Wedding Industry Biz

The Art of Upselling: Meeting your clients’ needs (and making more money while you’re at it)

By Audrey Isaac,

Mackensey Alexander Photography

Have you ever wondered how you could make more money in your day-to- day operations, but can’t seem to figure out when you’d make the time to start a side project or build in more services?

Look no further than upselling for your answer – this simple solution takes relatively little time to put into place and, once it’s all set up, you can start increasing your revenue immediately. Oh, and did I mention that it’s also beneficial for your clients?

The essence of upselling is to build additional products, like lighting and décor pieces, into your services so your clients are able to skip the brick-and- mortar store and buy their event needs directly from you at a discounted rate. Today, millennials expect instant gratification and, more often than not, will pick the convenient option, so it makes sense to be the one to provide them with the best offer.


What products should you get? It really depends on your clientele. Take a look at past and current clients to see what kind of products they are frequently having to buy or rent from an outside retailer – it could be linens, candles, vases, or chalkboards. Just be sure that the add-on products that you do choose are relevant to your company and desired by your clients. Once you determine what would be a good investment in your company, it’s time to find the right wholesaler.

As usual, the process of finding a wholesaler that is the right fit for your brand starts with some good old research. While an Internet search can certainly turn up some great options, you may also want to review the advertisements in trade magazines or reach out to other trusted event professionals for suggestions. However, keep in mind that every experience is different, so take recommendations with a grain of salt and always look for reviews online before sealing the deal.


After you’ve found the best fit, it’s time to start building a relationship with your wholesaler. In addition to the savings that you’ll get from buying in bulk, you may also get some benefits from a well-established partnership – from extra savings to quality customer services, a great wholesaler will ensure that your relationship is a mutually beneficial one. If you’re looking to push your company to the next level, consider adding a wholesale component to your business to increase your bottom line. You’ll be shocked at how simple it is to set up and maintain!

Audrey Isaac is the spokesperson for 100 Candles, a wholesale market for candles and lights. Since 2002, thousands of wedding and event professionals have entrusted 100 Candles with their wholesale candle accounts. For more information, please visit