HERE COMES THE BRIDE!

Welcome back to Mark's Remarks! My name is Mark S. Massie, AIFD. You can learn more about me and view other photos of my work here.

In this installment of Mark's Remarks, I'm going to share some tips for a successful wedding consultation.

Often, your first contact with the bride is a phone call, or perhaps at a bridal fair. Make sure her first impression of you is a memorable one - in a positive way! Though it sometimes seems that manners are a thing of the past, don't let this be true of you.

For instance, when the phone rings, before answering take the gum out of your mouth! Nothing says "unprofessional" to a prospective client more than a person chewing away on the other end of the line. Your bride wants to know that she's in the hands of a pro, someone she can trust with the most important day of her life. Make a good first impression so you can have some creative fun and introduce your bride to the latest in cutting-edge design.

BEFORE THE CONSULTATION.

First things first. I ask a few questions PRIOR to the initial consultation. Make sure your bride can answer these questions before penciling her in:

1. When is your wedding date?
   Often florists will schedule a consultation without knowing this answer until the initial meeting, only to discover that the wedding is 18 months to 2 years away. At that point, your precious time is lost. Unless you have some idea of the overall style she's looking for, you'll be making suggestions in the dark.
   
   Instead, invite her in to look at design books so she'll get a general idea of the work you produce. Politely explain that you have other clients with more immediate needs. Because you want to give her the best consultation possible, you will be happy to schedule an appointment once she has firmed up the basics of the event. I find no more than a year and no less than 9 months is perfect scheduling.
   
   
2. Are the wedding and reception locations selected?
   I like to visit the wedding and reception venues prior to the initial meeting. By making these site visits, I can visualize more easily what treatments would be appropriate to complement the rest of the bride's design work. Visiting the sites prior to the consultation demonstrates to the bride that you have truly taken her interest to heart and want to give her your best effort. She'll also notice your caring attitude and professionalism, so don't be surprised if she makes you one of the invited guests! This has happened to me several times.
   
   It's a great feeling to know that the little extra effort results in a wedding day that the couple will remember for a lifetime!
   
   
3. Are the dresses for you and your wedding party chosen?
   With photographs or the actual dresses in hand, you can then suggest the most appropriate flowers and design. Don't be afraid to make suggestions. So many times florists say, "I don't want to make suggestions because I don't want to lose the sale." Remember that your expertise is why your bride came to you in the first place. Your obligation as a florist is to provide her with your best design suggestions.
   
   

It is also your obligation as a florist to stay educated - attend floral programs, design shows and workshops to learn the newest design styles. By doing so, you can offer your bride, as well as the rest of your clients, the latest in cutting-edge techniques. Set yourself above the rest and learn the latest styles - be the front runner!

Next, let's take a look at some bouquet design ideas.