By the time a client has agreed to meet for a wedding cake consultation, you can be fairly certain they want to place an order with you.
Now, it is time to prepare for the cake consultation which can be done successfully in under 45 minutes if you plan accordingly.
Why You Need to Conduct a Wedding Cake Consultation
The cake consultation explains to the client exactly what to expect when they order a wedding cake from you. The cake consultation is not the time for them to sit down and look at endless cake pictures. They can look at pictures on their own time.
The cake consultation is an interview where you meet with the client to discuss the needs of their event so you can gather enough information to prepare an accurate quote. For the client, this is when they learn about your policies and procedures, contract details.
If a client comes in to meet with you, they are ready to hire you. This is a buying signal and they’re almost certainly guaranteed to book with you.
What to Discuss in a 45 Minute Wedding Cake Consultation?
When meeting for a cake consultation it’s important you discuss these key points with your clients because they will need this information to determine whether or not to hire you.
In order to effectively conduct a cake consultation in under 45 minutes, here is a general structure that will help you keep your meeting succinct and on schedule every single time.
Before the Meeting
Prior to getting started, ensure you have your meeting location prepped and ready to greet guests.
You should have your marketing materials, business cards, portfolio, cake samples, utensils and napkins, water, copies of your contract, a calculator, and a way to accept payments.
Introduction – Getting to Know Your Clients – 5 minutes
Greet your clients and start off with an introduction about the company and how you are excited to meet with them and interested in learning about what they want for their event.
Let’s Talk Cake Design and Event Details – 10 minutes
Ask questions about the event what the client is looking for. Recap what you learned from their emails/phone calls.
The goal is to get them talking about their event. It should feel slightly structured because you are guiding the conversation.
As you’re having the discussion, find out key details about their event such as location, date/time, vendor,, color scheme, florals, guest count, and style. Also ask them to discuss the type of cakes that they like.
Getting Down to Business – 10 minutes
Based on what you have learned, you should now transition into the business portion of your wedding cake consultation.
You will have and idea on what their budget is to provide an accurate quote. Sometimes clients will ask if they can hold the date without a deposit. Politely decline.
Contracts, Terms and Conditions – 10 minutes
Lastly you should go over how your contract works and all the details outlined in the contract, and explain to them all of your policies/procedures.
At this point, many bakers allow for the tasting period to being while they leave the room to calculate a final quote. A wedding cake tasting box is also an option.
Quote and Conclude the Wedding Cake Consultation – 10 minutes
At the end of the consultation you should ask the client for the sale. When they say yes, proceed to secure the deposit and get the contract signed.
Thank the client for coming to meet with you and express you gratitude in working with them for their wedding.
Congratulations you have completed the consultation in under 45 minutes, and booked an order!
Do you have tips or best practices to share on how you conduct your consultations?
Let us know in the comments below!