The diversified combination products of hotel wedding banquets should be very rich, such as honeymoon room occupancy, float decoration, wedding dress rental, bride makeup, ballroom tickets, and even customized evening dresses, video shooting and other promotional means. However, hotels should try to avoid occupying high costs and improve all supporting projects, making high-cost menus unattractive; In addition, not every project is needed by newlyweds, such as not staying in the honeymoon room that night and not renting a wedding dress. To this end, the hotel can calculate the cost of each free item and classify it. Without affecting the quality of the menu, we can combine the low-cost items or existing supporting facilities of the hotel into a new set of services, such as giving away wedding invitations, providing karaoke facilities for free, ordering drinks and cakes instead, and forming multiple sets of special wedding products to attract guests. When the marketing department promotes products, differentiated, characteristic and personalized wedding products often become the main brands.
3.2 Increase the added value of products and attract the market. In increasing the added value of wedding products, we should give full play to the advantages of hotels in improving supporting facilities. Cultivate emcee with excellent export talent and temperament from employees, be responsible for the ceremony arrangement at the wedding banquet, assist the host to render the wedding atmosphere, buy drinks for free, rent wedding dresses for free, and even launch free customized evening dresses in conjunction with professional companies. These unique additional services not only prevent blind price competition, but also skillfully improve the level of guests' menu selection, which makes the hotel get higher returns. While increasing the added value of products, we should pay attention to controlling the additional cost. The added value of good wedding products can stimulate customers' desire for consumption, but every additional service will be doubted by customers, so it is particularly critical to strictly control the additional fees. In fact, hotels can be achieved through hard work. The best way is to let the guest know how the hotel helps him control the cost. For example, the honeymoon room is used for the overall promotion of the hotel, which does not account for the menu cost, while flowers, evening dresses, wedding dresses and bridal makeup are only settled at the cost price because of long-term business cooperation with the hotel. All these free additional services save a lot of money and time for guests.
3.3 Concluding strategic alliances, developing potential customer markets, cooperating with various professional groups, promoting groups and developing potential main markets are the best ways for hotels to develop the wedding banquet market at present. Hotels can actively explore new ideas, take mutually beneficial cooperation with well-known local wedding shops, make use of their own equipment and venue advantages, and combine the overall planning of professional wedding banquets to make every classic wedding banquet. Some hotels also take the opportunity of holding wedding banquets to promote their wedding banquets, providing targeted display opportunities for local wedding photography companies, video producers, wedding processing factories, wedding cakes, wine merchants and even furniture manufacturers. The cost is shared equally, which greatly reduces the sales cost. Hotels can also choose one of them as a long-term service provider and enjoy low agreement prices. For another example, in the promotion stage of new products or the feedback and gift-giving stage of best-selling products, wine dealers give a certain amount of drinks to the host who chooses the hotel to organize the wedding for free, and every successful wedding banquet is easy to spread because of the diversity of its participants and good supporting services. You can also shoot a "wedding photo album", capture wonderful scenes, make a "wedding photo album" with photos and supporting text descriptions, and use the opportunity of cooperative sales to distribute brochures, pictures, advertising materials, etc. * * * promotion in their respective business premises, special wedding promotion activities in a residential area, and inviting potential customers to try dishes at the hotel for free, so as to further strive for potential consumers.
3.4 Emotional promotion increases sales weight
Because wedding products are essentially intangible products, guests can't really enjoy the products in the early stage, so the hotel has specially designed and produced wedding service guides and wedding venue layout CDs to give guests direct sensory stimulation, add weight to wedding sales and guide guests to buy wedding products in the hotel. At the same time, emotional promotion is also an effective way for hotel wedding brands. In the process of long-term contact with guests, wedding negotiators must be good at distinguishing each kind of guests, so as to learn to grasp and study the psychology of each kind of guests in the shortest time in future visits and promotions and carry out emotional promotion. For example, negotiators write down the points that guests are most worried about at a wedding reception. As our negotiators, we should explain the suggestions to solve the problems from the perspective of the guests in a sincere tone, which can strengthen the trust of the guests in the hotel, make the guests realize that the hotel staff are saving a lot of money and thinking about it everywhere, and also strengthen the trust of the guests in the hotel.
3.5 Play a good concept marketing card and expand the "word of mouth" effect.
Hotels should lay a good conceptual marketing card and use "word of mouth" to expand wedding sales. In most cases, consumers buy products not only to buy the products themselves, but also to bring core interests and expectations to consumers. Therefore, in the process of communicating with consumers, we need to hype a concept, create a fashion, lead a trend, and strive for a wider range of good word of mouth, especially wedding banquet publicity, which is more reliable than advertising.
3.6 Plan corresponding public relations activities to create a sensational effect.
Public relations strategy is also an advanced promotion method to improve the reputation of hotel wedding products, influence public behavior, create a good image for enterprises and create a good marketing environment for enterprises. In the early spring of 2003, an exhibition called "Rose Wedding Lawn Wedding" appeared in BLACKPINK, Hangzhou Zhijiang Resort, which attracted the attention of more than 20 mainstream media and many newcomers in Hangzhou and stirred up thousands of waves in the sea of wedding market in Hangzhou. In June, 2004, a large-scale western-style collective wedding was held, and more than 70 couples in Hangzhou will gather in the resort. The strong interest and public welfare of group wedding activities will surely attract the wide attention of the general public. Planning large-scale public welfare undertakings has become a secret weapon for hotels to expand their popularity and establish a good corporate image.