I have a business selling wedding cakes. What really ticks me off is when people call me, and their first question is, "How much do you charge per serving?" How do I explain to them that wedding cakes are about a lot more than just price? I do good quality work, my cakes taste wonderful, and I have a huge selection to choose from. I also do work that is difficult to find around here. I know cost is important to them, but quality should be more important.

The last person who started the conversation out with this question I wanted to ask her, "Well, do you want quality or do you want cheap? If you want cheap, go to Wal-Mart!" But it's not good business to answer like that. This girl then scheduled a consultation (for today) and then was a "no show".

I'm just looking for a good way to answer that question by explaining that price should not be the determining factor in buy once in a lifetime wedding cake, your decorators/bakers talents should be.

How about something like, "I make exceptional cakes that taste as good as they look. These aren't bargain cakes. If money is your deciding factor, may I suggest a beautiful teired twinkie cake? At only .32 cents per serving, it is a steal!"

Ok... I guess you can't really say that. I think most brides want a stunning & beautiful wedding cake for really, really cheap. And if their mothers are breathing down their neck about the budget then perhaps that's why their first question is about cost.... if they can't afford you then why ask about flavors and fillings?

Most people don't appreciate good cake like us!

I always say that the cost is $1.50 per serving with .50 cents per serving for filling for a basic plain cake and any additional decorations (flowers, fondant & etc.) are extra.

I find that is a pretty common first question to ask about a wedding cake. And at least as my experience has gone it doesn't necessarily mean that they don't want quality cakes...they just want to make sure its in their price range first.
I kind of like when that is one of the first questions because if I'm out of the price range then at least we didn't have to go through all the size, fillings, flavors,etc just to have them balk at the price afterward.

Maybe when they ask how much per slice tell them it varies depending on style, flavor, size, etc & then ask what they had in mind.

I think it's an understandable question. I know I'm a comparison shopper. I'm not married, but I know if I don't do my own wedding cake, I'll check out reputable bakers and to compare I'll ask price per slice first. Now I'm not sayin I'm gonna compare Walmart to a Wedding cake baker, but I would shop around.

Everyone seems to start with that question and I give them my "base" price and let them know depending on filling, flavors and decorations the price increases.
Jacqui

My advise would be to tell the prospective client that your cakes start at $X.xx and go up to $X.xx per serving. Price is determined by the flavor of cake, filling and degree of decoration. This way they have an idea of where you are price wise, and you have elbow room to work your pricing accordingly.

Thanks, lilica.

I do know that price is important. I check the price for everything I buy, but I find out more about the product first. When I compare two like items, then price will weigh in, but I'm tiring to let them know that there is a difference in cakes.

By just price shopping, they are not finding out about my cake's quality and that I am not Wal-Mart's competition. When they ask that question, I want to be able to tell them the price, but to also explain why in the same breath. When many people ask that, I can tell they just don't understand why two different bakeries could charge two totally different prices. The words of my FIL probably sum up their thoughts best, "It's just cake! Flour & water!"

Maybe my problem is that I didn't have a cake at my wedding. I didn't go through the budgeting and planning phases. What are these girls realistically thinking they are going to pay for a cake? Are they only budgeting $100-$200 for a cake for their 300 guest wedding? Is that what it is? (Not being sarcastic here.)

I do give a base price and let them know the final price depend flavors and decorating choice. My base price is $1.95. I didn't think it was that high.

Most clients start out with, "Can you do this design," "Do you do fondant," or "Can I get gumpaste flowers." I'm just used to opening a conversation with those kinds of questions.

The question that gets me is "How much is a 3-tiered cake?" I respond (with a smile in my voice): "That depends. I can make a 3-tiered cake to serve 300 ...... and I can make a 3-tiered cake to serve 20. Let's talk about what you need first." At least if they are asking about price per serving, you know you're dealing with someone who has done some research and knows how it works.

LOL at your FIL!
I have talked to more people that have no idea how much it costs to make a cake. I figure my ingredient cost alone is about $10 for an 8" cake.... that doesn't account for boards, electricity, colors or my time! And if that cake takes me 2 hours to bake and decorate, if I charge only $15 - which is what these people want to pay, I make a whopping $5! And not really since I didn't factor in the other stuff....

What I have found works well is that you tell them that each cake is priced to their own specific ideas and needs. Therefore, until I know specifically what they want, I really cant give them a price. Yes, I may be wasting time by doing that by I also know how many cake orders I have lost by giving out a flat fee without the client knowing and me knowing what the cakkes needed to be made out for. Then I suggest meeting at the Starbucks so we can sit down and talk about it. Most importaintly, I have started to refer to the "slices" as "person"- ie- 150 slices= 150 people. I really feel that this sounds less harsh when it comes to talking $$.

Unless you're the only game in town, I think making people meet you in person for a sales call might be losing business for you.

It's reasonable for a potential customer to want to know, in a general way, what your prices are. They need to prequalify you, to make sure that your price range is what they're looking to/able to pay.

Food for thought...

I think it's easier to communicate in person because the customer really gets to see what's available to them as far options reather than just saying, "for $40 bucks, you get you choice of cake, but that doesnt include premium flavors, you choice of icing, again that doesnt include premium flavors, a simple design, but that's only limited to shells, zig zags, and roses are $0.50 a piece, etc, etc, etc" You can sit down and explain your options better and supply them with actual photos of these examples. I think it makes your case easier when you can show them what $40 looks like. Also, not everyone has internet access, (strange I know) so being able to sit down with someone is the next best alternative!

Just my opinion.

well,since I really don't want to do wedding cakes anymore, I have a set price that I start from....300.00 for plain butter cream...for up to 100 people and a 25.00 consultation fee that is credited to the final price!

next price up...500.00 for fondant, serving 100 people, using premade flowers..

to make a one of a kind sugar creation from start to finish, with me doing all the work, decorating and set up....1,000.00

Those are my prices, keeps the cheapo looky lou's away from me!

( it's true that I don't get too many wedding cakes, but I'm fine with that! I don't want to deal with BRIDEZILLAS and their MOMMAS!..lol)

My shop is tiny...I may be able to bake several cakes at a time but can only decorate one at a time, so..if I"m tied up with a wedding cake...make it worth my time..lol!!!

I don't think asking a price per serving right off the bat is unreasonable. Actually, the person calling is being respectful of both your time and theirs. If they have a beer budget then that's what they have. Wanting a quality cake is all well and good- but it doesn't mean they can afford it. Besides buying a wedding cake isn't something a person does often enough to keep up with the prices. The mother of the bride may have paid $100 dollars for her cake so when she discovers that what she got for $100 will now cost $400 or $500 she may suffer from sticker shock. I know I certainly did when I ordered a 40th Anniversery Cake. I don't know why I didn't realize that the price of a cake would have gone up just the way everything else had, but honestly I hadn't.

I don't think it's unreasonable to ask the price first. I know that the cake I wanted was way out of my price range - and I had to settle, on a lot of things, not just the cake. However, I did compromise on the style in order to get a great tasting homemade cake. The couple determines what's most important, and where they want to splurge.

Maybe they'll come to you for a smaller event where they can afford to splurge on a fabulous cake if you welcome any questions they have, including the price, but still explain how wonderful your cake is, and why it costs more than the local grocer's.

By the way -- my local grocery store had a sample fondant cake on display the other day. I was shocked. It looked terrible though (he he).

I dont actually charge per slice. I do all sorts of cakes, not only for weddings, but i have a starting price of AU$150(US$114). It's clearly stated on the webpage, but i've had people call and say AU$150(US$114) is a little over my budget, what can you do for less, can i have something more simple?
hahahahahahaha (I wish we had something like Wal-mart here where i could send them to ; )

When people call for a quote over the phone, i tell them that i need to have their requirements, the number of servings, the type of cake, decorations etc, in order to tell them a price. Each cake is custom made and will have a different price.

Nati

I see your point, however, there are people out there that just cannot afford to pay a whole lot and are looking to stay within a budget.

I think being rude would be degrating to someone who honestly could not afford to not worry about the price.

You could kindly tell them the base price per serving and then work from there.

I would rather a bride ask the price per serving right off the bat - than to spend an hour or more going over photos, flavors, fillings, etc. and finding out that there is no way she can afford what she wants.

Everyone needs to know a starting point and to know if they afford atleast the basic.

It's not a matter of being a cheapskate. I know when I was looking for a wedding cake, that was my first question. But why waste your time and mine, if I can not afford the cake.

Besides, you can look at it this way, they did call you. It would be better for them to call and ask the question than to assume they can't afford you and never call at all. Just calling indicates they do want a cake that is made by a talented decorator.

I think that anyone that calls and asks a question like that right off the bat is not one that you want to work too hard to sell anyway. Just answer her question and get her off the phone. If you DID for some reason win someone like that over, wouldn't that be a fun experience?

Uh, no.

From what I saw, you'll have just as many that call, wanting and appreciating what you can do. Don't waste time on the duds!

I have sold other things (besides cake) and even though you are taught to discuss characteristics and benefits first, and price last, it is almost NEVER the way it goes. So, you kind of need to be realistic to expect that. But, I was also taught to give a range, from least to most expensive.....say, "oh my cakes range from 1.75 to 4.00 a slice, depending on all the bells and whistles, when would you like to come in for a sample?" Getting them in WITH you always seemed to be THE single largest point for getting the sale. Once they determine that somewhere between your price range would be okay with them, try to have them come in. You probably know all this...but, once someone sees, and smells and tastes then it will be hard for them to leave.

Just my opinion.

I so needed this to night! Okay, heres the break-down; I have a 4-tier hexagon wedding cake, a two tier chocolate grooms cake, and 13x9 and smash cake for Baby Einstein, a 6in. square just because, and 12x18 40th anniversary cake. Everything is due on Saturday.
At 4:30 this evening I receive a message from my bride asking if she could cut her grooms cake in half, doing away with the top tier, a 12' sq. This is less then 48hr. from delivery! I tell her that's fine if she doesn't want it, but I will need to cover the now wasted materials. This tier is $75 and I told her I would need $30, since the cake and icing were already made. That's fine, she'll do that! Then not 15minutes later she calls back and says that if she's gonna have to pay she might as well get the cake! Well..yeah! This now makes the fourth time she has called and changed her order!
Anyway...just wanted to share my most recent experience with cheap scates! Have a great one!

I think the problem is that most people (around here anyway) Have no clue what a wedding cake costs, and are shocked that they can't get one for $100-$200!

Or any custom cake for that matter. I made a Baby Shower one for a friend, and a guest kept raving about it and asking me if I could make one for a party she's organizing. As this is just my hobby, I said I will think about it.
I called her, she gave me a date, and she was all excited, and as she was hanging up I asked, is $50 ok? (she hadn't asked at all about the price). I do not know her, so I hope she didn't assume I was going to make it for free. It's a two layer 12 in flavor and filling of her choice with royal icing flowers. I thought that was reasonable. And really, she could have haggled, I wouldn't have taken $25 for it (practice)
Well, I soon as I said it, she went quiet, said I will call you later with the flavor and hung up. Oh, well. Her loss. That was less than $2 per person for a custom cake. I guess she'll go to the supermarket.