Jump to Youtube Video

Ever walked away from a consultation thinking, “They loved me! This is in the bag…” only to be completely ghosted when you send the proposal?

Yeah, I’ve been there too.

I’m Brandee Gaar, and after building one of Orlando’s top planning firms and coaching over 1,100 wedding business owners, I’ve learned one painful truth: Most of us are skipping the one question that determines EVERYTHING in our sales process…

“What’s your budget?”

And let me be honest — skipping it isn’t just a small oversight. It’s literally costing you thousands of dollars in missed bookings and awkward follow-ups.

In this episode of the Wedding Pro CEO Podcast, I’m breaking down exactly why the budget conversation is a game-changer, and how to ask it without sounding salesy or sleazy. Trust me, once you start leading with clarity and confidence, your sales process will never look the same.

1. Let’s Be Real: Skipping the Budget Talk is Costing You Sales

Here’s the truth bomb no one wants to admit:

“Most wedding pros are losing sales before they ever pitch a thing because they’re skipping one question that determines everything in your sales process: what’s your budget?”

And believe me, I get why it feels hard to ask. You don’t want to come across greedy or pushy. You’re trying to wow them with your service first and hope the price works itself out later.

But that’s not strategy. That’s fear. And fear has no place in your business growth.

When you skip the budget talk:

• You pitch blindly.
• You send quotes that miss the mark.
• You lose trust.
• And yep, you get ghosted.

“They were expecting a $2,000 quote, and instead yours came in at $7,800. Worst of all? You lose the chance to handle that objection.”

Oof. Been there. Not going back.

2. Why Most Couples Don’t Know What They Can Afford (And Need YOU to Lead)

This part is huge. Most couples aren’t hiding their budget to be difficult — they truly don’t know what things cost. They’ve never done this before. You have.

“Most couples don’t know what things cost. They’ve never planned a wedding before. You have. So if you avoid the budget conversation, you can’t lead them. And when you can’t lead, you can’t sell.”

Boom. That right there is your permission slip to guide, not just sell.

3. The 3-Part Budget Script That Actually Works

Alright, here’s what you really came for — the how.

Inside our Wedding Pro CEO community, I teach this 3-step script to get our students pitching with confidence and closing five-figure clients like a boss.

✅ Step 1: Normalize the Budget Talk

Don’t tiptoe. Don’t make it weird. Just lead.

“Let’s talk about budget for a second. I know it’s not the fun part, but it helps me make sure I’m pointing you in the right direction.”

That’s it. Keep it simple. Keep it real.

Nine times out of ten, they’ll say:

• “We’re not sure yet.”
• Or they’ll throw out a number just to see what you’ll do.

Either way, you’ve opened the door. Now, keep going.

---

✅ Step 2: Ask for the Whole Picture

If they give you the “we’re not sure” line, don’t stop there.

“Okay, totally understand. Have you thought about what your overall wedding budget is?”

And if they still look at you like a deer in headlights, that’s your cue to educate and lead.

Here’s what I’d say as a photographer:

“Based on everything you’ve told me, I feel like 8 hours of coverage is ideal. Two venues, second shooter, engagement session… this package is typically $7,800. How does that feel for you?”

Now you’re not asking for a number. You’re giving one — based on THEIR needs.

You’ve positioned yourself as the expert who understands what they need and can guide them to the best investment.

---

✅ Step 3: Handle Objections Like a CEO

Let’s say they respond with:

“Ugh, we LOVE it… but our budget was more like $6,000.”

Good. That’s real data. Now you’ve got options:

• Adjust the offer by removing an item (like the engagement session or second shooter).
• Offer a value-add like throwing in an extra hour if they book today.
• Rework the timeline (do you really need to stay through the last dance?).

“If you could shave two hours off of your photography time by leaving 30 minutes into dancing, it’s such a smart way to save money. There are only so many pictures a photographer wants to take of drunken guests, right? Can I get an amen?”

🙌 AMEN, sister.

4. Confidence Closes, Not Brochures

Here’s what it really comes down to:

“This is how five-figure clients are booked — not with fancy brochures or 100 DMs — but with clarity, with leadership, and with confidence.”

You’re not being salesy by talking about money. You’re being a pro. You’re being a CEO.

Before We Go

If you’ve ever dreaded asking, “What’s your budget?” — I hope this gives you a new way to approach it with confidence, clarity, and leadership.

“Talking about money doesn’t make you salesy. It makes you a pro. It makes you a CEO.”

And if you’re tired of leaking money through missed sales, broken sales calls, and ghosted proposals — my team would love to help.

🔍 Get a Free Gap Assessment

We’ve audited hundreds of wedding businesses to pinpoint where you’re losing revenue and how to fix it.

👉 Apply here and let’s build your booking strategy together.

💬 Did this resonate with you?

Leave a comment, share this with your biz bestie, or leave a 5-star review on your favorite podcast platform. Your support fuels this community of bold, booked, and banked wedding pros.

You’ve got this — let’s make the budget convo your best sales tool yet.

FAQ

Q1. What if my couple genuinely doesn’t know their budget?

Totally common! That’s where your expertise comes in. Use their vision to walk them through what they might need, then give them a starting point.

“Why don’t we work backwards from what you’ve told me, and I’ll suggest what I think you need for your wedding day?”

Now you’re guiding the process and adding value.

---

Q2. Won’t asking about budget too early scare them off?

Only if you lead with fear. When you frame the question as part of providing a tailored experience, it feels helpful — not pushy.

“It helps me make sure I’m pointing you in the right direction.”

It’s not about price. It’s about clarity.

---

Q3. How do I respond if they say the price is too high?

Perfect! Now you’ve opened the door to customize or negotiate value — not just drop your price.

“I can’t come down on the price, but if you’re ready to sign today, I’ll throw in the ninth hour as a bonus.”

It’s about positioning, not discounting.

---

Q4. Is it OK to suggest budget cuts?

Yes — as long as you explain the trade-offs. Guide them through how removing or adjusting services impacts the final product.

“If you’re not doing a grand exit, we could end coverage after the first hour of dancing and save two hours.”

Check out the video version of the podcast below. 👇
Subscribe, comment and share to support the channel.

💌For business inquiries: sayhello@weddingproceo.com

Heads up, CEO! Some of the links I share may be affiliate links, which means I may earn a small commission if you decide to purchase—at no extra cost to you. I only recommend tools and resources I actually use and love, and that I believe will help you grow a profitable, sustainable business you’re obsessed with.