10:57
  worry.
• 10:57
  Just
• 10:58
  think
• 10:58
  about
• 10:58
  something
• 10:58
  like
• 10:59
  the
• 10:59
  car
• 10:59
  market,
• 11:00
  right?
• 11:00
  You
• 11:00
  have
• 11:00
  the
• 11:00
  luxury
• 11:01
  high
• 11:01
  end
• 11:01
  cars
• 11:02
  and
• 11:02
  then
• 11:02
  you
• 11:02
  have
• 11:02
  the
• 11:02
  cheaper
• 11:03
  secondhand
• 11:03
  cars.
• 11:04
  You
• 11:04
  have
• 11:04
  new
• 11:04
  cars
• 11:04
  that
• 11:04
  are
• 11:05
  cheaper,
• 11:05
  you
• 11:05
  have
• 11:05
  new
• 11:05
  cars
• 11:06
  that
• 11:06
  are
• 11:06
  more
• 11:06
  expensive.
• 11:06
  But
• 11:07
  we
• 11:07
  expect
• 11:07
  as
• 11:08
  consumers
• 11:08
  that
• 11:08
  the
• 11:09
  advertising
• 11:09
  the
• 11:09
  marketing,
• 11:10
  the
• 11:10
  experience
• 11:10
  will
• 11:11
  match
• 11:11
  the
• 11:11
  price
• 11:11
  tag.
• 11:12
  So
• 11:12
  if
• 11:12
  we
• 11:12
  are
• 11:12
  going
• 11:13
  for
• 11:13
  a
• 11:13
  top
• 11:13
  of
• 11:13
  the
• 11:13
  range,
• 11:14
  very
• 11:14
  expensive
• 11:14
  car,
• 11:15
  say
• 11:15
  a
• 11:15
  Bentley,
• 11:16
  then
• 11:16
  we
• 11:16
  would
• 11:16
  expect
• 11:17
  every
• 11:17
  moment
• 11:17
  of
• 11:17
  that
• 11:18
  experience
• 11:18
  to
• 11:18
  be
• 11:18
  incredibly
• 11:19
  luxurious.
• 11:20
  We
• 11:20
  would
• 11:20
  expect
• 11:21
  the
• 11:21
  interior
• 11:21
  of
• 11:22
  that
• 11:22
  car
• 11:22
  to
• 11:22
  be
• 11:23
  elegant
• 11:23
  and
• 11:23
  luxurious
• 11:24
  because
• 11:24
  it
• 11:25
  needs
• 11:25
  to
• 11:25
  match
• 11:25
  the
• 11:25
  pricing.
• 11:26
  If
• 11:26
  we
• 11:26
  went
• 11:27
  to
• 11:27
  the
• 11:27
  Bentley
• 11:27
  garage
• 11:28
  and
• 11:28
  they
• 11:28
  were
• 11:28
  trying
• 11:28
  to
• 11:28
  make
• 11:29
  us
• 11:29
  spend
• 11:29
  all
• 11:29
  of
• 11:30
  this
• 11:30
  money
• 11:30
  on
• 11:30
  a
• 11:30
  car,
• 11:31
  and
• 11:31
  yet
• 11:31
  it
• 11:31
  was
• 11:31
  a
• 11:32
  dirty
• 11:32
  showroom
• 11:33
  with
• 11:33
  no
• 11:33
  parking
• 11:33
  spaces,
• 11:34
  no
• 11:34
  nice
• 11:35
  coffee
• 11:35
  machine,
• 11:35
  dirty
• 11:36
  chairs,
• 11:36
  there
• 11:36
  would
• 11:37
  be
• 11:37
  a
• 11:37
  massive,
• 11:37
  massive
• 11:37
  disconnect
• 11:38
  there
• 11:38
  and
• 11:38
  we
• 11:39
  would
• 11:39
  be
• 11:39
  put
• 11:39
  off.
• 11:39
  Now
• 11:40
  that's
• 11:40
  an
• 11:40
  extreme
• 11:41
  example,
• 11:41
  but
• 11:41
  sometimes
• 11:42
  the
• 11:42
  same
• 11:42
  thing
• 11:42
  can
• 11:42
  happen
• 11:42
  in
• 11:42
  your
• 11:43
  business.
• 11:43
  If
• 11:43
  you're
• 11:44
  saying,
• 11:44
  I'm
• 11:44
  going
• 11:44
  to
• 11:44
  go
• 11:44
  for
• 11:44
  the
• 11:45
  luxury
• 11:45
  market
• 11:45
  and
• 11:45
  you're
• 11:46
  super
• 11:46
  confident
• 11:46
  in
• 11:46
  that,
• 11:47
  but
• 11:47
  your
• 11:47
  images
• 11:48
  aren't
• 11:48
  reflecting
• 11:48
  that
• 11:49
  and
• 11:49
  your
• 11:49
  advertising
• 11:50
  isn't
• 11:50
  reflecting
• 11:50
  that,
• 11:51
  your
• 11:51
  website
• 11:51
  is
• 11:51
  outdated
• 11:52
  and
• 11:52
  not
• 11:52
  reflecting
• 11:53
  that,
• 11:53
  the
• 11:53
  places
• 11:54
  that
• 11:54
  you're
• 11:54
  working
• 11:54
  are
• 11:55
  not
• 11:55
  reflecting
• 11:55
  that,
• 11:55
  the
• 11:56
  way
• 11:56
  that
• 11:56
  you
• 11:56
  offer
• 11:56
  customer
• 11:57
  service
• 11:57
  isn't
• 11:58
  going
• 11:58
  above
• 11:58
  and
• 11:58
  beyond
• 11:59
  that
• 11:59
  the
• 11:59
  luxury
• 11:59
  market
• 12:00
  expects.
• 12:00
  Then
• 12:01
  people
• 12:01
  will
• 12:01
  just
• 12:02
  think,
• 12:02
  I'm
• 12:02
  not
• 12:02
  paying
• 12:03
  for
• 12:03
  that.
• 12:03
  So
• 12:03
  you
• 12:03
  do
• 12:04
  need
• 12:04
  to
• 12:04
  do
• 12:04
  a
• 12:04
  bit
• 12:04
  of
• 12:04
  testing
• 12:05
  and
• 12:05
  you
• 12:05
  do
• 12:05
  need
• 12:05
  to
• 12:05
  do
• 12:05
  a
• 12:05
  bit
• 12:06
  of
• 12:06
  self
• 12:06
  reflection
• 12:07
  as
• 12:07
  well.
• 12:08
  The
• 12:08
  conclusion
• 12:08
  of
• 12:09
  that
• 12:09
  section
• 12:09
  really
• 12:09
  is
• 12:10
  that
• 12:10
  there
• 12:10
  is
• 12:10
  no
• 12:10
  right
• 12:10
  or
• 12:11
  wrong
• 12:11
  when
• 12:11
  it
• 12:11
  comes
• 12:11
  to
• 12:11
  pricing.
• 12:12
  You
• 12:12
  can
• 12:12
  price
• 12:12
  yourself
• 12:13
  however
• 12:13
  you
• 12:13
  want.
• 12:13
  Now
• 12:14
  I
• 12:14
  am
• 12:14
  going
• 12:14
  to
• 12:14
  give
• 12:14
  you
• 12:15
  one
• 12:15
  little
• 12:15
  example.
• 12:15
  I've
• 12:16
  talked
• 12:16
  about
• 12:16
  this
• 12:16
  before,
• 12:16
  but
• 12:17
  you
• 12:17
  may
• 12:17
  not
• 12:17
  have
• 12:17
  heard
• 12:17
  me
• 12:18
  talk
• 12:18
  about
• 12:18
  it,
• 12:18
  and
• 12:18
  that
• 12:19
  is
• 12:19
  having
• 12:19
  the
• 12:20
  pricing
• 12:20
  model
• 12:20
  of
• 12:20
  just
• 12:21
  trying
• 12:21
  to
• 12:21
  be
• 12:21
  the
• 12:21
  cheapest.
• 12:22
  I
• 12:22
  really
• 12:22
  think
• 12:23
  this
• 12:23
  is
• 12:23
  a
• 12:23
  terrible
• 12:24
  idea.
• 12:24
  Now,
• 12:25
  we
• 12:25
  see
• 12:25
  it
• 12:25
  all
• 12:25
  of
• 12:26
  the
• 12:26
  time
• 12:26
  and
• 12:26
  I'm
• 12:26
  sure
• 12:26
  you've
• 12:27
  seen
• 12:27
  it
• 12:27
  as
• 12:27
  well,
• 12:27
  particularly
• 12:28
  if
• 12:28
  you're
• 12:28
  in
• 12:28
  some
• 12:29
  of
• 12:29
  these
• 12:29
  Facebook
• 12:29
  groups
• 12:30
  online
• 12:30
  where
• 12:31
  you
• 12:31
  have
• 12:31
  loads
• 12:31
  of
• 12:31
  people
• 12:32
  in
• 12:32
  there
• 12:32
  planning
• 12:32
  their
• 12:33
  weddings
• 12:33
  and
• 12:33
  people
• 12:33
  posting
• 12:34
  really,
• 12:35
  really
• 12:35
  cheap
• 12:35
  offers.
• 12:36
  Now,
• 12:36
  sometimes
• 12:37
  we
• 12:37
  can
• 12:37
  look
• 12:37
  at
• 12:37
  that
• 12:37
  and
• 12:37
  we
• 12:37
  can
• 12:38
  feel
• 12:38
  a
• 12:38
  bit
• 12:38
  like,
• 12:38
  oh,
• 12:39
  we're
• 12:39
  never
• 12:39
  going
• 12:39
  to
• 12:40
  be
• 12:40
  able
• 12:40
  to
• 12:40
  compete
• 12:40
  with
• 12:40
  these
• 12:41
  cheap
• 12:41
  people.
• 12:41
  Maybe
• 12:42
  we're
• 12:42
  too
• 12:42
  expensive.
• 12:43
  Well,
• 12:43
  I'm
• 12:43
  going
• 12:43
  to
• 12:43
  give
• 12:43
  you
• 12:43
  an
• 12:44
  example
• 12:44
  from
• 12:44
  a
• 12:44
  few
• 12:44
  years
• 12:45
  ago
• 12:45
  to
• 12:45
  show
• 12:46
  you
• 12:46
  why
• 12:46
  you're
• 12:46
  not
• 12:47
  too
• 12:47
  expensive.
• 12:48
  You
• 12:48
  see,
• 12:49
  there's
• 12:49
  always
• 12:49
  going
• 12:50
  to
• 12:50
  be
• 12:50
  someone
• 12:50
  who
• 12:50
  is
• 12:50
  willing
• 12:51
  to
• 12:51
  do
• 12:51
  it
• 12:51
  cheaper
• 12:51
  than
• 12:52
  you.
• 12:52
  Does
• 12:52
  that
• 12:52
  mean
• 12:52
  that
• 12:53
  they've
• 12:53
  got
• 12:53
  the
• 12:53
  quality
• 12:53
  level
• 12:54
  of
• 12:54
  you?
• 12:54
  Not
• 12:54
  necessarily.
• 12:55
  Does
• 12:55
  that
• 12:55
  mean
• 12:55
  they're
• 12:55
  properly
• 12:56
  insured,
• 12:56
  properly
• 12:56
  experienced?
• 12:57
  Not
• 12:57
  necessarily.
• 12:58
  But
• 12:58
  you
• 12:58
  cannot
• 12:59
  compete
• 12:59
  with
• 12:59
  people
• 12:59
  trying
• 13:00
  to
• 13:00
  be
• 13:00
  cheaper.
• 13:00
  A
• 13:01
  few
• 13:01
  years
• 13:01
  ago
• 13:01
  I
• 13:01
  conducted
• 13:02
  an
• 13:02
  experiment
• 13:02
  myself
• 13:03
  in
• 13:03
  order
• 13:04
  to
• 13:04
  try
• 13:04
  and
• 13:04
  prove
• 13:05
  this
• 13:05
  to
• 13:05
  my
• 13:05
  members.
• 13:06
  So
• 13:06
  I
• 13:06
  went
• 13:06
  into
• 13:07
  A
• 13:07
  Facebook
• 13:07
  group
• 13:08
  posing
• 13:08
  as
• 13:09
  a
• 13:09
  bride
• 13:09
  and
• 13:10
  posted
• 13:10
  and
• 13:10
  basically
• 13:11
  said,
• 13:11
  I've
• 13:12
  got
• 13:12
  £500
• 13:13
  to
• 13:13
  spend
• 13:13
  on
• 13:13
  my
• 13:14
  photos,
• 13:14
  I
• 13:14
  want
• 13:15
  full
• 13:15
  day
• 13:15
  coverage
• 13:16
  and
• 13:16
  all
• 13:16
  of
• 13:16
  the
• 13:16
  digital
• 13:17
  photos
• 13:17
  who
• 13:18
  would
• 13:18
  be
• 13:18
  willing
• 13:18
  to
• 13:18
  do
• 13:19
  this
• 13:19
  for
• 13:19
  me.
• 13:19
  And
• 13:19
  I
• 13:20
  was
• 13:20
  shocked
• 13:21
  at
• 13:21
  the
• 13:21
  amount
• 13:21
  of
• 13:22
  people
• 13:22
  that
• 13:22
  came
• 13:23
  back
• 13:23
  to
• 13:23
  me
• 13:23
  and
• 13:23
  said,
• 13:24
  I'd
• 13:24
  like
• 13:24
  to
• 13:24
  help
• 13:24
  you,
• 13:24
  I'd
• 13:25
  like
• 13:25
  to
• 13:25
  help
• 13:25
  you
• 13:25
  if
• 13:26
  500
• 13:26
  pound
• 13:26
  is
• 13:26
  nothing
• 13:27
  for
• 13:27
  a
• 13:27
  full
• 13:27
  day
• 13:27
  of
• 13:28
  wedding
• 13:28
  photography.
• 13:28
  So
• 13:29
  then
• 13:29
  I
• 13:29
  went
• 13:29
  back
• 13:29
  into
• 13:29
  another
• 13:30
  group
• 13:30
  and
• 13:30
  did
• 13:30
  the
• 13:30
  same
• 13:31
  experiment
• 13:31
  with
• 13:31
  a
• 13:32
  hundred
• 13:32
  pounds
• 13:32
  and
• 13:33
  I
• 13:33
  still
• 13:33
  got
• 13:33
  loads
• 13:33
  of
• 13:33
  responses.
• 13:34
  And
• 13:34
  then
• 13:35
  I
• 13:35
  went
• 13:35
  back
• 13:35
  into
• 13:35
  this
• 13:36
  another
• 13:36
  group
• 13:36
  and
• 13:36
  I
• 13:37
  did
• 13:37
  the
• 13:37
  same
• 13:37
  experiment
• 13:38
  and
• 13:38
  basically
• 13:39
  said,
• 13:39
  I'm
• 13:39
  looking
• 13:39
  for
• 13:40
  someone
• 13:40
  to
• 13:40
  do
• 13:40
  it
• 13:40
  free
• 13:41
  of
• 13:41
  charge
• 13:41
  for
• 13:42
  experience
• 13:42
  and
• 13:43
  a
• 13:43
  portfolio.
• 13:44
  And
• 13:44
  still
• 13:44
  one
• 13:44
  or
• 13:44
  two
• 13:45
  people
• 13:45
  said
• 13:45
  they
• 13:45
  would
• 13:45
  do
• 13:46
  it.
• 13:46
  Now
• 13:46
  obviously
• 13:47
  I
• 13:47
  was
• 13:47
  trying
• 13:47
  to
• 13:47
  prove
• 13:48
  a
• 13:48
  point
• 13:48
  here
• 13:48
  and
• 13:48
  I
• 13:48
  hope
• 13:49
  that
• 13:49
  that's
• 13:49
  come
• 13:49
  across
• 13:49
  to
• 13:50
  you
• 13:50
  as
• 13:50
  well
• 13:50
  in
• 13:50
  this
• 13:51
  experiment
• 13:51
  in
• 13:51
  that
• 13:52
  I
• 13:52
  was
• 13:52
  trying
• 13:52
  to
• 13:52
  prove
• 13:53
  even
• 13:53
  if
• 13:53
  you
• 13:53
  cut
• 13:53
  your
• 13:54
  prices,
• 13:54
  there
• 13:55
  will
• 13:55
  still
• 13:55
  be
• 13:55
  someone
• 13:55
  willing
• 13:56
  to
• 13:56
  do
• 13:56
  it
• 13:56
  cheaper.
• 13:57
  And
• 13:57
  so
• 13:57
  that
• 13:58
  is
• 13:58
  not
• 13:58
  a
• 13:58
  good
• 13:58
  model
• 13:59
  to
• 13:59
  look
• 13:59
  at.
• 14:00
  There
• 14:00
  is
• 14:00
  no
• 14:00
  point
• 14:01
  trying
• 14:01
  to
• 14:01
  be
• 14:01
  the
• 14:01
  cheapest.
• 14:02
  You
• 14:02
  won't
• 14:02
  be
• 14:02
  profitable.
• 14:03
  If
• 14:03
  someone
• 14:03
  is
• 14:03
  willing
• 14:04
  to
• 14:04
  the
• 14:04
  wedding
• 14:04
  photos
• 14:05
  for
• 14:05
  free,
• 14:05
  let
• 14:06
  them.
• 14:06
  You
• 14:06
  can't
• 14:07
  afford
• 14:07
  to
• 14:07
  do
• 14:07
  the
• 14:07
  wedding
• 14:08
  photos
• 14:08
  for
• 14:08
  free
• 14:09
  in
• 14:09
  your
• 14:09
  business.
• 14:09
  There'd
• 14:10
  have
• 14:10
  to
• 14:10
  be
• 14:10
  a
• 14:10
  really
• 14:10
  good
• 14:10
  reason
• 14:11
  for
• 14:11
  you
• 14:11
  to
• 14:11
  want
• 14:11
  to
• 14:11
  do
• 14:12
  that
• 14:12
  that
• 14:12
  you
• 14:12
  can
• 14:12
  see
• 14:12
  is
• 14:12
  going
• 14:13
  to
• 14:13
  make
• 14:13
  you
• 14:13
  profitable
• 14:13
  in
• 14:14
  the
• 14:14
  future.
• 14:14
  So
• 14:15
  one
• 14:15
  pricing
• 14:15
  strategy
• 14:16
  I
• 14:16
  absolutely
• 14:17
  would
• 14:17
  not
• 14:17
  go
• 14:17
  with
• 14:18
  is
• 14:18
  that
• 14:18
  one,
• 14:18
  and
• 14:19
  that
• 14:19
  is
• 14:19
  trying
• 14:19
  to
• 14:19
  just
• 14:20
  undercut
• 14:21
  everybody.
• 14:22
  Okay,
• 14:22
  so
• 14:22
  you've
• 14:23
  got
• 14:23
  your
• 14:23
  prices,
• 14:23
  you're
• 14:24
  happy
• 14:24
  with
• 14:24
  the
• 14:24
  prices
• 14:25
  that
• 14:25
  you're
• 14:25
  charged,
• 14:25
  you're
• 14:26
  testing
• 14:26
  them,
• 14:26
  you've
• 14:26
  looked
• 14:26
  at
• 14:27
  your
• 14:27
  market
• 14:27
  and
• 14:27
  you
• 14:27
  know
• 14:28
  you're
• 14:28
  happy
• 14:28
  with
• 14:28
  the
• 14:28
  services.
• 14:29
  I
• 14:29
  think
• 14:29
  ultimately
• 14:30
  it's
• 14:30
  important
• 14:30
  that
• 14:30
  you're
• 14:31
  happy
• 14:31
  and
• 14:31
  confident
• 14:32
  with
• 14:32
  what
• 14:32
  you're
• 14:32
  charging
• 14:33
  because
• 14:33
  if
• 14:33
  you
• 14:33
  feel
• 14:34
  unconfident
• 14:34
  with
• 14:34
  what
• 14:34
  you're
• 14:35
  charging,
• 14:35
  that
• 14:35
  will
• 14:35
  come
• 14:36
  across.
• 14:36
  If
• 14:37
  you
• 14:37
  know
• 14:37
  you
• 14:37
  are
• 14:37
  worth
• 14:38
  the
• 14:38
  price
• 14:38
  that
• 14:38
  you're
• 14:38
  charging,
• 14:39
  then
• 14:39
  be
• 14:39
  confident
• 14:40
  with
• 14:40
  it.
• 14:40
  And
• 14:40
  if
• 14:40
  someone
• 14:41
  questions
• 14:41
  it,
• 14:41
  then
• 14:42
  you
• 14:42
  need
• 14:42
  to
• 14:42
  go
• 14:42
  back
• 14:42
  and
• 14:43
  say,
• 14:43
  well,
• 14:43
  that's
• 14:43
  what
• 14:43
  I'm
• 14:44
  worth.
• 14:44
  My
• 14:44
  10
• 14:44
  years
• 14:45
  of
• 14:45
  experience,
• 14:45
  my
• 14:45
  five
• 14:46
  years
• 14:46
  of
• 14:46
  experience,
• 14:47
  all
• 14:47
  of
• 14:47
  the
• 14:47
  stuff
• 14:47
  I
• 14:47
  do
• 14:47
  behind
• 14:48
  the
• 14:48
  scenes,
• 14:48
  the
• 14:48
  customer
• 14:49
  service,
• 14:49
  the
• 14:49
  programs
• 14:50
  I
• 14:50
  use,
• 14:50
  the
• 14:50
  software
• 14:50
  I
• 14:51
  use,
• 14:51
  if
• 14:51
  you
• 14:51
  can
• 14:52
  justify
• 14:52
  your
• 14:52
  pricing,
• 14:53
  people
• 14:53
  won't
• 14:53
  question
• 14:54
  it.
• 14:54
  So
• 14:54
  once
• 14:55
  you've
• 14:55
  got
• 14:55
  your
• 14:55
  pricing,
• 14:56
  the
• 14:56
  next
• 14:56
  question
• 14:56
  is,
• 14:57
  how
• 14:57
  do
• 14:57
  we
• 14:57
  display
• 14:58
  our
• 14:58
  pricing
• 14:59
  on
• 14:59
  our
• 14:59
  websites
• 15:00
  or
• 15:00
  social
• 15:00
  media?
• 15:01
  Now,
• 15:01
  I
• 15:01
  know
• 15:02
  because
• 15:02
  I've
• 15:02
  talked
• 15:02
  about
• 15:03
  this
• 15:03
  on
• 15:03
  stage
• 15:03
  A
• 15:03
  lot
• 15:03
  of
• 15:03
  times
• 15:04
  that
• 15:04
  it's
• 15:04
  still
• 15:04
  quite
• 15:04
  a
• 15:05
  controversial
• 15:05
  issue
• 15:05
  and
• 15:06
  some
• 15:06
  people
• 15:06
  are.
• 15:06
  Are
• 15:07
  still
• 15:07
  hung
• 15:07
  up
• 15:07
  on
• 15:07
  the
• 15:07
  fact
• 15:08
  that
• 15:08
  we
• 15:08
  should
• 15:08
  not
• 15:08
  post
• 15:09
  our
• 15:09
  pricing.
• 15:09
  There
• 15:10
  was
• 15:10
  a
• 15:10
  theory
• 15:10
  back
• 15:11
  in
• 15:11
  the
• 15:11
  day,
• 15:11
  and
• 15:11
  maybe
• 15:12
  it
• 15:12
  worked
• 15:12
  back
• 15:12
  in
• 15:13
  the
• 15:13
  day,
• 15:13
  that
• 15:13
  you
• 15:13
  shouldn't
• 15:14
  tell
• 15:14
  people
• 15:14
  your
• 15:14
  price
• 15:15
  until
• 15:15
  you
• 15:15
  get
• 15:15
  in
• 15:16
  front
• 15:16
  of
• 15:16
  them
• 15:16
  or
• 15:16
  get
• 15:16
  on
• 15:16
  a
• 15:17
  call
• 15:17
  with
• 15:17
  them,
• 15:17
  because
• 15:17
  then
• 15:18
  you
• 15:18
  can
• 15:18
  woo
• 15:18
  them
• 15:18
  and
• 15:19
  upsell
• 15:19
  them.
• 15:20
  Now
• 15:20
  what's
• 15:20
  interesting
• 15:21
  is
• 15:22
  I'm
• 15:22
  going
• 15:22
  to
• 15:22
  go
• 15:23
  back
• 15:23
  to
• 15:23
  the
• 15:23
  car
• 15:23
  market
• 15:24
  again,
• 15:24
  because
• 15:24
  recently
• 15:25
  we
• 15:25
  went
• 15:25
  to
• 15:25
  buy
• 15:26
  a
• 15:26
  new
• 15:26
  car
• 15:26
  and
• 15:26
  buy
• 15:26
  a
• 15:27
  new
• 15:27
  car.
• 15:27
  I
• 15:27
  mean,
• 15:27
  secondhand
• 15:28
  new
• 15:28
  car,
• 15:28
  not
• 15:29
  a
• 15:29
  brand
• 15:29
  new
• 15:29
  car.
• 15:29
  I
• 15:30
  wish
• 15:30
  if
• 15:30
  a
• 15:31
  few
• 15:31
  of
• 15:31
  you
• 15:31
  want
• 15:31
  to
• 15:31
  pay
• 15:31
  me
• 15:31
  a
• 15:31
  bit
• 15:32
  more
• 15:32
  money,
• 15:32
  maybe
• 15:32
  I
• 15:32
  could
• 15:32
  get
• 15:33
  a
• 15:33
  new
• 15:33
  car.
• 15:33
  But
• 15:33
  I
• 15:33
  went
• 15:33
  into
• 15:34
  the
• 15:34
  car
• 15:34
  garage
• 15:34
  and
• 15:35
  we
• 15:35
  were
• 15:35
  trying
• 15:35
  to
• 15:35
  get
• 15:35
  this
• 15:35
  secondhand
• 15:36
  car,
• 15:36
  and
• 15:36
  we
• 15:36
  were
• 15:36
  sat
• 15:37
  down
• 15:37
  talking
• 15:37
  to
• 15:38
  the
• 15:38
  sales
• 15:38
  guy
• 15:39
  and
• 15:39
  he
• 15:39
  said
• 15:39
  to
• 15:39
  us,
• 15:40
  and
• 15:40
  I
• 15:40
  thought
• 15:40
  this
• 15:40
  was
• 15:40
  fascinating
• 15:41
  because
• 15:42
  for
• 15:42
  me,
• 15:42
  the
• 15:43
  car
• 15:43
  garage
• 15:43
  is
• 15:43
  that
• 15:44
  old
• 15:44
  theory
• 15:45
  that
• 15:45
  people
• 15:45
  used
• 15:45
  to
• 15:46
  say
• 15:46
  in
• 15:46
  the
• 15:46
  wedding
• 15:46
  industry,
• 15:47
  get
• 15:47
  these
• 15:47
  people
• 15:47
  in
• 15:47
  front
• 15:48
  of
• 15:48
  them
• 15:48
  in
• 15:48
  the
• 15:48
  car
• 15:48
  garage.
• 15:49
  Once
• 15:49
  you're
• 15:49
  in
• 15:49
  front
• 15:49
  of
• 15:50
  the
• 15:50
  salesman,
• 15:50
  he
• 15:50
  can
• 15:50
  woo
• 15:51
  you
• 15:51
  and
• 15:51
  sell
• 15:51
  you
• 15:52
  the
• 15:52
  car.
• 15:52
  This
• 15:52
  guy
• 15:53
  said
• 15:53
  to
• 15:53
  us,
• 15:53
  car
• 15:54
  sales
• 15:54
  has
• 15:54
  completely
• 15:55
  changed
• 15:56
  in
• 15:56
  this
• 15:56
  new
• 15:57
  era.
• 15:57
  Now
• 15:58
  they're
• 15:58
  saying,
• 15:58
  on
• 15:58
  average,
• 15:59
  before
• 16:00
  a
• 16:00
  customer
• 16:00
  even
• 16:01
  walks
• 16:01
  into
• 16:01
  the
• 16:01
  showroom,
• 16:02
  they've
• 16:02
  done
• 16:03
  nearly
• 16:03
  47
• 16:04
  hours
• 16:04
  of
• 16:05
  their
• 16:05
  own
• 16:05
  own
• 16:06
  research.
• 16:06
  Let
• 16:07
  me
• 16:07
  say
• 16:07
  that
• 16:07
  again.
• 16:07
  The
• 16:08
  car
• 16:08
  garage
• 16:09
  man
• 16:09
  said
• 16:10
  that
• 16:10
  the
• 16:10
  way
• 16:10
  they
• 16:10
  sell
• 16:11
  cars
• 16:11
  is
• 16:11
  completely
• 16:12
  different
• 16:12
  because
• 16:12
  on
• 16:12
  average
• 16:13
  now,
• 16:13
  by
• 16:13
  the
• 16:14
  time
• 16:14
  someone
• 16:14
  walks
• 16:15
  into
• 16:15
  his
• 16:15
  car
• 16:15
  garage,
• 16:16
  they've
• 16:16
  already
• 16:16
  done
• 16:16
  47
• 16:17
  hours
• 16:18
  worth
• 16:18
  of
• 16:18
  research.
• 16:19
  So
• 16:19
  his
• 16:19
  job,
• 16:20
  he
• 16:20
  said,
• 16:20
  is
• 16:20
  no
• 16:20
  longer
• 16:21
  really
• 16:21
  about
• 16:21
  selling
• 16:22
  the
• 16:22
  car.
• 16:22
  It's
• 16:22
  about
• 16:23
  chatting
• 16:23
  to
• 16:23
  them
• 16:23
  about
• 16:24
  the
• 16:24
  details
• 16:24
  that
• 16:24
  they
• 16:24
  couldn't
• 16:25
  find
• 16:25
  online.
• 16:26
  It's
• 16:26
  about
• 16:26
  seeing
• 16:26
  if
• 16:26
  they've
• 16:27
  got
• 16:27
  availability
• 16:27
  and
• 16:28
  seeing
• 16:28
  how
• 16:28
  they're
• 16:28
  going
• 16:29
  to
• 16:29
  finance
• 16:29
  it.
• 16:29
  He
• 16:29
  said
• 16:30
  that
• 16:30
  they
• 16:30
  no
• 16:30
  longer
• 16:31
  really
• 16:31
  do
• 16:32
  the
• 16:32
  sales
• 16:32
  pitch
• 16:33
  and
• 16:33
  the
• 16:33
  wooing
• 16:34
  because
• 16:34
  people
• 16:34
  have
• 16:34
  done
• 16:35
  their
• 16:35
  own
• 16:35
  research.
• 16:36
  And
• 16:36
  he
• 16:36
  was
• 16:36
  right.
• 16:37
  Because
• 16:37
  before
• 16:37
  we
• 16:38
  went
• 16:38
  to
• 16:38
  the
• 16:38
  car
• 16:38
  garage,
• 16:39
  we
• 16:39
  knew
• 16:39
  exactly
• 16:39
  what
• 16:39
  car
• 16:40
  we
• 16:40
  wanted.
• 16:40
  We
• 16:40
  knew
• 16:41
  roughly
• 16:41
  how
• 16:41
  much
• 16:41
  we
• 16:41
  wanted
• 16:42
  to
• 16:42
  pay
• 16:42
  for
• 16:42
  it,
• 16:42
  because
• 16:43
  we'd
• 16:43
  looked
• 16:43
  at
• 16:43
  hundreds
• 16:44
  and
• 16:44
  hundreds
• 16:44
  and
• 16:44
  hundreds
• 16:45
  of
• 16:45
  cars
• 16:45
  online.
• 16:46
  So
• 16:46
  he
• 16:46
  didn't
• 16:46
  really
• 16:47
  have
• 16:47
  to
• 16:47
  sell
• 16:47
  to
• 16:47
  us.
• 16:47
  He
• 16:48
  just
• 16:48
  needed
• 16:48
  to
• 16:48
  find
• 16:49
  us
• 16:49
  the
• 16:49
  car
• 16:49
  in
• 16:49
  the
• 16:49
  price
• 16:50
  point
• 16:50
  we
• 16:50
  wanted
• 16:50
  and
• 16:51
  then
• 16:51
  we
• 16:51
  were
• 16:51
  going
• 16:52
  to
• 16:52
  go
• 16:52
  ahead.
• 16:52
  Now,
• 16:53
  if
• 16:53
  this
• 16:53
  is
• 16:53
  changing
• 16:54
  in
• 16:54
  the
• 16:54
  car
• 16:54
  market,
• 16:55
  which
• 16:55
  is
• 16:55
  normally
• 16:56
  the
• 16:56
  one
• 16:56
  that
• 16:56
  people
• 16:56
  say
• 16:57
  is
• 16:57
  the
• 16:57
  way
• 16:57
  to
• 16:57
  woo
• 16:58
  people,
• 16:58
  then
• 16:58
  this
• 16:58
  is
• 16:59
  absolutely
• 16:59
  changing
• 17:00
  in
• 17:00
  the
• 17:00
  wedding
• 17:00
  industry
• 17:01
  as
• 17:01
  well.
• 17:01
  Know
• 17:02
  that
• 17:02
  your
• 17:02
  couples
• 17:02
  have
• 17:03
  done
• 17:03
  hours
• 17:03
  and
• 17:03
  hours
• 17:04
  and
• 17:04
  hours
• 17:04
  of
• 17:04
  research
• 17:05
  before
• 17:05
  they
• 17:05
  get
• 17:05
  to
• 17:06
  the
• 17:06
  point
• 17:06
  of
• 17:06
  reaching
• 17:07
  out
• 17:07
  to
• 17:07
  you.
• 17:08
  Therefore,
• 17:09
  if
• 17:09
  you
• 17:09
  have
• 17:09
  not
• 17:09
  given
• 17:10
  them
• 17:10
  ideas
• 17:10
  of
• 17:11
  pricing,
• 17:11
  they
• 17:11
  will
• 17:12
  be
• 17:12
  filtering
• 17:12
  you
• 17:12
  out
• 17:13
  or
• 17:13
  you
• 17:13
  will
• 17:13
  be
• 17:13
  getting
• 17:14
  unqualified
• 17:15
  leads.
• 17:16
  We
• 17:16
  were
• 17:16
  very
• 17:16
  clear
• 17:17
  on
• 17:17
  how
• 17:18
  much
• 17:18
  we
• 17:18
  wanted
• 17:19
  to
• 17:19
  pay
• 17:19
  for
• 17:19
  the
• 17:19
  car
• 17:20
  by
• 17:20
  the
• 17:20
  time
• 17:20
  we
• 17:20
  walked
• 17:21
  into
• 17:21
  the
• 17:21
  car
• 17:21
  showroom,
• 17:22
  because
• 17:22
  we'd
• 17:22
  looked
• 17:23
  online
• 17:23
  at
• 17:23
  all
• 17:24
  of
• 17:24
  the
• 17:24
  different
• 17:24
  cars,
• 17:24
  how
• 17:25
  much
• 17:25
  they
• 17:25
  cost,
• 17:25
  what
• 17:25
  changes
• 17:26
  the
• 17:26
  car
• 17:26
  value,
• 17:27
  all
• 17:27
  of
• 17:27
  that
• 17:27
  kind
• 17:27
  of
• 17:28
  stuff.
• 17:28
  We
• 17:28
  had
• 17:28
  done
• 17:28
  our
• 17:28
  research,
• 17:29
  and
• 17:29
  your
• 17:29
  couples
• 17:30
  want
• 17:30
  to
• 17:30
  be
• 17:30
  able
• 17:30
  to
• 17:30
  do
• 17:31
  the
• 17:31
  same
• 17:31
  as
• 17:31
  well.
• 17:32
  If
• 17:32
  you
• 17:32
  give
• 17:32
  them
• 17:33
  no
• 17:33
  idea
• 17:33
  on
• 17:34
  pricing,
• 17:34
  they
• 17:34
  are
• 17:35
  going
• 17:35
  to
• 17:35
  be
• 17:35
  doing
• 17:35
  guessing,
• 17:36
  guesswork,
• 17:36
  or
• 17:36
  they're
• 17:36
  going
• 17:37
  to
• 17:37
  be
• 17:37
  filtering
• 17:37
  you
• 17:37
  out.
• 17:38
  And
• 17:38
  neither
• 17:38
  of
• 17:38
  those
• 17:39
  things
• 17:39
  are
• 17:39
  good.
• 17:39
  If
• 17:40
  they're
• 17:40
  doing
• 17:40
  guesswork,
• 17:41
  they
• 17:41
  are
• 17:41
  basing
• 17:41
  it
• 17:41
  purely
• 17:42
  on
• 17:42
  the
• 17:42
  images
• 17:43
  in
• 17:43
  front
• 17:43
  of
• 17:43
  them
• 17:44
  and
• 17:44
  the
• 17:44
  things
• 17:44
  they
• 17:44
  know
• 17:45
  about
• 17:45
  your
• 17:45
  business.
• 17:46
  This
• 17:46
  could
• 17:46
  mean
• 17:46
  that
• 17:47
  they
• 17:47
  think
• 17:47
  you're
• 17:47
  a
• 17:47
  lot
• 17:47
  cheaper
• 17:48
  than
• 17:48
  you
• 17:48
  are,
• 17:48
  or
• 17:49
  they
• 17:49
  may
• 17:49
  think
• 17:49
  that
• 17:49
  you're
• 17:49
  a
• 17:50
  lot
• 17:50
  more
• 17:50
  expensive
• 17:51
  than
• 17:51
  you
• 17:51
  are.
• 17:52
  And
• 17:52
  by
• 17:52
  the
• 17:52
  time
• 17:52
  you
• 17:53
  talk
• 17:53
  to
• 17:53
  them,
• 17:53
  you
• 17:54
  now
• 17:54
  may
• 17:54
  be
• 17:54
  wasting
• 17:54
  your
• 17:55
  time
• 17:55
  on
• 17:55
  a
• 17:55
  very
• 17:55
  unqualified
• 17:56
  lead.
• 17:56
  Someone
• 17:57
  that
• 17:57
  definitely
• 17:58
  can't
• 17:58
  afford
• 17:58
  you
• 17:59
  because
• 17:59
  you're
• 17:59
  way
• 18:00
  too
• 18:00
  expensive
• 18:00
  for
• 18:00
  their
• 18:01
  expectations.
• 18:01
  These
• 18:02
  people
• 18:02
  have
• 18:02
  never
• 18:02
  planned
• 18:02
  a
• 18:03
  wedding
• 18:03
  before.
• 18:03
  On
• 18:03
  the
• 18:03
  whole,
• 18:04
  they
• 18:04
  don't
• 18:04
  understand
• 18:05
  how
• 18:05
  much
• 18:05
  things
• 18:05
  cost.
• 18:06
  I
• 18:06
  mean,
• 18:06
  think
• 18:06
  about
• 18:06
  something
• 18:07
  outside
• 18:07
  of
• 18:07
  your
• 18:08
  sector.
• 18:08
  Do
• 18:08
  you
• 18:08
  really
• 18:08
  understand
• 18:09
  how
• 18:09
  much
• 18:09
  it
• 18:09
  costs?
• 18:10
  If
• 18:10
  you
• 18:10
  wanted
• 18:10
  to
• 18:11
  have
• 18:11
  a
• 18:11
  live
• 18:11
  violinist
• 18:12
  and
• 18:12
  a
• 18:12
  harpist
• 18:13
  come
• 18:13
  and
• 18:13
  play
• 18:14
  for
• 18:14
  the
• 18:14
  day
• 18:14
  at
• 18:14
  your
• 18:15
  wedding,
• 18:15
  have
• 18:15
  you
• 18:15
  got
• 18:15
  any
• 18:16
  idea
• 18:16
  how
• 18:16
  much
• 18:16
  that
• 18:16
  would
• 18:16
  cost?
• 18:17
  If
• 18:17
  you
• 18:17
  wanted
• 18:17
  to
• 18:17
  have
• 18:17
  a
• 18:18
  hanging
• 18:18
  bouquet,
• 18:19
  huge
• 18:19
  floral
• 18:20
  thing
• 18:20
  hanging
• 18:21
  from
• 18:21
  the
• 18:21
  ceiling
• 18:21
  in
• 18:21
  your
• 18:21
  wedding
• 18:22
  venue,
• 18:22
  and
• 18:22
  you're
• 18:22
  not
• 18:23
  a
• 18:23
  florist,
• 18:23
  do
• 18:23
  you
• 18:23
  have
• 18:24
  any
• 18:24
  idea
• 18:24
  how
• 18:24
  much
• 18:24
  that
• 18:24
  costs?
• 18:25
  And
• 18:25
  we
• 18:25
  work
• 18:26
  in
• 18:26
  the
• 18:26
  wedding
• 18:26
  industry,
• 18:26
  so
• 18:27
  couples
• 18:27
  definitely
• 18:27
  have
• 18:27
  no
• 18:28
  idea
• 18:28
  how
• 18:28
  much
• 18:28
  this
• 18:28
  stuff
• 18:29
  costs.
• 18:29
  So
• 18:29
  you
• 18:30
  are
• 18:30
  going
• 18:30
  to
• 18:30
  end
• 18:30
  up
• 18:30
  with
• 18:30
  unqualified
• 18:32
  leads.
• 18:32
  Or
• 18:32
  as
• 18:33
  I
• 18:33
  said,
• 18:33
  they're
• 18:33
  just
• 18:33
  going
• 18:33
  to
• 18:34
  filter
• 18:34
  you
• 18:34
  out
• 18:34
  entirely.
• 18:35
  If
• 18:35
  they
• 18:35
  can't
• 18:35
  be
• 18:35
  bothered
• 18:36
  to
• 18:36
  get
• 18:36
  on
• 18:36
  a
• 18:36
  call
• 18:36
  with
• 18:37
  you
• 18:37
  to
• 18:37
  find
• 18:37
  out
• 18:37
  how
• 18:38
  much
• 18:38
  something
• 18:38
  costs,
• 18:38
  costs,
• 18:39
  they
• 18:39
  are
• 18:39
  going
• 18:39
  to
• 18:39
  leave.
• 18:40
  How
• 18:40
  often
• 18:40
  have
• 18:40
  you
• 18:40
  been
• 18:40
  on
• 18:41
  a
• 18:41
  website
• 18:41
  looking
• 18:41
  for
• 18:42
  something,
• 18:42
  say,
• 18:42
  car
• 18:43
  insurance
• 18:43
  or,
• 18:43
  I
• 18:43
  don't
• 18:43
  know,
• 18:44
  something
• 18:44
  like
• 18:44
  that,
• 18:44
  where
• 18:45
  you
• 18:45
  want
• 18:45
  a
• 18:45
  quote,
• 18:45
  you
• 18:46
  want
• 18:46
  to
• 18:46
  know
• 18:46
  roughly
• 18:46
  how
• 18:47
  much
• 18:47
  it
• 18:47
  is,
• 18:47
  you
• 18:47
  fill
• 18:48
  in
• 18:48
  all
• 18:48
  the
• 18:48
  details
• 18:49
  and
• 18:49
  then
• 18:49
  it
• 18:49
  says
• 18:49
  in
• 18:50
  order
• 18:50
  to
• 18:50
  get
• 18:50
  your
• 18:50
  quote,
• 18:51
  you've
• 18:51
  got
• 18:51
  to
• 18:51
  get
• 18:51
  on
• 18:51
  a
• 18:52
  call
• 18:52
  with
• 18:52
  us
• 18:52
  or
• 18:52
  send
• 18:53
  us
• 18:53
  your
• 18:53
  email
• 18:53
  address.
• 18:54
  That's
• 18:54
  very
• 18:54
  annoying
• 18:55
  and
• 18:55
  we
• 18:55
  don't
• 18:56
  like
• 18:56
  it.
• 18:56
  So
• 18:56
  stop
• 18:57
  making
• 18:57
  your
• 18:57
  couples
• 18:57
  do
• 18:58
  that.
• 18:58
  Okay,
• 18:58
  enough
• 18:58
  of
• 18:59
  my
• 18:59
  Ranting
• 18:59
  on
• 18:59
  pricing.
• 19:00
  You
• 19:00
  know
• 19:00
  what
• 19:00
  I
• 19:00
  think
• 19:00
  about
• 19:01
  it?
• 19:01
  You
• 19:01
  need
• 19:01
  to
• 19:01
  have
• 19:02
  some
• 19:02
  kind
• 19:02
  of
• 19:02
  pricing
• 19:03
  on
• 19:03
  your
• 19:03
  website
• 19:04
  to
• 19:04
  stop
• 19:04
  these
• 19:04
  two
• 19:05
  things
• 19:05
  happening.
• 19:05
  Today's
• 19:06
  couple
• 19:06
  couples
• 19:06
  are
• 19:07
  researching,
• 19:07
  researching,
• 19:08
  researching.
• 19:09
  If
• 19:09
  they're
• 19:09
  researching
• 19:10
  that
• 19:10
  much
• 19:10
  to
• 19:10
  buy
• 19:10
  a
• 19:11
  car,
• 19:11
  they're
• 19:11
  researching
• 19:11
  that
• 19:12
  much
• 19:12
  for
• 19:12
  their
• 19:12
  wedding
• 19:13
  day,
• 19:13
  probably
• 19:13
  even
• 19:13
  more
• 19:14
  so.
• 19:14
  Okay,
• 19:15
  so
• 19:15
  three
• 19:15
  different
• 19:16
  ways
• 19:16
  you
• 19:16
  can
• 19:16
  display
• 19:17
  your
• 19:17
  pricing
• 19:17
  on
• 19:18
  your
• 19:18
  website
• 19:18
  or
• 19:18
  actually,
• 19:19
  I'm
• 19:19
  going
• 19:19
  to
• 19:19
  go
• 19:19
  for
• 19:19
  four
• 19:19
  different
• 19:20
  ways,
• 19:20
  three
• 19:20
  main
• 19:21
  ones
• 19:21
  and
• 19:21
  then
• 19:21
  the
• 19:21
  anomaly.
• 19:22
  So
• 19:22
  the
• 19:23
  first
• 19:23
  one
• 19:23
  is
• 19:23
  a
• 19:23
  from
• 19:24
  price.
• 19:24
  This
• 19:25
  is
• 19:25
  the
• 19:25
  absolute
• 19:26
  minimum
• 19:26
  everyone
• 19:26
  should
• 19:27
  have
• 19:27
  on
• 19:27
  their
• 19:27
  website.
• 19:28
  I
• 19:28
  don't
• 19:28
  think
• 19:28
  it's
• 19:28
  enough,
• 19:29
  but
• 19:29
  if
• 19:29
  you're
• 19:29
  not
• 19:30
  willing
• 19:30
  to
• 19:30
  do
• 19:30
  any
• 19:30
  more,
• 19:31
  please
• 19:31
  at
• 19:31
  least
• 19:31
  do
• 19:31
  the
• 19:32
  this
• 19:32
  a
• 19:32
  from
• 19:32
  prize
• 19:33
  tells
• 19:34
  your
• 19:34
  couples
• 19:34
  the
• 19:35
  absolute
• 19:35
  minimum
• 19:36
  amount
• 19:36
  of
• 19:36
  money
• 19:36
  you're
• 19:37
  willing
• 19:37
  to
• 19:37
  get
• 19:37
  out
• 19:37
  of
• 19:38
  bed
• 19:38
  for.
• 19:38
  This
• 19:38
  means
• 19:38
  we're
• 19:39
  going
• 19:39
  to
• 19:39
  discount
• 19:40
  anyone
• 19:40
  who's
• 19:40
  looking
• 19:41
  for
• 19:41
  an
• 19:41
  absolute
• 19:41
  cheap
• 19:42
  as
• 19:42
  chips
• 19:42
  bargain.
• 19:43
  Because
• 19:43
  if
• 19:43
  you
• 19:44
  say
• 19:44
  from
• 19:44
  500,
• 19:45
  from
• 19:45
  a
• 19:46
  thousand,
• 19:46
  from
• 19:46
  10,000,
• 19:47
  then
• 19:47
  if
• 19:47
  they
• 19:47
  don't
• 19:48
  even
• 19:48
  have
• 19:48
  that
• 19:48
  as
• 19:48
  a
• 19:49
  minimum
• 19:49
  budget,
• 19:49
  they're
• 19:49
  not
• 19:50
  going
• 19:50
  to
• 19:50
  go
• 19:50
  any
• 19:50
  further
• 19:51
  and
• 19:51
  you've
• 19:51
  got
• 19:51
  rid
• 19:51
  of
• 19:52
  that
• 19:52
  time
• 19:52
  waster.
• 19:53
  You
• 19:53
  need
• 19:53
  to
• 19:53
  think
• 19:53
  about
• 19:53
  what
• 19:54
  your
• 19:54
  absolute
• 19:54
  minimum
• 19:55
  is
• 19:55
  that
• 19:55
  you're
• 19:55
  willing
• 19:55
  to
• 19:56
  go
• 19:56
  out
• 19:56
  for.
• 19:56
  But
• 19:56
  don't
• 19:57
  be
• 19:57
  too
• 19:57
  deceitful
• 19:58
  in
• 19:58
  this.
• 19:58
  Sometimes
• 19:59
  I
• 19:59
  see
• 19:59
  this
• 19:59
  particularly
• 20:00
  on
• 20:00
  wedding
• 20:00
  directories
• 20:01
  where
• 20:01
  they'll
• 20:01
  say
• 20:01
  from
• 20:02
  £100,
• 20:03
  but
• 20:03
  realistically,
• 20:04
  nothing
• 20:05
  in
• 20:05
  your
• 20:05
  offering
• 20:05
  is
• 20:05
  £100,
• 20:06
  apart
• 20:07
  from
• 20:07
  maybe
• 20:07
  one
• 20:07
  thing
• 20:07
  that
• 20:08
  you're
• 20:08
  happy
• 20:08
  to
• 20:08
  do
• 20:08
  midweek
• 20:09
  in
• 20:09
  November.
• 20:10
  And
• 20:10
  so
• 20:11
  you're
• 20:11
  still
• 20:11
  going
• 20:11
  to
• 20:11
  end
• 20:12
  up
• 20:12
  attracting
• 20:12
  time
• 20:12
  wasters
• 20:13
  if
• 20:13
  you're
• 20:13
  too,
• 20:14
  too
• 20:14
  heavy
• 20:14
  on
• 20:15
  the
• 20:15
  from
• 20:15
  and
• 20:15
  putting
• 20:15
  it
• 20:16
  as
• 20:16
  a
• 20:16
  really
• 20:16
  low
• 20:16
  price.
• 20:17
  So
• 20:17
  let's
• 20:17
  be
• 20:18
  realistic,
• 20:19
  really,
• 20:19
  what
• 20:19
  are
• 20:19
  you
• 20:19
  willing
• 20:20
  to
• 20:20
  go
• 20:20
  out
• 20:20
  for?
• 20:20
  The
• 20:20
  average
• 20:21
  couple,
• 20:21
  what
• 20:21
  is
• 20:21
  your
• 20:22
  from
• 20:22
  price
• 20:22
  for
• 20:23
  that
• 20:23
  service?
• 20:23
  If
• 20:23
  you
• 20:23
  have
• 20:24
  multiple
• 20:24
  services,
• 20:24
  you
• 20:25
  can
• 20:25
  do
• 20:25
  multiple
• 20:25
  from
• 20:25
  prices
• 20:26
  for
• 20:26
  each
• 20:26
  of
• 20:26
  those
• 20:27
  services.
• 20:27
  But
• 20:27
  don't
• 20:28
  trick
• 20:28
  people
• 20:28
  by
• 20:28
  making
• 20:29
  it
• 20:29
  look
• 20:29
  really
• 20:29
  cheap
• 20:30
  because
• 20:30
  then
• 20:30
  getting
• 20:30
  on
• 20:31
  a
• 20:31
  call
• 20:31
  with
• 20:31
  them
• 20:31
  and
• 20:31
  telling
• 20:32
  them
• 20:32
  it's
• 20:32
  10
• 20:32
  times
• 20:32
  more
• 20:32
  than
• 20:33
  that
• 20:33
  will
• 20:33
  just
• 20:33
  upset
• 20:34
  them.
• 20:34
  You'll
• 20:34
  lose
• 20:34
  the
• 20:35
  trust.
• 20:35
  And
• 20:35
  trying
• 20:35
  to
• 20:35
  make
• 20:35
  that
• 20:36
  sale
• 20:36
  is
• 20:36
  going
• 20:36
  to
• 20:36
  be
• 20:36
  really,
• 20:36
  really
• 20:37
  difficult.
• 20:37
  It's
• 20:37
  much
• 20:38
  better
• 20:38
  that
• 20:39
  they
• 20:39
  know
• 20:39
  roughly
• 20:40
  what
• 20:40
  it's
• 20:40
  going
• 20:40
  to
• 20:40
  cost
• 20:41
  than
• 20:41
  when
• 20:41
  you
• 20:41
  get
• 20:41
  on
• 20:41
  the
• 20:41
  call
• 20:42
  with
• 20:42
  them,
• 20:42
  they're
• 20:42
  like,
• 20:42
  oh,
• 20:42
  it
• 20:43
  really
• 20:43
  is
• 20:43
  going
• 20:43
  to
• 20:43
  cost
• 20:43
  that.
• 20:44
  Okay,
• 20:44
  I'm
• 20:44
  ready
• 20:45
  to
• 20:45
  go
• 20:45
  ahead.
• 20:45
  So
• 20:45
  the
• 20:45
  absolute
• 20:46
  minimum
• 20:46
  you
• 20:46
  should
• 20:46
  have
• 20:47
  is
• 20:47
  a
• 20:47
  from
• 20:47
  price.
• 20:48
  The
• 20:48
  second
• 20:48
  thing,
• 20:48
  which
• 20:48
  is
• 20:49
  definitely
• 20:49
  my
• 20:49
  preference
• 20:50
  over
• 20:50
  a
• 20:50
  from
• 20:50
  price
• 20:51
  is
• 20:51
  a
• 20:51
  range
• 20:52
  of
• 20:52
  prices.
• 20:53
  So
• 20:53
  a
• 20:53
  range
• 20:53
  price.
• 20:54
  Now
• 20:54
  I
• 20:54
  have
• 20:54
  A
• 20:54
  wedding
• 20:55
  planner
• 20:55
  who
• 20:55
  does
• 20:55
  this
• 20:55
  really,
• 20:56
  really
• 20:56
  well.
• 20:56
  She
• 20:56
  has
• 20:57
  it
• 20:57
  on
• 20:57
  her
• 20:57
  website
• 20:57
  where
• 20:58
  she
• 20:58
  says,
• 20:58
  for
• 20:58
  a
• 20:59
  full
• 20:59
  day,
• 20:59
  plan
• 20:59
  will
• 21:00
  range
• 21:00
  between,
• 21:01
  I
• 21:01
  can't
• 21:01
  remember
• 21:01
  her,
• 21:02
  but
• 21:02
  let's
• 21:02
  just
• 21:02
  say
• 21:03
  six
• 21:03
  and
• 21:03
  eight
• 21:04
  thousand
• 21:04
  pounds.
• 21:05
  Now
• 21:05
  the
• 21:05
  nice
• 21:05
  thing
• 21:05
  about
• 21:05
  a
• 21:06
  range
• 21:06
  price
• 21:06
  is
• 21:07
  it's
• 21:07
  giving
• 21:07
  you
• 21:08
  the
• 21:08
  absolute
• 21:08
  minimum
• 21:09
  that
• 21:09
  she's
• 21:09
  willing
• 21:09
  to
• 21:09
  go
• 21:09
  out
• 21:10
  for.
• 21:10
  So
• 21:10
  if
• 21:10
  you
• 21:10
  don't
• 21:10
  have
• 21:11
  £6,000
• 21:11
  to
• 21:11
  spend
• 21:12
  on
• 21:12
  a
• 21:12
  planner,
• 21:12
  you're
• 21:13
  going
• 21:13
  to
• 21:13
  go
• 21:13
  elsewhere
• 21:13
  and
• 21:13
  she's
• 21:14
  going
• 21:14
  to
• 21:14
  get
• 21:14
  rid
• 21:14
  of
• 21:14
  those
• 21:14
  time
• 21:14
  wasters.
• 21:15
  But
• 21:15
  it
• 21:15
  does
• 21:16
  give
• 21:16
  her
• 21:16
  some
• 21:17
  leeway
• 21:17
  within
• 21:17
  that
• 21:17
  to
• 21:18
  be
• 21:18
  able
• 21:18
  to
• 21:18
  adjust
• 21:18
  the
• 21:19
  prices
• 21:19
  depending
• 21:19
  on
• 21:20
  what
• 21:20
  they
• 21:20
  want.
• 21:21
  And
• 21:21
  she
• 21:21
  can
• 21:21
  talk
• 21:21
  that
• 21:22
  through
• 21:22
  with
• 21:22
  them
• 21:22
  on
• 21:22
  the
• 21:23
  call.
• 21:23
  They
• 21:23
  know
• 21:23
  it's
• 21:24
  going
• 21:24
  to
• 21:24
  fall
• 21:24
  roughly
• 21:24
  in
• 21:25
  that
• 21:25
  range
• 21:25
  and
• 21:26
  so
• 21:26
  then
• 21:26
  she
• 21:26
  can
• 21:26
  explain
• 21:27
  to
• 21:27
  them,
• 21:27
  great,
• 21:27
  well,
• 21:28
  if
• 21:28
  you're
• 21:28
  doing
• 21:28
  it
• 21:28
  on
• 21:29
  this
• 21:29
  day
• 21:29
  and
• 21:29
  it's
• 21:29
  midweek
• 21:30
  and
• 21:30
  it's
• 21:30
  this,
• 21:30
  then
• 21:30
  I
• 21:30
  can
• 21:31
  definitely
• 21:31
  do
• 21:31
  it
• 21:31
  nearer
• 21:31
  to
• 21:31
  the
• 21:32
  sale,
• 21:32
  6,000
• 21:33
  pound
• 21:33
  mark.
• 21:33
  However,
• 21:34
  you're
• 21:34
  saying
• 21:34
  that
• 21:34
  you've
• 21:35
  got
• 21:35
  5,000
• 21:36
  guests
• 21:36
  coming
• 21:37
  and
• 21:37
  it's
• 21:37
  quite
• 21:38
  far
• 21:38
  away
• 21:38
  from
• 21:38
  where
• 21:38
  I
• 21:38
  live
• 21:39
  and
• 21:39
  I'm
• 21:39
  going
• 21:39
  to
• 21:39
  have
• 21:39
  to
• 21:39
  bring
• 21:39
  in
• 21:40
  extra
• 21:40
  staff
• 21:40
  and
• 21:41
  therefore
• 21:41
  it's
• 21:42
  going
• 21:42
  to
• 21:42
  be
• 21:42
  nearer
• 21:42
  to
• 21:42
  the
• 21:42
  £8,000
• 21:43
  mark.
• 21:44
  Okay,
• 21:44
  so
• 21:44
  you're
• 21:44
  being
• 21:44
  very
• 21:45
  honest,
• 21:45
  you're
• 21:45
  being
• 21:45
  very
• 21:46
  transparent
• 21:46
  and
• 21:46
  you've
• 21:47
  given
• 21:47
  them
• 21:47
  a
• 21:47
  range.
• 21:47
  Don't
• 21:48
  make
• 21:48
  that
• 21:48
  range
• 21:48
  huge,
• 21:49
  make
• 21:49
  it
• 21:49
  like
• 21:50
  that.
• 21:50
  Six
• 21:50
  to
• 21:50
  eight
• 21:50
  thousand
• 21:51
  pounds,
• 21:51
  something
• 21:51
  like
• 21:51
  that
• 21:51
  is
• 21:52
  really
• 21:52
  helpful.
• 21:52
  So
• 21:53
  I
• 21:53
  am
• 21:53
  quite
• 21:53
  a
• 21:53
  fan
• 21:54
  of
• 21:54
  range
• 21:54
  prices.
• 21:55
  I
• 21:55
  think
• 21:55
  this
• 21:55
  gives
• 21:55
  you
• 21:55
  a
• 21:55
  bit
• 21:56
  of
• 21:56
  leeway
• 21:56
  so
• 21:56
  that
• 21:57
  you
• 21:57
  can
• 21:57
  alter
• 21:58
  things
• 21:58
  things
• 21:59
  and
• 21:59
  it
• 21:59
  doesn't
• 22:00
  look
• 22:00
  like
• 22:01
  you're
• 22:01
  just
• 22:01
  whacking
• 22:02
  loads
• 22:02
  of
• 22:02
  money
• 22:02
  on
• 22:02
  for
• 22:02
  no
• 22:03
  reason,
• 22:03
  but
• 22:03
  you
• 22:03
  have
• 22:03
  to
• 22:04
  be
• 22:04
  honest
• 22:04
  with
• 22:04
  them
• 22:04
  and
• 22:04
  you
• 22:04
  have
• 22:04
  to
• 22:05
  be
• 22:05
  able
• 22:05
  to
• 22:05
  explain
• 22:05
  to
• 22:05
  them
• 22:06
  why
• 22:06
  they're
• 22:06
  falling
• 22:07
  into
• 22:07
  the
• 22:07
  range
• 22:07
  that
• 22:07
  you've
• 22:08
  told
• 22:08
  them
• 22:08
  they're
• 22:08
  falling
• 22:09
  into.
• 22:09
  Now
• 22:09
  with
• 22:09
  a
• 22:09
  range
• 22:10
  price
• 22:10
  again,
• 22:10
  you
• 22:10
  can
• 22:11
  have
• 22:11
  this
• 22:11
  for
• 22:11
  different
• 22:11
  services.
• 22:12
  So
• 22:12
  the
• 22:12
  planner
• 22:12
  I'm
• 22:13
  talking
• 22:13
  about
• 22:13
  has
• 22:13
  a
• 22:13
  range
• 22:14
  price
• 22:14
  for
• 22:14
  their
• 22:14
  on
• 22:15
  the
• 22:15
  day
• 22:15
  services,
• 22:15
  a
• 22:15
  range
• 22:16
  price
• 22:16
  for
• 22:16
  their
• 22:16
  partial
• 22:17
  plan
• 22:17
  and
• 22:17
  a
• 22:17
  range
• 22:18
  price
• 22:18
  for
• 22:18
  their
• 22:18
  full
• 22:19
  plan.
• 22:19
  And
• 22:19
  then
• 22:20
  I
• 22:20
  think
• 22:20
  if
• 22:20
  they
• 22:20
  do
• 22:20
  international
• 22:21
  destination,
• 22:22
  they
• 22:22
  have
• 22:22
  a
• 22:22
  from
• 22:23
  price
• 22:23
  because
• 22:23
  obviously
• 22:23
  the
• 22:24
  range
• 22:24
  there
• 22:24
  could
• 22:24
  be
• 22:24
  massive
• 22:25
  depending
• 22:25
  on
• 22:25
  travel
• 22:26
  costs
• 22:26
  and
• 22:26
  requirements
• 22:27
  as
• 22:27
  well.
• 22:27
  So
• 22:28
  perhaps
• 22:28
  you
• 22:28
  want
• 22:28
  to
• 22:28
  consider
• 22:29
  a
• 22:29
  range
• 22:29
  of
• 22:29
  prices.
• 22:30
  The
• 22:30
  third
• 22:31
  one
• 22:31
  is
• 22:31
  my
• 22:32
  good
• 22:32
  friend
• 22:32
  Kelly
• 22:32
  Mortimer's
• 22:33
  absolute
• 22:33
  favorite
• 22:34
  one.
• 22:34
  I've
• 22:34
  heard
• 22:34
  her
• 22:34
  teach
• 22:35
  this
• 22:35
  one
• 22:35
  from
• 22:35
  Stage
• 22:35
  many
• 22:36
  times
• 22:36
  and
• 22:36
  that's
• 22:37
  her.
• 22:37
  She
• 22:37
  calls
• 22:37
  it
• 22:37
  a
• 22:38
  pricing
• 22:38
  ladder.
• 22:38
  It's
• 22:39
  the
• 22:39
  package
• 22:39
  pricing
• 22:40
  model.
• 22:40
  This
• 22:40
  is
• 22:40
  where
• 22:41
  you
• 22:41
  have
• 22:41
  three
• 22:42
  different
• 22:42
  Prices,
• 22:43
  three
• 22:43
  different
• 22:43
  packages.
• 22:44
  And
• 22:44
  this
• 22:44
  does
• 22:45
  work
• 22:45
  for
• 22:45
  a
• 22:45
  lot
• 22:46
  of
• 22:46
  people,
• 22:46
  right?
• 22:46
  We
• 22:47
  see
• 22:47
  it
• 22:47
  all
• 22:47
  of
• 22:47
  the
• 22:48
  time
• 22:48
  when
• 22:48
  we're
• 22:48
  buying
• 22:48
  things
• 22:49
  online,
• 22:49
  particularly
• 22:50
  if
• 22:50
  you're
• 22:50
  buying
• 22:50
  software
• 22:51
  or
• 22:51
  something
• 22:51
  like
• 22:51
  that.
• 22:51
  There's
• 22:52
  often
• 22:52
  the
• 22:52
  basic
• 22:53
  or
• 22:53
  free
• 22:53
  price,
• 22:54
  there's
• 22:54
  the
• 22:54
  middle
• 22:54
  price,
• 22:55
  which
• 22:55
  most
• 22:55
  people
• 22:55
  go
• 22:56
  for,
• 22:56
  and
• 22:56
  then
• 22:56
  there's
• 22:56
  the
• 22:56
  premium
• 22:57
  price
• 22:57
  price.
• 22:57
  And
• 22:58
  this
• 22:58
  can
• 22:58
  work
• 22:59
  really
• 22:59
  well
• 22:59
  for
• 22:59
  you
• 23:00
  in
• 23:00
  your
• 23:00
  wedding
• 23:00
  business.
• 23:01
  The
• 23:01
  reason
• 23:01
  it
• 23:01
  works
• 23:02
  is
• 23:02
  to
• 23:02
  do
• 23:02
  with
• 23:02
  psychology.
• 23:03
  People
• 23:04
  can
• 23:04
  see
• 23:04
  a
• 23:04
  range
• 23:05
  of
• 23:05
  things
• 23:05
  from
• 23:05
  that
• 23:05
  information.
• 23:06
  Number
• 23:06
  one,
• 23:07
  they
• 23:07
  can
• 23:07
  see
• 23:07
  your
• 23:07
  minimum
• 23:08
  price
• 23:08
  that
• 23:08
  you
• 23:08
  go
• 23:08
  out
• 23:09
  for
• 23:09
  because
• 23:09
  it's
• 23:10
  right
• 23:10
  there
• 23:10
  in
• 23:10
  your
• 23:10
  lowest
• 23:11
  package.
• 23:11
  But
• 23:11
  normally
• 23:12
  that
• 23:12
  lowest
• 23:12
  package
• 23:12
  is
• 23:13
  going
• 23:13
  to
• 23:13
  be
• 23:13
  really
• 23:13
  stripped
• 23:14
  back
• 23:14
  and
• 23:14
  doesn't
• 23:15
  include
• 23:15
  many
• 23:15
  things.
• 23:16
  The
• 23:16
  middle
• 23:16
  price
• 23:16
  is
• 23:17
  going
• 23:17
  to
• 23:17
  be
• 23:17
  the
• 23:17
  one
• 23:17
  that
• 23:17
  most
• 23:18
  people
• 23:18
  go
• 23:18
  for.
• 23:19
  This
• 23:19
  is
• 23:19
  the
• 23:19
  average
• 23:20
  booking
• 23:20
  value
• 23:21
  that
• 23:21
  you
• 23:21
  need
• 23:21
  to
• 23:21
  set
• 23:22
  as
• 23:22
  your
• 23:22
  middle
• 23:23
  price
• 23:23
  is
• 23:23
  going
• 23:23
  to
• 23:23
  have
• 23:23
  way
• 23:24
  more
• 23:24
  things
• 23:24
  included
• 23:25
  than
• 23:25
  the
• 23:25
  bottom
• 23:25
  price.
• 23:26
  And
• 23:26
  it's
• 23:26
  going
• 23:27
  to
• 23:27
  look
• 23:27
  good
• 23:27
  value
• 23:28
  compared
• 23:29
  the
• 23:29
  top
• 23:30
  prize,
• 23:30
  where
• 23:30
  you're
• 23:30
  going
• 23:30
  to
• 23:31
  give
• 23:31
  it
• 23:31
  everything
• 23:31
  and
• 23:31
  it's
• 23:32
  going
• 23:32
  to
• 23:32
  be
• 23:32
  really,
• 23:32
  really
• 23:32
  expensive.
• 23:33
  Now,
• 23:33
  what
• 23:33
  this
• 23:34
  does
• 23:34
  is
• 23:34
  it's
• 23:34
  psychology,
• 23:35
  psychological
• 23:36
  positioning,
• 23:37
  because
• 23:37
  by
• 23:37
  having
• 23:37
  a
• 23:38
  crazy
• 23:38
  expensive
• 23:38
  one
• 23:38
  and
• 23:39
  a
• 23:39
  cheap
• 23:39
  one
• 23:39
  that
• 23:39
  doesn't
• 23:39
  include
• 23:40
  very
• 23:40
  much,
• 23:40
  it
• 23:41
  makes
• 23:41
  the
• 23:41
  middle
• 23:41
  package
• 23:42
  look
• 23:42
  really,
• 23:43
  really
• 23:43
  affordable.
• 23:44
  Now,
• 23:44
  I've
• 23:44
  helped
• 23:45
  loads
• 23:45
  of
• 23:45
  people
• 23:45
  implement
• 23:46
  this
• 23:46
  into
• 23:46
  their
• 23:46
  businesses
• 23:47
  when
• 23:47
  I've
• 23:47
  done
• 23:47
  one
• 23:47
  to
• 23:48
  ones,
• 23:48
  I've
• 23:48
  helped
• 23:48
  venues
• 23:49
  implement
• 23:49
  this,
• 23:49
  I've
• 23:49
  helped
• 23:50
  individual
• 23:50
  suppliers
• 23:50
  implement
• 23:51
  this
• 23:51
  as
• 23:51
  well.
• 23:52
  And
• 23:52
  it
• 23:52
  does
• 23:53
  work
• 23:53
  for
• 23:53
  a
• 23:53
  lot
• 23:54
  of
• 23:54
  people.
• 23:54
  Now,
• 23:54
  I
• 23:55
  always
• 23:55
  say,
• 23:55
  because
• 23:55
  I
• 23:56
  get
• 23:56
  pushback,
• 23:56
  and
• 23:56
  I'm
• 23:57
  sure
• 23:57
  Kelly
• 23:57
  gets
• 23:57
  pushback
• 23:58
  as
• 23:58
  well
• 23:58
  on
• 23:58
  this,
• 23:58
  that
• 23:59
  people
• 23:59
  say,
• 23:59
  yeah,
• 23:59
  but
• 23:59
  my
• 24:00
  prices
• 24:00
  are
• 24:00
  always
• 24:00
  all
• 24:01
  bespoke
• 24:01
  and
• 24:02
  unique
• 24:02
  and
• 24:02
  they
• 24:02
  don't
• 24:03
  always
• 24:03
  fit
• 24:03
  into
• 24:03
  a
• 24:03
  package.
• 24:04
  And
• 24:04
  I
• 24:04
  don't
• 24:04
  want
• 24:04
  to
• 24:04
  sell
• 24:04
  packages.
• 24:05
  I
• 24:05
  understand
• 24:06
  this
• 24:06
  is
• 24:06
  a
• 24:06
  sales
• 24:06
  technique
• 24:07
  rather
• 24:07
  than
• 24:07
  an
• 24:08
  exact
• 24:08
  science.
• 24:09
  So
• 24:09
  the
• 24:09
  idea
• 24:10
  is
• 24:10
  by
• 24:11
  having
• 24:11
  these
• 24:11
  three
• 24:11
  different
• 24:12
  packages,
• 24:12
  and
• 24:12
  you
• 24:12
  can
• 24:13
  call
• 24:13
  them
• 24:13
  example
• 24:14
  packages,
• 24:14
  if
• 24:14
  you
• 24:14
  don't
• 24:15
  want
• 24:15
  to
• 24:15
  call
• 24:15
  them
• 24:15
  like,
• 24:16
  these
• 24:16
  are
• 24:16
  the
• 24:16
  packages.
• 24:17
  The
• 24:17
  point
• 24:17
  is
• 24:17
  it
• 24:18
  gives
• 24:18
  you
• 24:18
  a
• 24:18
  jumping
• 24:18
  off
• 24:18
  point.
• 24:19
  So
• 24:19
  if
• 24:19
  I'm
• 24:19
  now
• 24:19
  on
• 24:20
  a
• 24:20
  phone
• 24:20
  call
• 24:20
  with
• 24:20
  you
• 24:21
  and
• 24:21
  you're
• 24:21
  interested
• 24:22
  in
• 24:22
  my
• 24:22
  services,
• 24:23
  instead
• 24:23
  of
• 24:23
  me
• 24:24
  saying
• 24:24
  to
• 24:24
  you,
• 24:24
  right,
• 24:25
  tell
• 24:25
  me
• 24:25
  your
• 24:25
  budget,
• 24:26
  which
• 24:26
  no
• 24:26
  one
• 24:27
  wants
• 24:27
  to
• 24:27
  do,
• 24:27
  if
• 24:27
  you
• 24:28
  get
• 24:28
  people
• 24:28
  to
• 24:28
  tell
• 24:28
  you
• 24:29
  your
• 24:29
  budget,
• 24:29
  you're
• 24:29
  doing
• 24:29
  well,
• 24:30
  because
• 24:30
  most
• 24:30
  people
• 24:30
  don't
• 24:30
  want
• 24:30
  to
• 24:30
  say
• 24:31
  it
• 24:31
  because
• 24:31
  they're
• 24:31
  worried
• 24:31
  you're
• 24:32
  just
• 24:32
  going
• 24:32
  to
• 24:32
  sting
• 24:32
  them
• 24:32
  if
• 24:33
  you
• 24:33
  tell
• 24:33
  them
• 24:33
  your
• 24:33
  budget,
• 24:33
  instead
• 24:34
  of
• 24:34
  asking
• 24:34
  that
• 24:35
  question,
• 24:35
  you
• 24:35
  can
• 24:35
  say,
• 24:36
  have
• 24:36
  you
• 24:36
  seen
• 24:36
  the
• 24:36
  example
• 24:37
  packages
• 24:37
  on
• 24:38
  this
• 24:38
  webpage?
• 24:38
  You
• 24:39
  can
• 24:39
  even
• 24:39
  send
• 24:39
  Them
• 24:39
  the
• 24:39
  webpage
• 24:40
  live
• 24:40
  on
• 24:40
  the
• 24:40
  call
• 24:40
  or
• 24:41
  put
• 24:41
  it
• 24:41
  up
• 24:41
  on
• 24:41
  your
• 24:41
  screen.
• 24:41
  Having
• 24:42
  looked
• 24:42
  at
• 24:42
  that,
• 24:42
  where
• 24:43
  is
• 24:43
  your
• 24:43
  eyes
• 24:44
  landing?
• 24:44
  Whereabouts
• 24:44
  do
• 24:45
  you
• 24:45
  think
• 24:45
  you're
• 24:45
  fitting
• 24:46
  in
• 24:46
  this
• 24:46
  range?
• 24:47
  And
• 24:47
  then
• 24:47
  they
• 24:48
  will
• 24:48
  tell
• 24:48
  you
• 24:48
  because
• 24:48
  they'll
• 24:49
  say
• 24:49
  we're
• 24:49
  thinking
• 24:49
  we
• 24:50
  really
• 24:50
  like
• 24:50
  the
• 24:50
  middle
• 24:51
  package
• 24:51
  or
• 24:51
  we're
• 24:52
  leaning
• 24:52
  towards
• 24:52
  the
• 24:52
  basic
• 24:53
  package
• 24:53
  or
• 24:54
  we
• 24:54
  want
• 24:54
  to
• 24:54
  go
• 24:54
  all
• 24:54
  out
• 24:55
  with
• 24:55
  the
• 24:55
  big
• 24:55
  package,
• 24:55
  right?
• 24:56
  And
• 24:56
  so
• 24:56
  you
• 24:56
  know
• 24:56
  now
• 24:57
  roughly
• 24:58
  what
• 24:58
  their
• 24:58
  budget
• 24:59
  is
• 24:59
  and
• 24:59
  what
• 24:59
  they're
• 24:59
  looking
• 24:59
  at.
• 25:00
  Now
• 25:00
  the
• 25:00
  beautiful
• 25:00
  thing
• 25:01
  about
• 25:01
  this
• 25:01
  package
• 25:01
  price,
• 25:02
  pricing
• 25:02
  model
• 25:03
  and
• 25:03
  why
• 25:03
  it
• 25:04
  works
• 25:04
  so
• 25:04
  well
• 25:05
  is
• 25:05
  now
• 25:06
  you
• 25:06
  can
• 25:06
  create
• 25:06
  something
• 25:06
  bespoke
• 25:07
  for
• 25:07
  them.
• 25:07
  Because
• 25:07
  if
• 25:08
  they
• 25:08
  say
• 25:08
  we
• 25:08
  really
• 25:09
  like
• 25:09
  this
• 25:09
  middle
• 25:09
  package,
• 25:10
  it's
• 25:11
  looking
• 25:11
  really
• 25:11
  good
• 25:12
  in
• 25:12
  our
• 25:12
  ballpark
• 25:13
  range
• 25:13
  of
• 25:13
  what
• 25:13
  we
• 25:13
  can
• 25:13
  afford.
• 25:14
  But
• 25:14
  you
• 25:14
  see
• 25:14
  that
• 25:15
  thing
• 25:15
  up
• 25:15
  there
• 25:15
  in
• 25:15
  that
• 25:15
  VIP
• 25:16
  package,
• 25:16
  that
• 25:17
  personalized
• 25:17
  notebook,
• 25:18
  whatever
• 25:18
  it
• 25:18
  is,
• 25:18
  we'd
• 25:19
  really
• 25:19
  like
• 25:19
  that
• 25:20
  as
• 25:20
  well.
• 25:20
  And
• 25:20
  so
• 25:21
  then
• 25:21
  you
• 25:21
  can
• 25:21
  say
• 25:21
  some,
• 25:21
  okay,
• 25:22
  well
• 25:22
  let's
• 25:22
  create
• 25:22
  you
• 25:22
  a
• 25:22
  bespoke
• 25:23
  package.
• 25:23
  I'll
• 25:23
  give
• 25:24
  you
• 25:24
  this
• 25:24
  plus
• 25:24
  this
• 25:25
  item
• 25:25
  from
• 25:25
  here
• 25:26
  which
• 25:26
  will
• 25:26
  make
• 25:26
  it
• 25:27
  X
• 25:27
  price.
• 25:27
  And
• 25:28
  so
• 25:28
  now
• 25:28
  you
• 25:28
  can
• 25:28
  start
• 25:29
  upselling
• 25:29
  things
• 25:29
  from
• 25:30
  that
• 25:30
  top
• 25:30
  package.
• 25:31
  And
• 25:31
  it
• 25:31
  works
• 25:31
  incredibly
• 25:32
  well.
• 25:32
  So
• 25:33
  to
• 25:33
  reiterate,
• 25:33
  if
• 25:33
  you're
• 25:34
  going
• 25:34
  to
• 25:34
  go
• 25:34
  for
• 25:34
  this
• 25:34
  three
• 25:35
  pricing
• 25:35
  model
• 25:36
  idea,
• 25:36
  look
• 25:37
  at
• 25:37
  other
• 25:37
  people's
• 25:37
  websites
• 25:38
  who
• 25:38
  do
• 25:38
  it.
• 25:38
  Look
• 25:38
  at
• 25:39
  software
• 25:39
  websites
• 25:40
  because
• 25:40
  they
• 25:40
  do
• 25:40
  it
• 25:40
  all
• 25:40
  of
• 25:40
  the
• 25:41
  time,
• 25:41
  see
• 25:41
  how
• 25:41
  it
• 25:42
  works
• 25:42
  and
• 25:42
  then
• 25:43
  think
• 25:43
  about
• 25:43
  how
• 25:43
  it
• 25:43
  could
• 25:43
  work
• 25:44
  for
• 25:44
  you.
• 25:44
  And
• 25:44
  remember,
• 25:45
  it's
• 25:45
  a
• 25:45
  jumping
• 25:46
  off
• 25:46
  point
• 25:46
  rather
• 25:47
  than
• 25:47
  an
• 25:47
  exact
• 25:47
  science.
• 25:48
  Not
• 25:48
  many
• 25:48
  people
• 25:49
  will
• 25:49
  just
• 25:49
  buy
• 25:50
  the
• 25:50
  package
• 25:50
  as
• 25:50
  it
• 25:51
  stands.
• 25:51
  But
• 25:51
  the
• 25:51
  idea
• 25:52
  is
• 25:52
  you
• 25:52
  can
• 25:53
  get
• 25:53
  an
• 25:53
  idea
• 25:53
  of
• 25:53
  where
• 25:54
  they
• 25:54
  sit
• 25:54
  with
• 25:54
  their
• 25:54
  budget
• 25:55
  immediately.
• 25:56
  And
• 25:56
  also
• 25:56
  you
• 25:56
  can
• 25:56
  then
• 25:57
  try
• 25:57
  and
• 25:57
  upsell
• 25:57
  them
• 25:58
  things
• 25:58
  from
• 25:58
  the
• 25:58
  higher
• 25:58
  package.
• 25:59
  Now,
• 25:59
  we're
• 25:59
  not
• 25:59
  expecting
• 26:00
  to
• 26:00
  sell
• 26:00
  necessarily
• 26:01
  the
• 26:01
  big
• 26:02
  all
• 26:02
  singing
• 26:02
  or
• 26:02
  dancing
• 26:03
  package.
• 26:03
  You
• 26:03
  may
• 26:03
  find
• 26:04
  someone
• 26:04
  who's
• 26:04
  very
• 26:04
  rich,
• 26:05
  that
• 26:05
  does.
• 26:05
  But
• 26:05
  the
• 26:05
  point
• 26:06
  point
• 26:06
  is
• 26:06
  you're
• 26:06
  putting
• 26:07
  that
• 26:07
  there
• 26:07
  really
• 26:07
  expensive,
• 26:08
  number
• 26:08
  one,
• 26:09
  to
• 26:09
  make
• 26:09
  the
• 26:09
  middle
• 26:10
  package
• 26:10
  look
• 26:10
  really,
• 26:10
  really
• 26:11
  good
• 26:11
  value.
• 26:11
  And
• 26:12
  number
• 26:12
  two,
• 26:12
  because
• 26:13
  it
• 26:13
  lists
• 26:13
  all
• 26:13
  of
• 26:14
  the
• 26:14
  things
• 26:14
  that
• 26:14
  you
• 26:14
  could
• 26:15
  upsell
• 26:15
  them
• 26:15
  on
• 26:15
  top
• 26:16
  of
• 26:16
  the
• 26:16
  middle
• 26:16
  package,
• 26:17
  I
• 26:17
  could
• 26:17
  talk
• 26:17
  about
• 26:17
  this
• 26:18
  one
• 26:18
  all
• 26:18
  day.
• 26:18
  I
• 26:19
  think
• 26:19
  there's
• 26:19
  loads
• 26:19
  of
• 26:19
  interesting
• 26:20
  psychology
• 26:20
  around
• 26:21
  pricing
• 26:22
  on
• 26:22
  this
• 26:22
  as
• 26:22
  well.
• 26:23
  But
• 26:23
  that
• 26:23
  does
• 26:23
  work
• 26:23
  and
• 26:24
  I've
• 26:24
  helped
• 26:24
  people
• 26:24
  implement
• 26:25
  that
• 26:25
  and
• 26:25
  they
• 26:25
  found
• 26:26
  it
• 26:26
  works
• 26:26
  really
• 26:26
  well
• 26:26
  and
• 26:26
  it
• 26:27
  makes
• 26:27
  them
• 26:27
  feel
• 26:27
  more
• 26:27
  confident
• 26:28
  on
• 26:28
  the
• 26:28
  sales
• 26:28
  calls
• 26:29
  as
• 26:29
  well
• 26:29
  because
• 26:29
  they're
• 26:29
  no
• 26:29
  longer
• 26:30
  having
• 26:30
  to
• 26:30
  ask
• 26:30
  about
• 26:30
  budget
• 26:31
  and
• 26:31
  they
• 26:31
  can
• 26:32
  just
• 26:32
  get
• 26:32
  a
• 26:33
  rough
• 26:33
  guide
• 26:33
  from
• 26:33
  asking
• 26:34
  that
• 26:34
  simple
• 26:34
  question.
• 26:34
  And
• 26:35
  couples
• 26:35
  are
• 26:35
  much
• 26:36
  more
• 26:36
  open
• 26:36
  to
• 26:36
  it
• 26:37
  and
• 26:37
  because
• 26:37
  they've
• 26:37
  seen
• 26:37
  it
• 26:38
  already
• 26:38
  on
• 26:38
  their
• 26:38
  website,
• 26:38
  they
• 26:39
  already
• 26:39
  understand
• 26:40
  how
• 26:40
  much
• 26:40
  things
• 26:41
  cost.
• 26:41
  Okay,
• 26:42
  the
• 26:42
  final
• 26:42
  one.
• 26:43
  And
• 26:43
  again,
• 26:44
  this
• 26:44
  is
• 26:44
  a
• 26:44
  bit
• 26:45
  out
• 26:45
  of
• 26:45
  the
• 26:45
  box
• 26:45
  thinking,
• 26:46
  but
• 26:46
  I
• 26:46
  have
• 26:46
  seen
• 26:46
  it
• 26:47
  work,
• 26:47
  particularly
• 26:48
  for
• 26:48
  cake
• 26:48
  makers
• 26:48
  and
• 26:49
  florists,
• 26:49
  because
• 26:50
  I
• 26:50
  understand
• 26:51
  that
• 26:51
  for
• 26:51
  you
• 26:52
  particularly,
• 26:52
  pricing
• 26:53
  is
• 26:53
  really
• 26:53
  difficult.
• 26:54
  Flower
• 26:54
  prices
• 26:55
  change,
• 26:55
  things
• 26:56
  are
• 26:56
  so
• 26:56
  variable
• 26:57
  because
• 26:57
  every
• 26:57
  wedding
• 26:58
  wants
• 26:58
  something
• 26:58
  totally
• 26:59
  different
• 26:59
  that
• 26:59
  it's
• 27:00
  actually
• 27:00
  really
• 27:00
  difficult
• 27:01
  to
• 27:01
  start
• 27:01
  giving
• 27:01
  people
• 27:02
  prices,
• 27:02
  pricing
• 27:03
  ranges.
• 27:04
  Now,
• 27:04
  if
• 27:04
  that
• 27:04
  is
• 27:05
  you,
• 27:05
  one
• 27:05
  other
• 27:05
  thing
• 27:06
  you
• 27:06
  can
• 27:06
  do
• 27:06
  is
• 27:07
  to
• 27:07
  show
• 27:07
  them
• 27:07
  some
• 27:08
  examples
• 27:08
  you've
• 27:08
  done
• 27:09
  before.
• 27:09
  So
• 27:09
  I've
• 27:09
  seen
• 27:10
  a
• 27:10
  cake
• 27:10
  maker
• 27:10
  do
• 27:11
  this
• 27:11
  before
• 27:12
  where
• 27:12
  they
• 27:12
  basically
• 27:12
  have
• 27:13
  a
• 27:13
  kind
• 27:13
  of
• 27:13
  like
• 27:13
  a
• 27:13
  gallery
• 27:14
  page.
• 27:14
  It's
• 27:15
  like
• 27:15
  a,
• 27:15
  a
• 27:16
  pricing
• 27:16
  estimate
• 27:16
  page.
• 27:17
  It's
• 27:17
  kind
• 27:17
  of
• 27:17
  like
• 27:17
  a
• 27:17
  gallery
• 27:18
  page
• 27:18
  where
• 27:18
  they
• 27:18
  have
• 27:18
  like
• 27:19
  10
• 27:19
  or
• 27:19
  15
• 27:19
  pictures
• 27:20
  of
• 27:20
  cakes
• 27:21
  they've
• 27:21
  done
• 27:21
  in
• 27:21
  the
• 27:22
  last
• 27:22
  12
• 27:22
  months.
• 27:22
  And
• 27:23
  then
• 27:23
  underneath
• 27:24
  they've
• 27:24
  put
• 27:24
  what
• 27:25
  that
• 27:25
  would
• 27:25
  cost.
• 27:26
  So
• 27:26
  pricing
• 27:26
  guide.
• 27:27
  And
• 27:27
  not
• 27:27
  necessarily
• 27:28
  what
• 27:28
  they
• 27:28
  sold
• 27:29
  it
• 27:29
  for,
• 27:29
  but
• 27:30
  what
• 27:30
  it
• 27:30
  would
• 27:30
  cost
• 27:30
  in
• 27:30
  today's
• 27:31
  market.
• 27:31
  Okay,
• 27:32
  so
• 27:32
  you
• 27:32
  would
• 27:32
  have
• 27:32
  to
• 27:32
  update
• 27:33
  this
• 27:33
  page
• 27:34
  probably
• 27:34
  every
• 27:35
  financial
• 27:35
  year
• 27:35
  because
• 27:35
  we
• 27:36
  know
• 27:36
  that
• 27:36
  prices
• 27:36
  are
• 27:36
  increasing,
• 27:37
  your
• 27:37
  prices
• 27:37
  might
• 27:38
  increase
• 27:38
  as
• 27:38
  well.
• 27:38
  So
• 27:38
  we're
• 27:39
  not
• 27:39
  saying
• 27:39
  this
• 27:39
  couple
• 27:40
  paid
• 27:40
  this
• 27:40
  much
• 27:40
  for
• 27:41
  this
• 27:41
  cake.
• 27:41
  We're
• 27:41
  saying
• 27:42
  if
• 27:42
  you
• 27:42
  bought
• 27:42
  an
• 27:42
  exact
• 27:43
  replica
• 27:43
  of
• 27:43
  this
• 27:44
  cake,
• 27:44
  it
• 27:44
  will
• 27:45
  cost
• 27:45
  you
• 27:45
  roughly
• 27:46
  this
• 27:46
  much
• 27:46
  money.
• 27:47
  Same
• 27:47
  with
• 27:47
  floral
• 27:48
  displays.
• 27:48
  Same
• 27:48
  kind
• 27:48
  of
• 27:49
  thing.
• 27:49
  And
• 27:49
  so
• 27:49
  this
• 27:50
  just
• 27:50
  gives
• 27:50
  people
• 27:50
  an
• 27:50
  idea
• 27:51
  because
• 27:51
  again,
• 27:51
  I've
• 27:52
  got
• 27:52
  no
• 27:52
  idea
• 27:52
  how
• 27:53
  much
• 27:53
  a
• 27:53
  three
• 27:53
  tier
• 27:54
  cake
• 27:54
  would
• 27:54
  cost
• 27:54
  versus
• 27:55
  a
• 27:55
  ten
• 27:55
  tier
• 27:55
  cake
• 27:56
  versus
• 27:56
  a
• 27:56
  cake
• 27:56
  with
• 27:57
  sugar
• 27:57
  flowers.
• 27:57
  I
• 27:57
  honestly
• 27:58
  have
• 27:58
  no
• 27:58
  idea.
• 27:58
  But
• 27:59
  by
• 27:59
  putting
• 27:59
  those
• 28:00
  examples
• 28:00
  on,
• 28:01
  what
• 28:01
  happens
• 28:01
  is
• 28:01
  couples
• 28:02
  go,
• 28:02
  I
• 28:02
  want
• 28:02
  a
• 28:03
  cake
• 28:03
  like
• 28:03
  this
• 28:03
  because
• 28:03
  they
• 28:04
  can
• 28:04
  see
• 28:04
  exactly
• 28:05
  how
• 28:05
  much
• 28:05
  it's
• 28:05
  going
• 28:05
  to
• 28:05
  cost,
• 28:06
  they
• 28:06
  like
• 28:06
  the
• 28:06
  design
• 28:07
  and
• 28:07
  they
• 28:07
  can
• 28:07
  see
• 28:07
  roughly
• 28:07
  what
• 28:07
  their
• 28:08
  budget
• 28:08
  is
• 28:08
  going
• 28:08
  to
• 28:08
  be.
• 28:09
  So
• 28:09
  that's
• 28:09
  another
• 28:09
  way
• 28:10
  you
• 28:10
  can
• 28:10
  do
• 28:10
  it.
• 28:10
  The
• 28:11
  other
• 28:11
  thing
• 28:11
  I've
• 28:11
  been
• 28:11
  advocating
• 28:12
  for
• 28:12
  and
• 28:12
  I'm
• 28:13
  still
• 28:13
  pushing
• 28:13
  and
• 28:13
  I'm
• 28:13
  not
• 28:13
  seeing
• 28:14
  many
• 28:14
  people
• 28:14
  doing
• 28:14
  this
• 28:15
  yet,
• 28:15
  is
• 28:15
  that
• 28:15
  when
• 28:15
  you
• 28:16
  do
• 28:16
  a
• 28:16
  styled
• 28:16
  shoot,
• 28:17
  when
• 28:17
  you
• 28:17
  do
• 28:18
  these
• 28:18
  big
• 28:18
  fancy
• 28:19
  displays
• 28:19
  that
• 28:20
  you
• 28:20
  put
• 28:20
  a
• 28:20
  pricing
• 28:20
  guide
• 28:21
  on
• 28:21
  the
• 28:21
  bottom.
• 28:22
  If
• 28:22
  you
• 28:22
  were
• 28:22
  to
• 28:22
  recreate
• 28:23
  this
• 28:23
  at
• 28:23
  your
• 28:23
  own
• 28:23
  wedding,
• 28:24
  it
• 28:24
  would
• 28:24
  cost
• 28:24
  you
• 28:25
  approximately
• 28:26
  X,
• 28:26
  Y,
• 28:26
  Z.
• 28:27
  Anything
• 28:27
  that
• 28:27
  gives
• 28:27
  people
• 28:28
  an
• 28:28
  idea
• 28:28
  about
• 28:29
  how
• 28:29
  much
• 28:29
  these
• 28:29
  different
• 28:30
  ideas
• 28:30
  cost
• 28:31
  is
• 28:31
  going
• 28:31
  to
• 28:31
  help
• 28:32
  you
• 28:32
  in
• 28:32
  the
• 28:32
  sales
• 28:33
  conversation
• 28:33
  down
• 28:34
  the
• 28:34
  line.
• 28:34
  We
• 28:34
  know
• 28:35
  people
• 28:35
  do
• 28:35
  their
• 28:35
  research.
• 28:35
  Research
• 28:36
  people
• 28:36
  do
• 28:36
  it
• 28:36
  to
• 28:36
  me
• 28:37
  all
• 28:37
  the
• 28:37
  time.
• 28:37
  I
• 28:37
  had
• 28:37
  a
• 28:37
  call
• 28:37
  with
• 28:38
  someone
• 28:38
  just
• 28:39
  this
• 28:39
  week
• 28:39
  who
• 28:39
  rang
• 28:40
  me
• 28:40
  up
• 28:40
  and
• 28:40
  they
• 28:40
  were
• 28:40
  asking
• 28:41
  me
• 28:41
  about
• 28:41
  my
• 28:41
  one
• 28:41
  to
• 28:41
  one
• 28:42
  services
• 28:42
  and
• 28:43
  I
• 28:43
  was
• 28:43
  talking
• 28:43
  to
• 28:43
  them
• 28:43
  and
• 28:44
  halfway
• 28:44
  through
• 28:44
  the
• 28:44
  call
• 28:45
  I
• 28:45
  realized
• 28:45
  they
• 28:46
  already
• 28:46
  knew
• 28:46
  everything
• 28:46
  about
• 28:47
  my
• 28:47
  one
• 28:47
  to
• 28:47
  one
• 28:47
  services
• 28:48
  because
• 28:48
  they
• 28:48
  had
• 28:48
  the
• 28:49
  pricing
• 28:49
  and
• 28:49
  the
• 28:50
  information
• 28:50
  in
• 28:50
  front
• 28:51
  of
• 28:51
  them.
• 28:51
  They
• 28:51
  were
• 28:51
  just
• 28:52
  trying
• 28:52
  to
• 28:52
  qualify
• 28:52
  whether
• 28:53
  or
• 28:53
  not
• 28:53
  I
• 28:53
  knew
• 28:53
  what
• 28:53
  I
• 28:53
  was
• 28:54
  talking
• 28:54
  about.
• 28:54
  It
• 28:55
  wasn't
• 28:55
  about
• 28:55
  price.
• 28:55
  They
• 28:56
  already
• 28:56
  knew
• 28:56
  the
• 28:56
  price
• 28:57
  because
• 28:57
  they'd
• 28:57
  been
• 28:57
  on
• 28:57
  my
• 28:57
  website,
• 28:58
  done
• 28:58
  the
• 28:58
  research,
• 28:59
  looked
• 28:59
  me
• 28:59
  up,
• 28:59
  knew
• 29:00
  how
• 29:00
  much
• 29:00
  it
• 29:00
  cost
• 29:00
  to
• 29:01
  work
• 29:01
  with
• 29:01
  with
• 29:01
  me,
• 29:01
  and
• 29:02
  then
• 29:02
  called
• 29:02
  me.
• 29:02
  So
• 29:03
  at
• 29:03
  that
• 29:03
  point,
• 29:03
  it's
• 29:03
  not
• 29:03
  about
• 29:04
  me
• 29:04
  trying
• 29:04
  to
• 29:05
  say
• 29:05
  this
• 29:05
  is
• 29:05
  how
• 29:05
  much
• 29:05
  it's
• 29:06
  going
• 29:06
  to
• 29:06
  cost
• 29:06
  and
• 29:06
  worrying
• 29:06
  about
• 29:07
  prices
• 29:07
  at
• 29:07
  that
• 29:07
  point.
• 29:08
  They
• 29:08
  just
• 29:08
  want
• 29:08
  to
• 29:08
  know,
• 29:09
  are
• 29:09
  we
• 29:09
  a
• 29:09
  good
• 29:10
  fit?
• 29:10
  Do
• 29:10
  we
• 29:10
  know
• 29:11
  what
• 29:11
  we're
• 29:11
  talking
• 29:11
  about?
• 29:12
  Are
• 29:12
  we
• 29:12
  going
• 29:12
  to
• 29:12
  be
• 29:12
  able
• 29:13
  to
• 29:13
  be
• 29:13
  available
• 29:13
  to
• 29:14
  help
• 29:14
  them?
• 29:14
  So
• 29:15
  putting
• 29:15
  your
• 29:15
  pricing
• 29:15
  on
• 29:16
  your
• 29:16
  website
• 29:16
  makes
• 29:16
  that
• 29:17
  sales
• 29:17
  call
• 29:17
  a
• 29:17
  whole
• 29:18
  lot
• 29:18
  easier.
• 29:19
  Let's
• 29:19
  recap
• 29:20
  then
• 29:20
  the
• 29:20
  different
• 29:20
  ways
• 29:21
  you
• 29:21
  can
• 29:21
  put
• 29:21
  pricing
• 29:21
  on
• 29:21
  your
• 29:22
  website
• 29:22
  and
• 29:22
  I'd
• 29:22
  love
• 29:22
  to
• 29:22
  hear
• 29:23
  from
• 29:23
  you
• 29:23
  what's
• 29:24
  working
• 29:24
  for
• 29:24
  you,
• 29:24
  what
• 29:24
  prices
• 29:25
  are
• 29:25
  you
• 29:25
  putting
• 29:25
  on
• 29:26
  your
• 29:26
  website
• 29:26
  and
• 29:27
  how
• 29:27
  is
• 29:27
  it
• 29:27
  working
• 29:28
  in
• 29:28
  your
• 29:28
  world?
• 29:29
  Feel
• 29:29
  free
• 29:29
  to
• 29:29
  reach
• 29:29
  out
• 29:29
  and
• 29:30
  let
• 29:30
  me
• 29:30
  know.
• 29:30
  So
• 29:31
  different
• 29:31
  ways
• 29:31
  you
• 29:31
  can
• 29:32
  display
• 29:32
  your
• 29:33
  pricing.
• 29:33
  Number
• 29:33
  one,
• 29:34
  absolute
• 29:34
  minimum
• 29:35
  everyone
• 29:35
  should
• 29:35
  have
• 29:35
  is
• 29:36
  the
• 29:36
  from
• 29:36
  price,
• 29:36
  but
• 29:37
  make
• 29:37
  it
• 29:37
  an
• 29:37
  honest
• 29:37
  from
• 29:38
  price.
• 29:38
  Secondly,
• 29:39
  look
• 29:39
  at
• 29:39
  price
• 29:40
  ranges.
• 29:40
  This
• 29:40
  is
• 29:41
  where
• 29:41
  you
• 29:41
  say,
• 29:41
  on
• 29:41
  average
• 29:42
  for
• 29:42
  this
• 29:42
  service,
• 29:43
  couples
• 29:43
  spend
• 29:43
  between
• 29:44
  X
• 29:44
  and
• 29:44
  X
• 29:45
  amount
• 29:45
  of
• 29:45
  money
• 29:45
  with
• 29:46
  us.
• 29:46
  Contact
• 29:47
  us
• 29:47
  for
• 29:47
  the
• 29:47
  bespoke
• 29:48
  quote.
• 29:48
  Third
• 29:48
  one
• 29:49
  is
• 29:49
  that
• 29:49
  three
• 29:50
  tiered
• 29:51
  package
• 29:51
  pricing.
• 29:52
  It
• 29:52
  really
• 29:52
  works
• 29:53
  better
• 29:53
  with
• 29:53
  three.
• 29:54
  Again,
• 29:54
  go
• 29:55
  and
• 29:55
  look
• 29:55
  at
• 29:55
  the
• 29:55
  software
• 29:55
  website
• 29:56
  sites
• 29:56
  and
• 29:56
  you'll
• 29:57
  start
• 29:57
  seeing
• 29:57
  this
• 29:57
  everywhere.
• 29:58
  And
• 29:59
  the
• 29:59
  final
• 29:59
  one
• 29:59
  is
• 29:59
  some
• 30:00
  kind
• 30:00
  of
• 30:00
  example
• 30:00
  pricing
• 30:01
  guide
• 30:01
  where
• 30:02
  you
• 30:02
  put
• 30:02
  previous
• 30:02
  work
• 30:03
  up
• 30:03
  and
• 30:03
  show
• 30:03
  roughly
• 30:04
  what
• 30:04
  it
• 30:04
  would
• 30:04
  cost
• 30:04
  in
• 30:05
  today's
• 30:05
  prices.
• 30:06
  I
• 30:06
  hope
• 30:06
  by
• 30:07
  the
• 30:07
  end
• 30:07
  of
• 30:07
  those
• 30:08
  two
• 30:08
  sections
• 30:08
  of
• 30:09
  this
• 30:09
  podcast
• 30:09
  you're
• 30:10
  feeling
• 30:10
  more
• 30:10
  confident
• 30:10
  about
• 30:11
  how
• 30:11
  to
• 30:11
  talk
• 30:11
  about
• 30:11
  your
• 30:12
  pricing,
• 30:12
  how
• 30:12
  to
• 30:12
  display
• 30:13
  your
• 30:13
  pricing,
• 30:13
  understanding
• 30:14
  why
• 30:14
  you
• 30:14
  need
• 30:15
  to
• 30:15
  price
• 30:15
  yourself
• 30:16
  effectively
• 30:16
  and
• 30:17
  competitively
• 30:18
  in
• 30:18
  the
• 30:18
  market
• 30:18
  you're
• 30:19
  at,
• 30:19
  and
• 30:19
  why
• 30:20
  it's
• 30:20
  going
• 30:20
  to
• 30:20
  make
• 30:20
  your
• 30:21
  sales
• 30:21
  conversations
• 30:21
  that
• 30:22
  much
• 30:22
  easier
• 30:22
  if
• 30:23
  you
• 30:23
  put
• 30:23
  rough
• 30:23
  prices
• 30:24
  pricing
• 30:24
  on
• 30:24
  there.
• 30:25
  Now,
• 30:25
  the
• 30:26
  other
• 30:26
  area
• 30:26
  of
• 30:26
  pricing
• 30:27
  I
• 30:27
  get
• 30:27
  spoken
• 30:28
  to
• 30:28
  about
• 30:28
  a
• 30:29
  lot
• 30:29
  is
• 30:30
  increasing
• 30:30
  prices.
• 30:31
  How
• 30:32
  do
• 30:32
  we
• 30:32
  go
• 30:32
  about
• 30:32
  increasing
• 30:33
  our
• 30:33
  prices?
• 30:34
  We
• 30:34
  know
• 30:35
  that
• 30:35
  prices
• 30:35
  need
• 30:36
  to
• 30:36
  increase
• 30:36
  over
• 30:36
  time
• 30:37
  and
• 30:38
  sometimes
• 30:38
  we
• 30:38
  don't
• 30:39
  feel
• 30:39
  confident
• 30:39
  to
• 30:40
  increase
• 30:40
  them.
• 30:40
  Now
• 30:40
  there's
• 30:41
  a
• 30:41
  couple
• 30:41
  of
• 30:41
  schools
• 30:42
  of
• 30:42
  thought
• 30:42
  that
• 30:42
  I
• 30:43
  talk
• 30:43
  about
• 30:43
  with
• 30:43
  this
• 30:43
  now.
• 30:44
  If
• 30:44
  it's
• 30:44
  just,
• 30:45
  you
• 30:45
  know,
• 30:45
  your
• 30:45
  annual
• 30:46
  price
• 30:46
  rise,
• 30:47
  the
• 30:47
  cost
• 30:47
  of
• 30:47
  eggs
• 30:48
  have
• 30:48
  gone
• 30:48
  up,
• 30:48
  the
• 30:48
  cost
• 30:48
  of
• 30:48
  flowers
• 30:49
  has
• 30:49
  gone
• 30:49
  up,
• 30:49
  the
• 30:49
  cost
• 30:50
  of
• 30:50
  petrol's
• 30:50
  gone
• 30:50
  up,
• 30:50
  the
• 30:51
  cost
• 30:51
  of
• 30:51
  your
• 30:51
  editing
• 30:51
  software
• 30:52
  has
• 30:52
  gone
• 30:52
  up,
• 30:52
  and
• 30:52
  you've
• 30:52
  looked
• 30:53
  at
• 30:53
  all
• 30:53
  your
• 30:53
  numbers
• 30:53
  like
• 30:54
  I've
• 30:54
  told
• 30:54
  you
• 30:54
  to
• 30:54
  do
• 30:54
  earlier.
• 30:55
  And
• 30:55
  you
• 30:55
  realize,
• 30:55
  realize
• 30:56
  everything's
• 30:56
  going
• 30:57
  up.
• 30:57
  My
• 30:57
  prices
• 30:58
  need
• 30:58
  to
• 30:58
  shift
• 30:58
  up
• 30:59
  a
• 30:59
  little
• 30:59
  bit.
• 31:00
  Maybe
• 31:00
  it's
• 31:00
  kind
• 31:01
  of
• 31:01
  inflation,
• 31:01
  they're
• 31:01
  going
• 31:01
  to
• 31:02
  go
• 31:02
  up
• 31:02
  by
• 31:02
  1
• 31:02
  or
• 31:02
  2%.
• 31:03
  You
• 31:03
  should
• 31:03
  be
• 31:04
  looking
• 31:04
  at
• 31:04
  that
• 31:04
  every
• 31:05
  single
• 31:05
  year
• 31:05
  to
• 31:05
  work
• 31:06
  out
• 31:06
  whether
• 31:06
  or
• 31:06
  not
• 31:06
  that
• 31:07
  needs
• 31:07
  to
• 31:07
  happen.
• 31:07
  If
• 31:08
  you
• 31:08
  haven't
• 31:08
  increased
• 31:08
  your
• 31:09
  prices
• 31:09
  for
• 31:09
  the
• 31:09
  last
• 31:10
  five
• 31:10
  years,
• 31:10
  for
• 31:11
  example,
• 31:11
  or
• 31:11
  even
• 31:11
  the
• 31:12
  last
• 31:12
  three
• 31:12
  years,
• 31:12
  go
• 31:13
  and
• 31:13
  do
• 31:13
  your
• 31:13
  sums
• 31:13
  and
• 31:13
  work
• 31:14
  out,
• 31:14
  do
• 31:14
  I
• 31:14
  need
• 31:14
  to
• 31:15
  increase
• 31:15
  your
• 31:15
  prices?
• 31:15
  Because
• 31:16
  prices
• 31:16
  are
• 31:16
  increasing
• 31:16
  everywhere
• 31:17
  else.
• 31:17
  If
• 31:17
  you
• 31:17
  look
• 31:18
  at
• 31:18
  your
• 31:18
  insurance
• 31:18
  premiums,
• 31:19
  if
• 31:19
  you
• 31:19
  look
• 31:19
  at
• 31:19
  the
• 31:19
  cost
• 31:19
  of
• 31:19
  your
• 31:20
  grocery
• 31:20
  shopping,
• 31:20
  they're
• 31:21
  increasing.
• 31:22
  So
• 31:22
  that's
• 31:22
  one
• 31:22
  reason
• 31:23
  you
• 31:23
  might
• 31:23
  want
• 31:23
  to
• 31:23
  do
• 31:23
  a
• 31:23
  price
• 31:24
  rise.
• 31:24
  The
• 31:24
  other
• 31:25
  reason
• 31:25
  you
• 31:25
  might
• 31:25
  want
• 31:25
  to
• 31:26
  do
• 31:26
  a
• 31:26
  price
• 31:26
  rise
• 31:26
  is
• 31:27
  you
• 31:27
  realize
• 31:27
  your
• 31:27
  services
• 31:28
  are
• 31:28
  probably
• 31:28
  a
• 31:28
  bit
• 31:29
  cheap.
• 31:29
  And
• 31:29
  it's
• 31:29
  not
• 31:30
  just
• 31:30
  a
• 31:30
  percentage
• 31:30
  price
• 31:31
  rise
• 31:31
  you
• 31:31
  need
• 31:31
  to
• 31:31
  do,
• 31:31
  it's
• 31:32
  quite
• 31:32
  a
• 31:32
  chunky
• 31:32
  price
• 31:33
  rise.
• 31:33
  Now
• 31:33
  the
• 31:33
  reason
• 31:34
  you
• 31:34
  would
• 31:34
  do
• 31:34
  this
• 31:35
  is
• 31:35
  if
• 31:35
  you're
• 31:36
  getting
• 31:36
  fully
• 31:36
  booked
• 31:37
  or
• 31:37
  you're
• 31:37
  very
• 31:37
  popular
• 31:38
  at
• 31:38
  the
• 31:38
  price
• 31:38
  you
• 31:38
  are
• 31:39
  and
• 31:39
  you
• 31:39
  want
• 31:39
  to
• 31:39
  work
• 31:40
  slightly
• 31:40
  less
• 31:40
  weddings
• 31:41
  and
• 31:41
  earn
• 31:41
  slightly
• 31:42
  more
• 31:42
  money.
• 31:43
  I
• 31:43
  had
• 31:43
  a
• 31:43
  one
• 31:43
  to
• 31:43
  one
• 31:44
  client
• 31:44
  that
• 31:44
  this
• 31:44
  was
• 31:44
  the
• 31:44
  case
• 31:45
  for
• 31:45
  and
• 31:45
  they
• 31:45
  wanted
• 31:45
  to
• 31:46
  put
• 31:46
  their
• 31:46
  prices
• 31:47
  up
• 31:47
  by
• 31:47
  about
• 31:48
  £500.
• 31:49
  Now
• 31:49
  that's
• 31:49
  a
• 31:49
  big
• 31:49
  leap
• 31:50
  to
• 31:50
  suddenly
• 31:50
  go,
• 31:51
  it's
• 31:51
  an
• 31:51
  extra
• 31:51
  £500.
• 31:52
  And
• 31:52
  they
• 31:53
  were
• 31:53
  nervous
• 31:53
  to
• 31:53
  do
• 31:53
  it.
• 31:54
  So
• 31:54
  I
• 31:54
  said
• 31:54
  to
• 31:55
  them,
• 31:55
  right,
• 31:55
  once
• 31:56
  you've
• 31:56
  hit,
• 31:56
  if
• 31:56
  you
• 31:57
  want
• 31:57
  to
• 31:57
  get
• 31:57
  five
• 31:57
  bookings
• 31:58
  next
• 31:58
  year,
• 31:58
  once
• 31:58
  you've
• 31:59
  got
• 31:59
  four
• 31:59
  bookings
• 32:00
  for
• 32:00
  next
• 32:00
  year
• 32:01
  in
• 32:01
  your
• 32:01
  diary,
• 32:01
  which
• 32:02
  I
• 32:02
  knew
• 32:02
  was
• 32:02
  going
• 32:02
  to
• 32:02
  happen
• 32:02
  because
• 32:03
  they
• 32:03
  were
• 32:03
  getting
• 32:03
  booked
• 32:03
  all
• 32:04
  of
• 32:04
  the
• 32:04
  time,
• 32:04
  then
• 32:05
  let's
• 32:05
  at
• 32:05
  that
• 32:05
  point
• 32:06
  move
• 32:06
  your
• 32:06
  price
• 32:07
  up
• 32:07
  by
• 32:07
  500
• 32:07
  pound
• 32:08
  or
• 32:08
  let's
• 32:08
  move
• 32:08
  it
• 32:08
  up
• 32:09
  by
• 32:09
  200
• 32:09
  pounds,
• 32:09
  let's
• 32:10
  do
• 32:10
  it
• 32:10
  in
• 32:10
  stages.
• 32:11
  And
• 32:11
  the
• 32:11
  fifth
• 32:12
  booking
• 32:12
  that
• 32:12
  comes
• 32:12
  in,
• 32:12
  if
• 32:13
  it
• 32:13
  comes
• 32:13
  in
• 32:13
  and
• 32:14
  they
• 32:14
  pay
• 32:14
  the
• 32:14
  extra
• 32:15
  £200
• 32:16
  and
• 32:16
  you
• 32:16
  get
• 32:16
  a
• 32:16
  couple
• 32:16
  more
• 32:17
  bookings
• 32:17
  where
• 32:17
  they're
• 32:17
  happy
• 32:17
  to
• 32:18
  pay
• 32:18
  the
• 32:18
  extra
• 32:18
  £200,
• 32:19
  then
• 32:19
  let's
• 32:20
  shift
• 32:20
  it
• 32:20
  up
• 32:20
  again
• 32:20
  by
• 32:21
  another
• 32:21
  £100.
• 32:22
  And
• 32:22
  we
• 32:22
  repeated
• 32:23
  that
• 32:23
  process
• 32:23
  until
• 32:23
  we
• 32:24
  got
• 32:24
  it
• 32:24
  to
• 32:24
  the
• 32:24
  500
• 32:25
  pound
• 32:25
  price
• 32:25
  increase.
• 32:26
  They
• 32:26
  went
• 32:26
  wanted,
• 32:26
  no
• 32:27
  one
• 32:27
  was
• 32:27
  batting
• 32:28
  an
• 32:28
  eyelid
• 32:28
  at
• 32:28
  it.
• 32:29
  It
• 32:29
  showed
• 32:29
  that
• 32:29
  what
• 32:30
  the
• 32:30
  prices
• 32:30
  she
• 32:30
  had
• 32:30
  before
• 32:31
  were
• 32:31
  too
• 32:31
  cheap
• 32:31
  because
• 32:32
  people
• 32:32
  weren't
• 32:32
  even
• 32:32
  questioning
• 32:33
  the
• 32:33
  fact
• 32:33
  that
• 32:33
  it
• 32:34
  was
• 32:34
  that
• 32:34
  price.
• 32:34
  Now
• 32:35
  she
• 32:35
  didn't
• 32:35
  announce
• 32:36
  this
• 32:36
  price
• 32:36
  rise
• 32:36
  anywhere
• 32:37
  and
• 32:37
  for
• 32:38
  her
• 32:38
  own
• 32:38
  confidence,
• 32:39
  like
• 32:39
  I
• 32:39
  said,
• 32:39
  we
• 32:39
  waited
• 32:40
  till
• 32:40
  she
• 32:40
  was
• 32:40
  booked
• 32:40
  at
• 32:40
  a
• 32:41
  certain
• 32:41
  capacity
• 32:42
  and
• 32:42
  then
• 32:42
  we
• 32:42
  steadily
• 32:43
  increased
• 32:43
  it.
• 32:43
  And
• 32:43
  every
• 32:44
  time
• 32:44
  she
• 32:44
  got
• 32:44
  three
• 32:44
  or
• 32:45
  four
• 32:45
  bookings
• 32:45
  at
• 32:45
  that
• 32:45
  new
• 32:46
  price,
• 32:46
  we
• 32:47
  then
• 32:47
  upped
• 32:47
  it
• 32:47
  again,
• 32:48
  upped
• 32:48
  it
• 32:48
  again
• 32:48
  until
• 32:49
  we
• 32:49
  got
• 32:49
  to
• 32:49
  the
• 32:49
  point
• 32:50
  where
• 32:50
  she
• 32:50
  wanted
• 32:50
  it.
• 32:51
  And
• 32:51
  now
• 32:51
  she
• 32:52
  probably
• 32:52
  needs
• 32:52
  to
• 32:52
  reflect
• 32:53
  again
• 32:53
  because
• 32:53
  if
• 32:53
  she's
• 32:54
  still
• 32:54
  getting
• 32:54
  fully
• 32:55
  booked
• 32:55
  at
• 32:55
  that
• 32:55
  new
• 32:55
  price
• 32:56
  rise,
• 32:56
  maybe
• 32:57
  there's
• 32:57
  another
• 32:57
  step
• 32:58
  she
• 32:58
  could
• 32:58
  go.
• 32:59
  Now
• 32:59
  if
• 32:59
  she'd
• 32:59
  have
• 32:59
  gone
• 33:00
  up
• 33:00
  that
• 33:00
  hundred
• 33:00
  pounds
• 33:01
  and
• 33:01
  suddenly
• 33:02
  was
• 33:02
  losing
• 33:03
  work
• 33:03
  and
• 33:04
  no
• 33:04
  one
• 33:04
  was
• 33:04
  booking
• 33:04
  her
• 33:05
  anymore
• 33:05
  and
• 33:05
  people
• 33:05
  were
• 33:06
  saying
• 33:06
  she
• 33:06
  was
• 33:06
  too
• 33:06
  expensive,
• 33:07
  then
• 33:07
  she
• 33:08
  could
• 33:08
  have
• 33:08
  always
• 33:08
  dropped
• 33:09
  it
• 33:09
  back
• 33:09
  down.
• 33:09
  That
• 33:10
  is
• 33:10
  an
• 33:10
  option.
• 33:10
  You
• 33:11
  can
• 33:11
  do
• 33:11
  that
• 33:11
  if
• 33:12
  it's
• 33:12
  not
• 33:12
  working.
• 33:12
  That's
• 33:13
  why
• 33:13
  we
• 33:13
  test
• 33:13
  these
• 33:13
  things.
• 33:14
  However,
• 33:14
  you
• 33:14
  do
• 33:14
  need
• 33:14
  to
• 33:15
  understand
• 33:15
  if
• 33:15
  you
• 33:15
  are
• 33:15
  going
• 33:15
  to
• 33:16
  do
• 33:16
  a
• 33:16
  big
• 33:16
  leap
• 33:17
  price
• 33:17
  increase
• 33:18
  like
• 33:18
  that,
• 33:18
  you
• 33:18
  probably
• 33:19
  will
• 33:19
  hit
• 33:19
  a
• 33:19
  point
• 33:19
  where
• 33:19
  inquiries
• 33:20
  go
• 33:20
  down,
• 33:21
  but
• 33:21
  your
• 33:21
  overall
• 33:21
  booking
• 33:22
  value
• 33:22
  will
• 33:22
  be
• 33:22
  higher.
• 33:23
  You
• 33:23
  need
• 33:23
  to
• 33:23
  look
• 33:24
  at
• 33:24
  conversions,
• 33:24
  not
• 33:25
  just
• 33:25
  inquiry
• 33:25
  numbers.
• 33:26
  We
• 33:26
  don't
• 33:26
  need
• 33:26
  loads
• 33:27
  of
• 33:27
  inquiries
• 33:27
  that
• 33:27
  are
• 33:27
  wasting
• 33:28
  our
• 33:28
  time.
• 33:28
  What
• 33:28
  we
• 33:29
  need
• 33:29
  is
• 33:29
  really
• 33:29
  high
• 33:29
  qual
• 33:30
  quality
• 33:30
  inquiries
• 33:30
  that
• 33:31
  can
• 33:31
  afford
• 33:31
  us
• 33:31
  and
• 33:31
  will
• 33:32
  convert.
• 33:32
  So
• 33:33
  if
• 33:33
  you
• 33:33
  are
• 33:33
  going
• 33:33
  to
• 33:33
  do
• 33:33
  a
• 33:34
  price
• 33:34
  rise,
• 33:34
  the
• 33:35
  that
• 33:35
  example
• 33:36
  one
• 33:36
  is
• 33:36
  probably
• 33:37
  one
• 33:37
  that
• 33:37
  you
• 33:37
  kind
• 33:37
  of
• 33:37
  do
• 33:37
  quietly
• 33:38
  behind
• 33:38
  the
• 33:39
  scenes.
• 33:39
  And
• 33:39
  if
• 33:39
  you
• 33:39
  want
• 33:39
  to
• 33:39
  work
• 33:40
  one
• 33:40
  to
• 33:40
  one
• 33:40
  with
• 33:40
  me,
• 33:41
  then
• 33:41
  that's
• 33:41
  the
• 33:41
  kind
• 33:42
  of
• 33:42
  thing
• 33:42
  we
• 33:42
  do
• 33:42
  each
• 33:43
  month
• 33:43
  is
• 33:43
  we
• 33:43
  talk
• 33:44
  these
• 33:44
  things
• 33:44
  through.
• 33:45
  So
• 33:45
  you've
• 33:45
  got
• 33:45
  someone
• 33:45
  cheering
• 33:46
  you
• 33:46
  on
• 33:46
  because
• 33:46
  often
• 33:46
  it's
• 33:47
  our
• 33:47
  own
• 33:47
  heads
• 33:47
  that
• 33:47
  get
• 33:48
  in
• 33:48
  the
• 33:48
  way
• 33:48
  of
• 33:48
  putting
• 33:49
  these
• 33:49
  prices
• 33:49
  up.
• 33:50
  However,
• 33:50
  if
• 33:50
  it's
• 33:51
  more
• 33:51
  of
• 33:51
  this
• 33:51
  annual
• 33:51
  price
• 33:52
  rise
• 33:52
  that
• 33:52
  you
• 33:52
  want
• 33:52
  to
• 33:53
  do,
• 33:53
  maybe
• 33:53
  it's
• 33:53
  the
• 33:53
  inflation
• 33:54
  price
• 33:54
  rise,
• 33:55
  then
• 33:55
  here's
• 33:55
  how
• 33:55
  I
• 33:56
  recommend
• 33:56
  that
• 33:57
  you,
• 33:57
  you
• 33:57
  do
• 33:57
  it.
• 33:57
  The
• 33:58
  first
• 33:58
  thing
• 33:58
  is
• 33:58
  you're
• 33:59
  going
• 33:59
  to
• 33:59
  decide
• 33:59
  on
• 33:59
  a
• 33:59
  date
• 34:00
  when
• 34:00
  your
• 34:00
  prices
• 34:01
  are
• 34:01
  going
• 34:01
  to
• 34:01
  go
• 34:01
  up.
• 34:02
  Now
• 34:02
  we've
• 34:02
  missed
• 34:02
  the
• 34:02
  financial
• 34:03
  years,
• 34:03
  there's
• 34:03
  no
• 34:04
  point
• 34:04
  doing
• 34:04
  that,
• 34:04
  but
• 34:05
  you
• 34:05
  can
• 34:05
  choose
• 34:05
  any
• 34:06
  date
• 34:06
  you
• 34:06
  want
• 34:06
  to.
• 34:07
  It
• 34:07
  may
• 34:07
  be
• 34:07
  that
• 34:07
  you
• 34:08
  say
• 34:08
  from
• 34:08
  the
• 34:08
  1st
• 34:08
  of
• 34:09
  September
• 34:09
  my
• 34:09
  price
• 34:09
  is
• 34:10
  going
• 34:10
  up
• 34:10
  due
• 34:10
  to
• 34:10
  inflation,
• 34:11
  blah
• 34:11
  blah,
• 34:11
  blah,
• 34:11
  blah.
• 34:12
  You
• 34:12
  decide
• 34:13
  on
• 34:13
  that
• 34:13
  date
• 34:14
  first
• 34:14
  of
• 34:14
  all
• 34:14
  and
• 34:14
  make
• 34:15
  it
• 34:15
  really
• 34:15
  clear
• 34:16
  in
• 34:16
  your
• 34:16
  head
• 34:16
  and
• 34:17
  tell
• 34:17
  yourself
• 34:17
  that
• 34:18
  is
• 34:18
  the
• 34:18
  day
• 34:18
  you're
• 34:18
  changing
• 34:19
  the
• 34:19
  prices
• 34:19
  on
• 34:19
  your
• 34:19
  website,
• 34:20
  your
• 34:20
  brochures,
• 34:20
  everything.
• 34:21
  The
• 34:21
  second
• 34:21
  thing
• 34:21
  you're
• 34:22
  going
• 34:22
  to
• 34:22
  do
• 34:22
  is
• 34:22
  you're
• 34:23
  going
• 34:23
  to
• 34:23
  tell
• 34:23
  people
• 34:24
  that
• 34:24
  your
• 34:25
  prices
• 34:25
  will
• 34:25
  be
• 34:25
  going
• 34:26
  up
• 34:26
  on
• 34:26
  that
• 34:26
  that
• 34:26
  date.
• 34:27
  When
• 34:27
  you
• 34:27
  tell
• 34:28
  other
• 34:28
  people,
• 34:28
  that
• 34:29
  means
• 34:29
  you
• 34:29
  have
• 34:29
  to
• 34:29
  do
• 34:29
  it.
• 34:30
  So
• 34:30
  that
• 34:30
  may
• 34:30
  be
• 34:30
  a
• 34:31
  social
• 34:31
  media
• 34:31
  post,
• 34:31
  that
• 34:32
  may
• 34:32
  be
• 34:32
  an
• 34:32
  email,
• 34:32
  that
• 34:33
  may
• 34:33
  be
• 34:33
  telling
• 34:33
  people
• 34:34
  somewhere
• 34:34
  else,
• 34:34
  but
• 34:35
  you
• 34:35
  need
• 34:35
  to
• 34:35
  start
• 34:35
  telling
• 34:35
  people
• 34:36
  your
• 34:36
  prices
• 34:36
  are
• 34:37
  rising
• 34:37
  on
• 34:37
  this
• 34:38
  date.
• 34:39
  Then
• 34:39
  what
• 34:39
  you
• 34:39
  need
• 34:39
  to
• 34:40
  do
• 34:40
  is
• 34:40
  tell
• 34:41
  people,
• 34:41
  and
• 34:41
  this
• 34:42
  is
• 34:42
  a
• 34:42
  great
• 34:42
  sales
• 34:42
  technique
• 34:43
  that
• 34:43
  you
• 34:43
  will
• 34:43
  honor
• 34:44
  your
• 34:44
  current
• 34:45
  prices
• 34:45
  until
• 34:46
  that
• 34:47
  date,
• 34:47
  okay?
• 34:48
  So
• 34:48
  for
• 34:49
  example,
• 34:49
  if
• 34:49
  you're
• 34:50
  currently
• 34:50
  £500
• 34:51
  and
• 34:52
  as
• 34:52
  of
• 34:53
  the
• 34:53
  1st
• 34:53
  of
• 34:53
  September,
• 34:54
  you're
• 34:54
  going
• 34:54
  to
• 34:54
  be
• 34:54
  £550,
• 34:55
  you
• 34:56
  tell
• 34:56
  that
• 34:56
  anyone
• 34:57
  that
• 34:57
  books
• 34:57
  by
• 34:57
  the
• 34:57
  31st
• 34:58
  of
• 34:58
  August
• 34:59
  that
• 34:59
  they
• 34:59
  will
• 34:59
  still
• 34:59
  get
• 34:59
  the
• 35:00
  £500
• 35:00
  pound
• 35:00
  rate.
• 35:01
  Any
• 35:01
  outstanding
• 35:02
  inquiries
• 35:02
  you've
• 35:03
  got
• 35:03
  hanging
• 35:04
  on,
• 35:04
  you
• 35:04
  need
• 35:04
  to
• 35:04
  contact
• 35:04
  them
• 35:05
  and
• 35:05
  say
• 35:05
  to
• 35:05
  them,
• 35:05
  I'm
• 35:06
  honoring
• 35:06
  this
• 35:06
  price,
• 35:07
  but
• 35:07
  you
• 35:07
  need
• 35:07
  to
• 35:07
  book
• 35:08
  and
• 35:08
  pay
• 35:08
  your
• 35:08
  deposit
• 35:09
  by
• 35:09
  the
• 35:09
  31st
• 35:09
  of
• 35:09
  August,
• 35:10
  otherwise
• 35:10
  it's
• 35:11
  going
• 35:11
  to
• 35:11
  go
• 35:11
  up.
• 35:12
  What
• 35:12
  this
• 35:12
  does
• 35:12
  is
• 35:13
  it
• 35:13
  doesn't
• 35:13
  upset
• 35:13
  anyone
• 35:14
  that's
• 35:14
  already
• 35:14
  in
• 35:15
  your
• 35:15
  zone
• 35:16
  because
• 35:16
  they
• 35:17
  are
• 35:17
  still
• 35:17
  getting
• 35:17
  your
• 35:18
  original
• 35:18
  prices
• 35:19
  that
• 35:19
  you
• 35:19
  talked
• 35:19
  about
• 35:20
  and
• 35:20
  you're
• 35:20
  giving
• 35:20
  them
• 35:21
  the
• 35:21
  chance
• 35:21
  and
• 35:21
  the
• 35:22
  time
• 35:22
  to
• 35:22
  actually
• 35:23
  go
• 35:23
  ahead
• 35:23
  and
• 35:23
  book.
• 35:24
  Now,
• 35:24
  this
• 35:24
  may
• 35:24
  give
• 35:24
  you
• 35:25
  some
• 35:25
  last
• 35:25
  minute
• 35:25
  conversions,
• 35:26
  this
• 35:26
  may
• 35:26
  push
• 35:26
  people
• 35:27
  over
• 35:28
  the
• 35:28
  line
• 35:28
  to
• 35:29
  book,
• 35:29
  but
• 35:29
  then
• 35:30
  you
• 35:30
  have
• 35:30
  to
• 35:30
  be
• 35:30
  honest
• 35:31
  and
• 35:31
  do
• 35:32
  what
• 35:32
  you
• 35:32
  said
• 35:32
  you
• 35:32
  were
• 35:32
  going
• 35:32
  to
• 35:33
  do.
• 35:33
  Otherwise
• 35:33
  it's
• 35:33
  not
• 35:33
  fair
• 35:33
  on
• 35:34
  those
• 35:34
  customers
• 35:34
  and
• 35:34
  it's
• 35:34
  a
• 35:34
  sleazy
• 35:35
  sales
• 35:35
  technique.
• 35:36
  So
• 35:36
  if
• 35:36
  you're
• 35:36
  saying
• 35:37
  book
• 35:37
  before
• 35:37
  the
• 35:38
  1st
• 35:38
  of
• 35:38
  September
• 35:38
  to
• 35:39
  get
• 35:39
  this
• 35:39
  price,
• 35:39
  your
• 35:40
  prices
• 35:40
  have
• 35:40
  to
• 35:41
  genuinely
• 35:41
  go
• 35:41
  up
• 35:41
  on
• 35:42
  the
• 35:42
  1st
• 35:42
  of
• 35:42
  September
• 35:43
  and
• 35:43
  you
• 35:43
  have
• 35:43
  to
• 35:43
  stick
• 35:43
  to
• 35:43
  that.
• 35:44
  Otherwise
• 35:44
  it
• 35:44
  comes
• 35:45
  across
• 35:45
  as
• 35:45
  a
• 35:45
  sleazy
• 35:45
  sales
• 35:46
  tactic
• 35:46
  rather
• 35:46
  than
• 35:47
  you
• 35:47
  being
• 35:47
  honest
• 35:48
  and
• 35:48
  helping
• 35:48
  them
• 35:49
  out
• 35:49
  and
• 35:49
  giving
• 35:49
  them
• 35:49
  the
• 35:50
  chance
• 35:50
  to
• 35:50
  book.
• 35:51
  So
• 35:51
  make
• 35:51
  sure
• 35:52
  you
• 35:52
  hold
• 35:52
  firm
• 35:52
  to
• 35:53
  it
• 35:53
  and
• 35:53
  then
• 35:53
  honor
• 35:54
  that
• 35:54
  price
• 35:54
  for
• 35:54
  the
• 35:54
  people
• 35:55
  that
• 35:55
  do
• 35:55
  book
• 35:55
  before
• 35:56
  your
• 35:56
  date,
• 35:57
  because
• 35:58
  you
• 35:58
  were
• 35:58
  charging
• 35:59
  that
• 35:59
  price
• 35:59
  for
• 35:59
  before
• 35:59
  anyway
• 36:00
  and
• 36:00
  you've
• 36:00
  given
• 36:00
  them
• 36:00
  the
• 36:01
  opportunity.
• 36:01
  As
• 36:01
  long
• 36:01
  as
• 36:01
  they
• 36:01
  do
• 36:02
  it
• 36:02
  before
• 36:02
  that
• 36:02
  deadline,
• 36:02
  you
• 36:03
  will
• 36:03
  honor
• 36:03
  their
• 36:03
  price.
• 36:04
  So
• 36:04
  let's
• 36:04
  recap
• 36:05
  that
• 36:05
  again.
• 36:05
  If
• 36:06
  you
• 36:06
  have
• 36:06
  not
• 36:06
  raised
• 36:07
  your
• 36:07
  prices
• 36:07
  at
• 36:08
  all
• 36:08
  for
• 36:08
  the
• 36:08
  last
• 36:09
  two,
• 36:09
  three,
• 36:09
  four
• 36:10
  years,
• 36:10
  look
• 36:10
  at
• 36:11
  your
• 36:11
  numbers.
• 36:11
  Is
• 36:12
  everything
• 36:12
  going
• 36:12
  up
• 36:13
  and
• 36:13
  your
• 36:13
  profit
• 36:13
  going
• 36:14
  down?
• 36:14
  If
• 36:14
  it
• 36:14
  is,
• 36:14
  you
• 36:14
  need
• 36:15
  to
• 36:15
  do
• 36:15
  a
• 36:15
  little
• 36:15
  percentage
• 36:16
  increase
• 36:16
  on
• 36:16
  your
• 36:16
  prices.
• 36:17
  So
• 36:17
  decide
• 36:18
  on
• 36:18
  a
• 36:18
  date
• 36:18
  that's
• 36:18
  going
• 36:18
  to
• 36:19
  happen,
• 36:19
  announce
• 36:20
  it
• 36:20
  to
• 36:20
  people.
• 36:20
  It
• 36:20
  could
• 36:20
  be
• 36:21
  that
• 36:21
  you're
• 36:21
  not
• 36:21
  going
• 36:21
  to
• 36:21
  do
• 36:21
  it
• 36:21
  till
• 36:21
  the
• 36:22
  1st
• 36:22
  of
• 36:22
  January,
• 36:22
  1st
• 36:22
  of
• 36:23
  September,
• 36:23
  1st
• 36:24
  of
• 36:24
  August,
• 36:24
  1st
• 36:24
  of
• 36:24
  July.
• 36:25
  Whenever
• 36:25
  you
• 36:25
  want
• 36:25
  to
• 36:25
  do,
• 36:25
  do
• 36:25
  it,
• 36:26
  tell
• 36:26
  people
• 36:27
  my
• 36:27
  prices
• 36:27
  will
• 36:28
  be
• 36:28
  going
• 36:28
  up
• 36:28
  for
• 36:28
  this
• 36:28
  reason
• 36:29
  as
• 36:29
  of
• 36:29
  this
• 36:30
  date.
• 36:30
  And
• 36:30
  then
• 36:31
  contact
• 36:31
  everyone
• 36:32
  who's
• 36:32
  already
• 36:32
  inquired
• 36:33
  or
• 36:33
  is
• 36:33
  on
• 36:33
  your
• 36:34
  social
• 36:34
  media
• 36:34
  and
• 36:34
  say,
• 36:35
  if
• 36:35
  you
• 36:35
  want
• 36:35
  to
• 36:35
  get
• 36:36
  me
• 36:36
  at
• 36:36
  today's
• 36:36
  prices,
• 36:37
  you
• 36:37
  need
• 36:37
  to
• 36:37
  have
• 36:38
  booked
• 36:38
  and
• 36:38
  paid
• 36:38
  your
• 36:38
  deposit
• 36:39
  by
• 36:39
  31
• 36:40
  August,
• 36:41
  whatever
• 36:41
  the
• 36:41
  day
• 36:41
  is
• 36:42
  before
• 36:42
  your
• 36:42
  prices
• 36:42
  go
• 36:43
  up,
• 36:43
  then
• 36:43
  on
• 36:43
  that
• 36:43
  day,
• 36:44
  you
• 36:44
  need
• 36:44
  to
• 36:44
  honor
• 36:44
  that
• 36:45
  price
• 36:45
  change.
• 36:45
  No
• 36:46
  one
• 36:46
  who
• 36:46
  messages
• 36:47
  you
• 36:47
  24
• 36:48
  hours
• 36:48
  later
• 36:48
  should
• 36:49
  get
• 36:49
  the
• 36:49
  original
• 36:49
  price.
• 36:49
  You
• 36:50
  should
• 36:50
  hold
• 36:50
  firm
• 36:50
  to
• 36:51
  the
• 36:51
  prices
• 36:51
  and
• 36:51
  the
• 36:51
  deadlines
• 36:52
  you
• 36:52
  set.
• 36:52
  Otherwise
• 36:53
  people
• 36:53
  will
• 36:53
  push
• 36:53
  your
• 36:53
  boundaries.
• 36:53
  Boundaries.
• 36:54
  And
• 36:54
  you
• 36:54
  need
• 36:54
  to
• 36:54
  change
• 36:55
  everything
• 36:55
  on
• 36:55
  your
• 36:55
  website,
• 36:56
  brochures,
• 36:56
  etc.
• 36:57
  Okay,
• 36:57
  one
• 36:58
  final
• 36:58
  thing
• 36:58
  that
• 36:58
  I
• 36:58
  want
• 36:59
  to
• 36:59
  chat
• 36:59
  to
• 36:59
  you
• 36:59
  about
• 37:00
  in
• 37:00
  regards
• 37:00
  to
• 37:01
  pricing
• 37:02
  is
• 37:02
  this
• 37:02
  discounts.
• 37:04
  Now
• 37:04
  you
• 37:04
  will
• 37:04
  know
• 37:05
  if
• 37:05
  you've
• 37:05
  been
• 37:05
  in
• 37:05
  my
• 37:05
  world
• 37:06
  any
• 37:06
  length
• 37:06
  of
• 37:06
  time
• 37:07
  or
• 37:07
  read
• 37:07
  my
• 37:07
  lovely
• 37:08
  book
• 37:08
  Done
• 37:08
  is
• 37:08
  better
• 37:08
  than
• 37:09
  perfect.
• 37:09
  That
• 37:09
  one
• 37:10
  of
• 37:10
  my
• 37:10
  favorite
• 37:11
  things
• 37:11
  to
• 37:11
  say
• 37:12
  and
• 37:12
  one
• 37:12
  of
• 37:12
  the
• 37:12
  things
• 37:12
  I'm
• 37:13
  best
• 37:13
  known
• 37:13
  for
• 37:13
  is
• 37:14
  the
• 37:14
  phrase
• 37:14
  Disney
• 37:15
  never
• 37:16
  discount.
• 37:16
  If
• 37:16
  you've
• 37:17
  not
• 37:17
  heard
• 37:17
  me
• 37:17
  talk
• 37:17
  about
• 37:17
  this,
• 37:18
  I
• 37:18
  actually
• 37:18
  recorded
• 37:18
  a
• 37:18
  whole
• 37:19
  podcast
• 37:19
  episode
• 37:19
  about
• 37:19
  it.
• 37:20
  One
• 37:20
  of,
• 37:20
  I
• 37:20
  think
• 37:20
  it
• 37:20
  was
• 37:20
  like
• 37:20
  episode
• 37:21
  two
• 37:21
  of
• 37:21
  this
• 37:21
  podcast.
• 37:22
  You
• 37:22
  can
• 37:22
  go
• 37:22
  back
• 37:22
  and
• 37:22
  listen.
• 37:23
  But
• 37:23
  the
• 37:23
  reason
• 37:23
  I
• 37:24
  say
• 37:24
  that
• 37:24
  is
• 37:24
  because
• 37:25
  I
• 37:25
  love
• 37:25
  Disney
• 37:26
  and
• 37:26
  Disney
• 37:26
  never
• 37:26
  discount.
• 37:27
  And
• 37:27
  I
• 37:27
  want
• 37:27
  all
• 37:27
  of
• 37:28
  you
• 37:28
  to
• 37:28
  be
• 37:28
  more
• 37:28
  Disney
• 37:29
  in
• 37:29
  your
• 37:29
  businesses.
• 37:29
  There
• 37:30
  are
• 37:30
  some
• 37:30
  theme
• 37:30
  parks
• 37:31
  out
• 37:31
  there
• 37:31
  that
• 37:31
  you
• 37:31
  can
• 37:31
  get
• 37:31
  a
• 37:31
  two
• 37:32
  for
• 37:32
  one
• 37:32
  packet
• 37:33
  of
• 37:33
  cereal
• 37:33
  and
• 37:34
  get
• 37:34
  into
• 37:34
  that
• 37:34
  theme
• 37:35
  park
• 37:35
  half
• 37:35
  the
• 37:35
  price.
• 37:36
  You
• 37:36
  can
• 37:36
  never
• 37:37
  pay
• 37:37
  the
• 37:37
  actual
• 37:38
  price
• 37:38
  and
• 37:39
  you
• 37:39
  always
• 37:39
  end
• 37:40
  up
• 37:40
  paying
• 37:40
  less.
• 37:41
  However,
• 37:41
  if
• 37:41
  you
• 37:42
  want
• 37:42
  to
• 37:42
  go
• 37:42
  to
• 37:42
  Disney,
• 37:42
  you
• 37:42
  pay
• 37:43
  a
• 37:43
  premium
• 37:43
  and
• 37:43
  you
• 37:43
  get
• 37:43
  a
• 37:43
  premium
• 37:44
  service
• 37:44
  and
• 37:45
  it's
• 37:45
  worth
• 37:45
  it,
• 37:45
  right?
• 37:46
  So
• 37:46
  I
• 37:46
  want
• 37:47
  you
• 37:47
  to
• 37:47
  see
• 37:47
  your
• 37:47
  businesses
• 37:48
  as
• 37:48
  Disney.
• 37:49
  If
• 37:49
  you
• 37:49
  are
• 37:49
  the
• 37:49
  person
• 37:50
  that's
• 37:50
  constantly
• 37:50
  going,
• 37:51
  get
• 37:51
  50%
• 37:52
  off,
• 37:52
  get
• 37:52
  20%
• 37:53
  off,
• 37:53
  get
• 37:53
  half
• 37:54
  price.
• 37:54
  Like
• 37:54
  it
• 37:55
  does
• 37:55
  work
• 37:55
  as
• 37:55
  a
• 37:56
  sales
• 37:56
  tactic,
• 37:56
  but
• 37:56
  it
• 37:57
  will
• 37:57
  make
• 37:57
  you
• 37:57
  look
• 37:57
  like
• 37:58
  one
• 37:58
  of
• 37:58
  those
• 37:58
  furniture
• 37:59
  stores
• 37:59
  where
• 37:59
  they've
• 37:59
  always
• 38:00
  got
• 38:00
  a
• 38:00
  bank
• 38:00
  holiday
• 38:00
  sale
• 38:01
  and
• 38:01
  people
• 38:02
  will
• 38:02
  just
• 38:02
  think
• 38:02
  that
• 38:02
  you're
• 38:03
  not
• 38:03
  really
• 38:03
  worth
• 38:03
  the
• 38:04
  full
• 38:04
  price.
• 38:04
  You're
• 38:05
  only
• 38:05
  worth
• 38:05
  a
• 38:05
  cheap
• 38:05
  price.
• 38:06
  And
• 38:06
  they'll
• 38:06
  only
• 38:06
  look
• 38:07
  at
• 38:07
  you
• 38:07
  because
• 38:07
  you're
• 38:07
  cheap.
• 38:08
  So
• 38:08
  you
• 38:08
  won't
• 38:08
  be
• 38:09
  attracting
• 38:09
  higher
• 38:09
  level
• 38:10
  clients.
• 38:10
  You
• 38:10
  won't
• 38:11
  be
• 38:11
  attracting
• 38:11
  easy
• 38:12
  to
• 38:12
  work
• 38:12
  with
• 38:12
  clients.
• 38:12
  You
• 38:12
  will
• 38:13
  be
• 38:13
  attracting
• 38:13
  people
• 38:13
  that
• 38:13
  want
• 38:14
  cheap
• 38:14
  and
• 38:14
  are
• 38:14
  looking
• 38:14
  for
• 38:15
  an
• 38:15
  absolute
• 38:15
  bargain.
• 38:15
  If
• 38:16
  you're
• 38:16
  high
• 38:16
  quality
• 38:16
  with
• 38:16
  that,
• 38:17
  you
• 38:17
  know
• 38:17
  that
• 38:17
  comes
• 38:17
  right
• 38:18
  back
• 38:18
  to
• 38:18
  point
• 38:18
  one
• 38:18
  about
• 38:19
  thinking
• 38:19
  about
• 38:19
  who
• 38:19
  you
• 38:19
  want
• 38:20
  to
• 38:20
  talk
• 38:20
  to.
• 38:20
  Then
• 38:21
  if
• 38:21
  you're
• 38:21
  happy
• 38:21
  with
• 38:21
  that,
• 38:22
  go
• 38:22
  for
• 38:22
  that
• 38:22
  technique.
• 38:23
  But
• 38:23
  for
• 38:23
  most
• 38:23
  of
• 38:24
  you,
• 38:24
  you're
• 38:24
  not.
• 38:25
  You
• 38:25
  want
• 38:25
  to
• 38:25
  be
• 38:25
  more
• 38:25
  Disney
• 38:26
  and
• 38:26
  you
• 38:26
  don't
• 38:26
  want
• 38:26
  to
• 38:26
  be
• 38:26
  doing
• 38:27
  discounting.
• 38:27
  So
• 38:28
  what
• 38:28
  can
• 38:28
  we
• 38:28
  be
• 38:28
  doing
• 38:29
  when
• 38:29
  we
• 38:29
  feel
• 38:30
  like
• 38:30
  the
• 38:30
  economy
• 38:30
  is
• 38:30
  difficult
• 38:31
  or
• 38:31
  we
• 38:31
  feel
• 38:31
  like
• 38:31
  people
• 38:32
  can't
• 38:32
  afford
• 38:33
  all
• 38:33
  of
• 38:33
  the
• 38:33
  prices
• 38:34
  and
• 38:34
  that
• 38:34
  we
• 38:34
  need
• 38:34
  to
• 38:34
  bring
• 38:35
  in
• 38:35
  a
• 38:35
  bit
• 38:35
  of
• 38:35
  a
• 38:35
  cash
• 38:35
  injection
• 38:36
  into
• 38:36
  our
• 38:36
  business.
• 38:36
  Okay,
• 38:37
  two
• 38:37
  things.
• 38:37
  Number
• 38:38
  one
• 38:38
  is
• 38:38
  instead
• 38:39
  of
• 38:39
  doing
• 38:39
  a
• 38:39
  discount,
• 38:40
  do
• 38:40
  some
• 38:40
  kind
• 38:40
  of
• 38:41
  added
• 38:41
  value,
• 38:41
  right?
• 38:42
  Disney
• 38:42
  do
• 38:42
  do
• 38:42
  this
• 38:43
  all
• 38:43
  of
• 38:43
  the
• 38:43
  time.
• 38:43
  If
• 38:44
  you
• 38:44
  book
• 38:44
  by
• 38:44
  this
• 38:45
  date,
• 38:45
  then
• 38:45
  you
• 38:45
  will
• 38:45
  get
• 38:46
  extra
• 38:46
  dining
• 38:47
  credits
• 38:47
  or
• 38:47
  you'll
• 38:47
  get
• 38:47
  an
• 38:47
  upgrade
• 38:48
  room
• 38:48
  or
• 38:48
  you'll
• 38:49
  get
• 38:49
  this,
• 38:49
  that
• 38:49
  and
• 38:49
  the
• 38:49
  other.
• 38:50
  So
• 38:50
  they're
• 38:50
  not
• 38:50
  taking
• 38:51
  money
• 38:51
  off
• 38:51
  what
• 38:52
  you're
• 38:52
  paying,
• 38:52
  but
• 38:52
  they're
• 38:52
  giving
• 38:53
  you
• 38:53
  a
• 38:53
  bit
• 38:53
  more
• 38:53
  for
• 38:53
  your
• 38:54
  money.
• 38:54
  So
• 38:54
  if
• 38:54
  you're
• 38:55
  at
• 38:55
  a
• 38:55
  wedding
• 38:55
  show
• 38:55
  or
• 38:55
  you
• 38:56
  want
• 38:56
  to
• 38:56
  do
• 38:56
  some
• 38:56
  kind
• 38:56
  of
• 38:56
  promotion,
• 38:57
  do
• 38:57
  an
• 38:58
  added
• 38:58
  value
• 38:58
  offer
• 38:59
  that's
• 38:59
  not
• 38:59
  going
• 38:59
  to
• 38:59
  cost
• 39:00
  you
• 39:00
  a
• 39:00
  lot
• 39:00
  of
• 39:00
  money
• 39:00
  to
• 39:01
  do,
• 39:01
  right?
• 39:01
  There's
• 39:01
  no
• 39:01
  point
• 39:01
  doing
• 39:02
  an
• 39:02
  added
• 39:02
  value
• 39:02
  offer
• 39:02
  that's
• 39:03
  going
• 39:03
  to
• 39:03
  cost
• 39:03
  you
• 39:03
  a
• 39:03
  lot
• 39:03
  of
• 39:03
  time
• 39:04
  or
• 39:04
  money
• 39:05
  because
• 39:05
  you're
• 39:05
  then
• 39:05
  essentially
• 39:06
  discounting.
• 39:07
  But
• 39:07
  if
• 39:07
  there
• 39:07
  are
• 39:07
  things
• 39:07
  you
• 39:08
  can
• 39:08
  add
• 39:08
  on
• 39:08
  to
• 39:09
  your
• 39:09
  package
• 39:09
  that
• 39:09
  have
• 39:10
  a
• 39:10
  high
• 39:10
  perceived
• 39:11
  value
• 39:11
  but
• 39:11
  don't
• 39:11
  actually
• 39:12
  take
• 39:12
  you
• 39:12
  that
• 39:12
  long,
• 39:13
  then
• 39:13
  go
• 39:14
  for
• 39:14
  it.
• 39:14
  So
• 39:14
  that's
• 39:14
  the
• 39:14
  first
• 39:15
  thing
• 39:15
  is
• 39:15
  if
• 39:15
  you
• 39:15
  want
• 39:15
  to
• 39:16
  do
• 39:16
  some
• 39:16
  kind
• 39:16
  of
• 39:16
  offer,
• 39:17
  do
• 39:17
  something
• 39:17
  added
• 39:18
  value
• 39:18
  rather
• 39:18
  than,
• 39:19
  than
• 39:19
  a
• 39:19
  big
• 39:19
  discount,
• 39:20
  not
• 39:20
  20%
• 39:20
  off,
• 39:21
  not
• 39:21
  buy
• 39:21
  one,
• 39:21
  get
• 39:22
  one
• 39:22
  free.
• 39:22
  But
• 39:23
  if
• 39:23
  you
• 39:23
  book
• 39:23
  by
• 39:23
  this
• 39:24
  date,
• 39:24
  you
• 39:24
  will
• 39:24
  also
• 39:24
  get
• 39:25
  XYZ
• 39:26
  thrown
• 39:26
  in
• 39:27
  to
• 39:27
  celebrate
• 39:27
  our
• 39:28
  birthday
• 39:28
  month
• 39:28
  or
• 39:28
  whatever
• 39:29
  it
• 39:29
  is.
• 39:29
  The
• 39:29
  other
• 39:29
  thing
• 39:30
  you
• 39:30
  can
• 39:30
  do,
• 39:30
  and
• 39:30
  I've
• 39:30
  been
• 39:31
  talking
• 39:31
  to
• 39:31
  my
• 39:31
  members
• 39:31
  a
• 39:31
  lot
• 39:32
  about
• 39:32
  this,
• 39:32
  is
• 39:33
  some
• 39:33
  kind
• 39:33
  of
• 39:33
  very
• 39:34
  basic,
• 39:35
  simple,
• 39:35
  cheaper
• 39:36
  package
• 39:36
  that
• 39:36
  is
• 39:37
  designed
• 39:37
  for
• 39:37
  the
• 39:37
  lower
• 39:38
  end
• 39:38
  of
• 39:38
  the
• 39:38
  market.
• 39:39
  Now
• 39:39
  you
• 39:39
  need
• 39:39
  to
• 39:39
  put
• 39:39
  limitations
• 39:40
  on
• 39:40
  this
• 39:41
  because
• 39:41
  you
• 39:41
  can't
• 39:42
  just
• 39:42
  give
• 39:42
  your
• 39:42
  same
• 39:42
  package
• 39:43
  away
• 39:43
  at
• 39:43
  half
• 39:43
  the
• 39:44
  price
• 39:44
  because
• 39:44
  you
• 39:45
  need
• 39:45
  the
• 39:45
  money,
• 39:45
  because
• 39:45
  that
• 39:45
  is
• 39:46
  unfair
• 39:46
  on
• 39:46
  your
• 39:46
  other
• 39:47
  customers
• 39:47
  and
• 39:47
  will
• 39:47
  devalue
• 39:48
  your
• 39:48
  brand.
• 39:48
  But
• 39:49
  what
• 39:49
  you
• 39:49
  can
• 39:49
  do
• 39:49
  is
• 39:49
  give
• 39:50
  a
• 39:50
  very
• 39:50
  basic,
• 39:50
  basic
• 39:51
  version
• 39:51
  of
• 39:52
  your
• 39:52
  offer
• 39:52
  for
• 39:53
  a
• 39:53
  cheaper
• 39:53
  price.
• 39:54
  So
• 39:54
  for
• 39:54
  example,
• 39:55
  the
• 39:55
  example
• 39:55
  I
• 39:55
  use
• 39:56
  a
• 39:56
  lot
• 39:56
  is
• 39:56
  in
• 39:56
  Kate,
• 39:57
  is
• 39:57
  that
• 39:57
  there
• 39:58
  was
• 39:58
  a
• 39:58
  cake
• 39:58
  maker
• 39:59
  that
• 39:59
  used
• 39:59
  to
• 39:59
  do
• 39:59
  a
• 40:00
  simple
• 40:00
  cake
• 40:01
  to
• 40:01
  try
• 40:01
  and
• 40:01
  rival
• 40:01
  the
• 40:02
  supermarket
• 40:02
  wedding
• 40:03
  cakes.
• 40:03
  Now
• 40:03
  this
• 40:03
  was
• 40:04
  very
• 40:04
  restricted.
• 40:05
  You
• 40:05
  could
• 40:05
  only
• 40:05
  have
• 40:05
  it
• 40:05
  like
• 40:06
  midweek,
• 40:06
  I
• 40:06
  think,
• 40:07
  or
• 40:07
  on
• 40:07
  a,
• 40:07
  on
• 40:08
  a
• 40:08
  off
• 40:08
  season
• 40:09
  weekday
• 40:10
  or
• 40:10
  weekend.
• 40:10
  It
• 40:11
  had
• 40:11
  one
• 40:11
  design,
• 40:12
  there
• 40:12
  was
• 40:12
  no
• 40:12
  design
• 40:13
  consultations
• 40:13
  involved
• 40:14
  in
• 40:14
  it.
• 40:14
  It
• 40:14
  had
• 40:14
  choices
• 40:15
  of
• 40:15
  flavors,
• 40:15
  but
• 40:15
  they
• 40:15
  were
• 40:16
  very
• 40:16
  basic.
• 40:17
  And
• 40:17
  you
• 40:17
  got
• 40:18
  that
• 40:18
  cake.
• 40:18
  There
• 40:19
  was
• 40:19
  no.
• 40:19
  You
• 40:19
  could
• 40:20
  come
• 40:20
  for
• 40:20
  a
• 40:20
  design
• 40:20
  consultation,
• 40:21
  you
• 40:21
  come
• 40:21
  for
• 40:21
  a
• 40:21
  tasting.
• 40:22
  No,
• 40:22
  it
• 40:23
  wasn't
• 40:23
  like
• 40:23
  that.
• 40:23
  It
• 40:23
  was
• 40:23
  a
• 40:24
  simple
• 40:24
  cake
• 40:24
  to
• 40:24
  rival
• 40:25
  the
• 40:25
  supermarket.
• 40:26
  It
• 40:26
  was
• 40:26
  one
• 40:26
  price,
• 40:26
  it
• 40:27
  was
• 40:27
  a
• 40:27
  cheap
• 40:27
  price,
• 40:27
  but
• 40:28
  you
• 40:28
  got
• 40:28
  that
• 40:29
  cake.
• 40:29
  So
• 40:30
  is
• 40:30
  there
• 40:30
  something,
• 40:30
  is
• 40:31
  there
• 40:31
  some
• 40:31
  kind
• 40:31
  of
• 40:31
  offer
• 40:32
  you
• 40:32
  could
• 40:32
  put
• 40:32
  on
• 40:33
  where
• 40:33
  you
• 40:33
  create
• 40:33
  a
• 40:34
  simple,
• 40:34
  very
• 40:34
  stripped
• 40:35
  back
• 40:35
  package
• 40:36
  of
• 40:36
  what
• 40:36
  you
• 40:36
  do.
• 40:36
  So
• 40:37
  for
• 40:37
  example,
• 40:37
  if
• 40:37
  you're
• 40:37
  a
• 40:38
  photographer,
• 40:38
  maybe
• 40:39
  it's
• 40:39
  a
• 40:39
  special
• 40:40
  deal
• 40:40
  that's
• 40:40
  only
• 40:41
  available
• 40:41
  midweek
• 40:42
  and
• 40:42
  is
• 40:43
  only
• 40:43
  two
• 40:43
  hours
• 40:43
  footage
• 40:44
  and
• 40:44
  digital
• 40:44
  photos
• 40:45
  only
• 40:45
  or
• 40:45
  something
• 40:46
  like
• 40:46
  that.
• 40:46
  So,
• 40:47
  so
• 40:47
  it's
• 40:47
  not
• 40:47
  cheapening
• 40:48
  your
• 40:48
  full
• 40:48
  package
• 40:49
  where
• 40:49
  you
• 40:49
  do
• 40:49
  the
• 40:50
  full
• 40:50
  works.
• 40:51
  It's
• 40:51
  a
• 40:51
  very
• 40:51
  basic
• 40:52
  version
• 40:52
  of
• 40:52
  what
• 40:52
  you
• 40:52
  do,
• 40:53
  but
• 40:53
  it
• 40:53
  brings
• 40:54
  in
• 40:54
  some
• 40:54
  cash
• 40:54
  flow
• 40:55
  when
• 40:55
  you
• 40:55
  need
• 40:55
  it
• 40:55
  at
• 40:56
  short
• 40:57
  notice.
• 40:57
  So
• 40:58
  maybe
• 40:58
  there's
• 40:58
  something
• 40:58
  you
• 40:59
  can
• 40:59
  do
• 40:59
  around
• 40:59
  that.
• 40:59
  That
• 41:00
  is
• 41:00
  not
• 41:00
  the
• 41:00
  same
• 41:00
  as
• 41:01
  discounting
• 41:01
  your
• 41:01
  service.
• 41:02
  That
• 41:02
  is
• 41:02
  not
• 41:02
  the
• 41:02
  same
• 41:03
  as
• 41:03
  devaluing
• 41:04
  what
• 41:04
  you
• 41:04
  do
• 41:04
  and
• 41:05
  giving
• 41:05
  yourself
• 41:05
  away
• 41:06
  really,
• 41:06
  really
• 41:06
  cheap.
• 41:07
  Disney,
• 41:07
  never
• 41:07
  discount.
• 41:08
  You
• 41:08
  need
• 41:08
  to
• 41:08
  be
• 41:09
  more
• 41:09
  Disney.
• 41:09
  You
• 41:09
  need
• 41:09
  to
• 41:10
  value
• 41:10
  yourself
• 41:10
  and
• 41:11
  your
• 41:11
  services
• 41:11
  and
• 41:11
  also
• 41:12
  value
• 41:12
  the
• 41:12
  clients
• 41:12
  that
• 41:13
  have
• 41:13
  booked
• 41:13
  you
• 41:13
  at
• 41:13
  the
• 41:13
  property
• 41:14
  prices.
• 41:14
  But
• 41:15
  if
• 41:15
  you
• 41:15
  need
• 41:15
  to
• 41:15
  have
• 41:16
  a
• 41:16
  cash
• 41:16
  injection
• 41:16
  or
• 41:17
  your
• 41:17
  things
• 41:17
  are
• 41:17
  slow
• 41:18
  or
• 41:18
  the
• 41:18
  economy
• 41:18
  is
• 41:18
  struggling
• 41:19
  and
• 41:19
  you
• 41:19
  know
• 41:19
  that
• 41:20
  you
• 41:20
  need
• 41:20
  to
• 41:20
  lower
• 41:21
  your
• 41:21
  prices
• 41:21
  somehow,
• 41:22
  that
• 41:22
  is
• 41:22
  two
• 41:23
  simple
• 41:23
  ways
• 41:23
  you
• 41:23
  can
• 41:23
  do
• 41:24
  it.
• 41:24
  One,
• 41:24
  is
• 41:24
  with
• 41:24
  added
• 41:25
  value,
• 41:25
  so
• 41:26
  same
• 41:26
  price
• 41:26
  but
• 41:26
  give
• 41:26
  them
• 41:27
  more
• 41:27
  for
• 41:27
  it.
• 41:27
  Or
• 41:28
  two,
• 41:28
  create
• 41:28
  some
• 41:29
  kind
• 41:29
  of
• 41:29
  really
• 41:29
  basic
• 41:30
  stripped
• 41:30
  back
• 41:31
  package,
• 41:31
  a
• 41:32
  stripped
• 41:32
  back
• 41:32
  version
• 41:33
  of
• 41:33
  what
• 41:33
  you
• 41:33
  normally
• 41:33
  do,
• 41:33
  but
• 41:34
  take
• 41:34
  all
• 41:34
  the
• 41:34
  frills
• 41:34
  out
• 41:35
  of
• 41:35
  it.
• 41:35
  Don't
• 41:35
  give
• 41:35
  them
• 41:35
  loads
• 41:36
  of
• 41:36
  consultations,
• 41:36
  don't
• 41:37
  give
• 41:37
  them
• 41:37
  loads
• 41:37
  of
• 41:37
  choices
• 41:38
  over
• 41:38
  design
• 41:38
  is
• 41:39
  very
• 41:39
  basic
• 41:39
  and
• 41:39
  it
• 41:40
  has
• 41:40
  very
• 41:40
  strict
• 41:40
  limitations
• 41:41
  that
• 41:41
  you
• 41:41
  can
• 41:41
  have
• 41:42
  to
• 41:42
  be
• 41:42
  clear
• 41:42
  on
• 41:43
  and
• 41:44
  stick
• 41:44
  to.
• 41:45
  They're
• 41:45
  the
• 41:45
  ways
• 41:45
  to
• 41:46
  bring
• 41:46
  in
• 41:46
  money
• 41:46
  short
• 41:47
  notice.
• 41:47
  I
• 41:48
  really
• 41:48
  hope
• 41:48
  that
• 41:48
  this
• 41:48
  pricing
• 41:49
  episode
• 41:49
  has
• 41:49
  been
• 41:50
  helpful
• 41:50
  for
• 41:50
  you.
• 41:51
  I
• 41:51
  know
• 41:51
  we've
• 41:51
  kind
• 41:52
  of
• 41:52
  gone
• 41:52
  in
• 41:52
  depth
• 41:53
  in
• 41:53
  all
• 41:53
  sorts
• 41:53
  of
• 41:53
  different
• 41:54
  areas
• 41:54
  of
• 41:54
  pricing
• 41:54
  and
• 41:55
  maybe
• 41:55
  some
• 41:55
  of
• 41:55
  them
• 41:55
  have
• 41:55
  been
• 41:55
  more
• 41:56
  relevant
• 41:56
  to
• 41:56
  you
• 41:56
  than
• 41:56
  others,
• 41:57
  but
• 41:57
  when
• 41:57
  I
• 41:58
  go
• 41:58
  to
• 41:58
  events
• 41:58
  and
• 41:59
  I
• 41:59
  speak
• 41:59
  on
• 41:59
  stages
• 41:59
  and
• 42:00
  I
• 42:00
  work
• 42:00
  with
• 42:00
  people
• 42:00
  one
• 42:01
  to
• 42:01
  one,
• 42:01
  this
• 42:01
  is
• 42:02
  the
• 42:02
  thing
• 42:02
  that
• 42:02
  comes
• 42:02
  up
• 42:03
  the
• 42:03
  most
• 42:03
  confidence
• 42:04
  about
• 42:04
  charging
• 42:04
  your
• 42:04
  prices,
• 42:05
  how
• 42:05
  to
• 42:05
  increase
• 42:06
  your
• 42:06
  prices,
• 42:06
  how
• 42:07
  to
• 42:07
  bring
• 42:07
  in
• 42:07
  money
• 42:07
  last
• 42:08
  minute,
• 42:08
  how
• 42:08
  to
• 42:08
  price
• 42:09
  yourself
• 42:09
  against
• 42:09
  your
• 42:09
  competitors.
• 42:10
  And
• 42:10
  hopefully
• 42:11
  I've
• 42:11
  answered
• 42:11
  most
• 42:11
  of
• 42:11
  those
• 42:12
  questions
• 42:12
  today.
• 42:13
  If
• 42:13
  you
• 42:13
  are
• 42:13
  feeling
• 42:13
  like
• 42:14
  you
• 42:14
  need
• 42:14
  more
• 42:14
  help
• 42:15
  with
• 42:15
  this
• 42:15
  subject,
• 42:16
  then
• 42:16
  this
• 42:16
  would
• 42:16
  be
• 42:17
  the
• 42:17
  perfect
• 42:17
  thing
• 42:17
  to
• 42:18
  do
• 42:18
  with
• 42:18
  me.
• 42:19
  One
• 42:19
  to
• 42:19
  one,
• 42:19
  I
• 42:20
  do
• 42:20
  two
• 42:20
  hour
• 42:20
  one
• 42:21
  to
• 42:21
  one
• 42:21
  sessions
• 42:22
  where
• 42:22
  you
• 42:22
  can
• 42:22
  book
• 42:22
  me
• 42:22
  for
• 42:23
  two
• 42:23
  hours
• 42:23
  for
• 42:24
  just
• 42:24
  under
• 42:24
  £400
• 42:25
  and
• 42:25
  we
• 42:25
  will
• 42:26
  go
• 42:26
  through
• 42:26
  your
• 42:26
  prices
• 42:27
  and
• 42:27
  I
• 42:27
  will
• 42:27
  help
• 42:27
  you
• 42:27
  have
• 42:28
  the
• 42:28
  confidence.
• 42:28
  Or
• 42:29
  if
• 42:29
  you
• 42:29
  need
• 42:29
  a
• 42:30
  longer
• 42:30
  term
• 42:30
  solution,
• 42:31
  we
• 42:31
  can
• 42:31
  have
• 42:31
  an
• 42:32
  hour
• 42:32
  together
• 42:32
  every
• 42:32
  month.
• 42:33
  It's
• 42:33
  200
• 42:33
  pounds
• 42:34
  a
• 42:34
  month
• 42:34
  with
• 42:34
  a
• 42:34
  minimum
• 42:35
  of
• 42:35
  three
• 42:35
  months
• 42:35
  in
• 42:36
  a
• 42:36
  row.
• 42:36
  Obviously
• 42:37
  it
• 42:37
  needs
• 42:37
  to
• 42:37
  work
• 42:37
  for
• 42:38
  me
• 42:38
  as
• 42:38
  well
• 42:38
  and
• 42:38
  I
• 42:38
  know
• 42:38
  that
• 42:39
  if
• 42:39
  we're
• 42:39
  going
• 42:39
  to
• 42:39
  only
• 42:39
  have
• 42:39
  an
• 42:39
  hour,
• 42:40
  we
• 42:40
  need
• 42:40
  to
• 42:40
  have
• 42:40
  those
• 42:40
  back
• 42:41
  to
• 42:41
  back
• 42:41
  sessions
• 42:41
  to
• 42:42
  get
• 42:42
  the
• 42:42
  results.
• 42:42
  And
• 42:43
  I
• 42:43
  will
• 42:43
  guide
• 42:43
  you
• 42:44
  and
• 42:44
  walk
• 42:44
  you
• 42:44
  through
• 42:45
  pricing
• 42:45
  strategy
• 42:46
  and
• 42:46
  making
• 42:46
  sure
• 42:47
  you
• 42:47
  raise
• 42:47
  your
• 42:47
  prices
• 42:47
  and
• 42:47
  giving
• 42:48
  you
• 42:48
  the
• 42:48
  confidence
• 42:48
  and
• 42:49
  checking,
• 42:49
  you
• 42:49
  know,
• 42:49
  your
• 42:49
  numbers
• 42:50
  and
• 42:50
  we
• 42:50
  can
• 42:50
  do
• 42:51
  that
• 42:51
  together.
• 42:51
  If
• 42:51
  you're
• 42:52
  interested
• 42:52
  in
• 42:52
  either
• 42:52
  of
• 42:52
  those
• 42:53
  things.
• 42:53
  As
• 42:53
  always,
• 42:54
  just
• 42:54
  reach
• 42:54
  out
• 42:54
  to
• 42:54
  me.
• 42:55
  We
• 42:55
  can
• 42:55
  jump
• 42:55
  on
• 42:55
  a
• 42:55
  discovery
• 42:56
  call
• 42:56
  to
• 42:56
  check
• 42:56
  if
• 42:57
  we're
• 42:57
  a
• 42:57
  good
• 42:57
  fit
• 42:57
  together,
• 42:57
  to
• 42:58
  see
• 42:58
  what
• 42:58
  you
• 42:58
  actually
• 42:58
  need
• 42:59
  help
• 42:59
  with
• 42:59
  and
• 42:59
  to
• 42:59
  see
• 42:59
  if
• 42:59
  I
• 43:00
  can
• 43:00
  help
• 43:00
  and
• 43:00
  we
• 43:01
  can
• 43:01
  move
• 43:01
  forward
• 43:02
  that
• 43:02
  way.
• 43:02
  I
• 43:02
  hope
• 43:03
  today's
• 43:03
  episode
• 43:03
  has
• 43:04
  been
• 43:04
  super
• 43:04
  helpful
• 43:05
  for
• 43:05
  you.
• 43:05
  Go
• 43:05
  out
• 43:06
  there,
• 43:06
  charge
• 43:06
  your
• 43:06
  worth,
• 43:07
  be
• 43:07
  more
• 43:07
  Disney.
• 43:08
  And
• 43:08
  remember,
• 43:08
  Disney,
• 43:09
  never
• 43:09
  a
• 43:09
  discount.
• 43:10
  I'll
• 43:10
  see
• 43:10
  you
• 43:10
  next
• 43:10
  time.