"Now that's an example of how the wedding websites are misleading you. You're getting the same amount of cake, no matter what pan I bake it in. Sheet cakes are not that much 'less' work to justify a price decrease. I've been making cakes for 25 years and I'm pretty good and pretty quick. It's not a time saver for me to do sheet cakes. It's just as much cake, icing and time no matter which ones I do.....sheet or tier."
"If you go to a bakery that does mass production and they are churning out hundreds of sheet cakes a day to store in their freezer, then maybe they can do it cheaper. But I don't have cakes stacked up in the freezer. Mine are made to order, customized to your specifications, and they are made days .....not weeks or months ... before your wedding."
I then explained my 60% Rule to her as a possibility to help reduce her headcount and ergo her costs.
After asking for a discount and after hearing my speech ..... she asked to make a sampling appointment.
My assumption is that if the price was really out of her range, she wouldn't bother making the appointment.
BTW, she asked if she could come over TODAY! I said, "No, remember I said I don't have cakes sitting around ... each one is made to order."
So anyway .... just thought I'd share a minor victory in the "I want a bargain basement price for a custom made cake" war! Woooo-Hoooo!