Starting a Balloon Business

Pricing Guidelines

Writing an Effective Contract

Add-on Sales and Custom Treatments for Canopies

4 Steps to Turning Balloon Calls Into Cash

3 Steps to Maximizing Your Sales Potential

Being Prepared and Knowing the Right Responses

Seven Steps to a Successful Bridal Show

Free Wedding Consultation Booking Form

Starting a Balloon Business

Now that you've seen all the incredible things you can do with balloons, you may be wondering, "Could I make this work as a business?" Absolutely! Either part-time or full-time, balloons are not only fun, but profitable! Here is what you'll need to get started.

Know Your Target Market
Who are you trying to sell balloons to? It's important to know because you can't be all things to all people and do a good job! So, when your business is getting started, narrow your focus initially and concentrate on a smaller market. Be the best you can be to one specific type of client (e.g. brides, hotels, or sales agents). Once you have mastered that market, expand into another.

Install a Dedicated Phone Line
You may need to use your home phone initially, but invest in a separate business line as soon as possible. When clients call they are looking for a professional response. Be sure anyone who answers the phone is trained to answer questions or take a message. Also, by having a dedicated phone line, it allows you to install an answering machine to intercept any calls you are unable to answer. Keep your outgoing message short, upbeat and professional. When you install a business line you may be provided a 2-line yellow page listing at little or no cost. The first line is intended for your business name and the second for an address. If you are a home-based business you may want to avoid listing your home address and use this second line as a great form of advertising. It could read, "Specializing in corporate events" or "Balloons for all occasions."

Follow The Rules
Check local regulations for small business operations. If you plan on operating the business from your home, be sure and check that the zoning ordinances in your area will allow you to use your home for business purposes. Since zoning ordinances vary between different cities or counties, you'll need to check with the Planning Department or Community Development Department of your regional government offices. They'll inform you of any permits or licenses you may need to operate either a home-based or storefront business. If you are doing business under a name other than your legal name, you'll need to file a fictitious business name statement with the clerk's office of the county where your business will be based.

Keep Good Records and Receipts
There are many advantages to owning your own business. Consult with an accountant regarding any specific regulations for your region.

Set Specific Business Hours
Your business hours don't have to be from 9 to 5, but set aside a specific time of the day you devote to your business on a consistent basis. It may be used for design time, paperwork and bookkeeping, or prospecting new clients. And on the flip side, take a break from business after hours. Burnout comes quickly if all you ever do is work, work, work! Taking time to relax and enjoy life feeds your creativity.

Start Advertising
Use your vehicle as a constant form of advertising. Either paint your business name, logo and phone number on the vehicle or have magnetic signs made that can be used as needed. Either way, be sure the phone number is large and readable.

Attract Attention!
Anytime you make a delivery, make it an event! With lots of enthusiasm, you're sure to attract attention. Carry plenty of business cards so when someone inquires about the beautiful balloons, you are ready to leave your card behind.

Back to Top

Back to the Balloon Info Center

Pricing Guidelines

It's important to charge a fair price for your work. Your client will expect a fair and reasonable price and you should make a fair and reasonable profit. Follow these steps:

1. Determine the Direct Costs for a Specific Job or Arrangement
Direct Costs = All materials and labor required to complete the job

2. Determine the Cost of Your Business Overhead
Business Overhead = Fixed Business Costs such as, rent, telephone, postage, etc.

3. Determine the Profit Margin You'll Want to Make
Profit Margins will vary from one business to another.

4. Start with Direct Costs
Add in a percentage for business overhead and a percentage for profit margin to determine your selling price.

This is the most accurate way to determine a fair and reasonable price for your work. Another option would be to charge 2-1/2 times the amount of your Direct Costs. So, if you have $10 into materials and labor, you would charge $25.

Back to Top

Back to the Balloon Info Center

Writing an Effective Contract

Think of a contract as a communication tool. It clarifies in writing any details regarding the work you are proposing for your client. Be as clear and specific as possible, but consider each job individually and list in detail any requirements that may be unique to that job. Following is a list of suggested items you want to be sure to include:

• Date and time of the event
• Access time to event site
• Address of event site
• Payment arrangements
• Change or cancellation fees
• Description of work to be performed
• Strike responsibilities (tear down)
• Bad weather clause

Back to Top

Back to the Balloon Info Center

Add-on Sales and Custom Treatments for Canopies

Incorporate a Pattern into a Dome
Using the bird's eye view diagram of a balloon canopy, plot a pattern into the dome of the canopy.

Add Lights to Columns or Spotlight the Dome
Using a string of twinkle lights intertwined into the columns to add subtle lighting to the columns. For a more dramatic effect, light the dome with spotlights and colored gels. This is especially effective when the dome is with white or clear balloons. A Disc Jockey may have special effect lighting to highlight the canopy.

Customize the Columns
For example, you can transform the columns into palm trees for a tropical party. Or for a Christmas theme, the columns could be turned into toy soldiers or Christmas trees. Also, top printed balloons are a quick way to enhance columns. The options are endless!

Add Fabric, Tulle or Ribbon
The contrast of the fabric and the balloons add interest and depth to your design. There's nothing like tulle and ribbons to give your wedding canopies a soft, romantic look that the brides love! Tuck tulle and ribbons into the canopy columns.

Add Silk or Fresh Flowers and Greens
A cascading flower arrangement is a great topper for a column. Silk ivy can be loosely wound around a column for a trailing effect.

Back to Top

Back to the Balloon Info Center

4 Steps to Turning Balloon Calls Into Cash

1. First Impressions Count
Every time you answer the phone your company's image is on the line and first impressions are so important. So answer your phone with an impressive greeting that shows you take pride in your work. The greeting should be upbeat and professional. Think of the greeting in three parts.

• Good Morning (Afternoon, Evening or "Thank you for calling")
• Balloon Delights (Your Company Name)
• This is Jennifer (Your Name)

2. Take the Lead
The customer doesn't care how much you know until they know how much you care! Draw the customer into the conversation by asking appropriate questions like, "Tell me a little about the occasion and who the balloons are for." Actively listen for the customers needs and expectations and discover their buying motive.

3. Sell Solutions
Based on the information the customer has given, you can make suggestions that are customized to your customers needs. Remember, you are selling a solution. Here are a few tips for effective phone sales.

• Name the Arrangements
Product names sell Ð be imaginative. How about "Love is in the Air" balloon bouquet for an anniversary? Naming your balloon offerings is a powerful selling technique because it helps the customer to visualize the arrangement.
• Write a Phone Script
If you have a great script written for each arrangement, you'll never be at a loss for words. And whether you or a staff member is answering the phone, you know your balloon offerings will always be described with the same creativity and enthusiasm. A great resource for writing scripts with vivid word pictures is the book, Words That Sell by Richard Bayan.
• Suggest the Add-on Sale
Add-ons add profits! Be sure and keep your suggested add-on items list near the phone. Be ready to suggest, "We could add an adorable plush bear to your arrangement for only $10 more."
• Super Size!
Just ask the question. "Would you like to Super Size that bouquet? For only $10 more we can deliver the giant 16" balloons that make an unforgettable impact!"

4. Close the Sale
There are three key elements to closing the sale.
• Bury the Price
• Reassure the Customer They Have Made a Good Choice
• Use the Customer's Name

The customer remembers the last thing they hear. Bury the price so the last thing they hear is that they made a good choice. An example would be to say, "That comes to $39.95. You've made a great choice, Julie. These balloons will be the hit of the baby shower!" Using the customer's name creates a sense of familiarity and makes them feel important.

Back to Top

Back to the Balloon Info Center

3 Steps to Maximizing Your Sales Potential

The best time to maximize your sales potential is at a decorating consultation. This is your best opportunity to listen to the customer's requests and then build a full-package of beautiful classic balloon decor. This checklist will make it easier when you need to think "on your feet" in order to capture all potential decorating opportunities for the event.

1. Determine Focal Points
Ask the client everything about the event to learn ways you can offer your services. Use the following list as a guide to determine all appropriate areas where balloon decor could accent the event.

- Entrance
- Guest Book Table
- Gift Table
- Cocktail Area
- Area Buffet Table
- Cake Table
- Punch Table
- Head Table
- Centerpieces
- Back of Guest Chairs
- Stage & Band Area
- Stairs
- Napkin Rings
- Driveway
- Photo Backdrops

2. Review The Options
After determining potential areas for balloon decor, review the checklist of types of decor you might suggest to create in each location. Remember to focus on the client's theme and carry it through each element of decor.

- Arch
- Column
- Swag
- Centerpiece
- Topiary
- Canopy

3. Capture Add-on Sales
Once you have selected the type of balloon decor for the event, the next step is to think of all the ways you can create add-on sales. The following list of enhancements is a great place to start.

- String of lights
- Lights with Gel
- Fabric or Tulle
- Ribbon
- Silk & Fresh Flowers
- Glitter
- Cello Collars or Trim
- Exploding Balloons
- Confetti Cannons
- Misc. Props

Back to Top

Back to the Balloon Info Center

Being Prepared and Knowing the Right Responses

Be prepared! Post this script next to your phone to effectively respond to these frequently asked tough questions.

Q: How much are your balloons?
A: We have balloons in all price ranges and in hundreds of styles and colors. What's the occasion and who are they for?

Q: Why are your balloons so expensive?
A: We take great pride in our design work and the quality of the balloons we sell. Our customers really notice the difference and appreciate the extra care we provide.

Back to Top

Back to the Balloon Info Center

Seven Steps to a Successful Bridal Show

1. Choose the Right Show
It's important to check out several shows in your area before making a decision. Shows will vary in price and size. The price to exhibit is usually determined by the amount of advertising the promoter is planning. Shows that are more widely advertised have greater attendance. It's important to remember that you can only speak to a limited number of brides in the time of the show. So, sometimes, a smaller, less expensive, show might give you the best value for your dollar. Your best leads will come only from the brides you speak to directly. Only exhibit at shows in cities or regions that you are willing to return to for decorating. Bridal Shows are primarily attended by brides that live in the region in which the show is held.

2. Set Up an Efficient Booth
Arrive early to allow yourself plenty of time to setup. It's crucial to keep your booth space clean and uncluttered. Save elaborate examples of your work for your portfolio. Consider featuring neutral colors like gold and white. It is easier for brides to picture your work in their color scheme if neutral colors are used. Take extra balloons and invoices in case another company exhibiting at the show asks you to add a few balloons to their booth. Always charge for your last minute services. Prominently feature your show special on an easel.

3. Make Direct Contact with Brides
The most important part of a bridal show is to make personal contact with each bride that stops at your booth. Handing out flyers is not enough. Be prepared to speak with as many brides as possible. Make the most of the few minutes the bride is willing to spend in your booth. Always offer a fun and memorable give away.

4. Learn How to Break the Ice
The typical response to "May I help you?" is typically "No, I'm just looking." Don't set yourself up for a negative response. Instead, a better way to approach a bride is to ask, "Are you planning a wedding?" The bride will enthusiastically answer, "Yes!" and you have broken the ice to explain about your services and show specials in detail.

5. Book an Appointment
Don't try to book a decorating job for the wedding during a bridal show. There are too many distractions for a bride to make a commitment at the show. Instead, simply book an appointment for a free consultation at a later date. Since the consultation is free, brides are more likely to take you up on your offer. Tell the brides that the consultation will provide them with great new decorating ideas and that there's no obligation. It is important for the bride to trust you and not feel pressured to use your services.

6. Network with Other Vendors
Walk the show and introduce yourself to the other vendors. Pass out plenty of your business cards and make sure to collect the cards of other vendors for your files. It's likely that once you've been seen at a couple different shows the vendors will begin to refer you to their customers. Some of the best referrals will come from other vendors. If a fashion show is scheduled, the bridal show may be slower during this time, use it to your advantage and make contact with the other exhibitors.

7. Follow Up
Call the bride to confirm your free consultation a couple of days prior to the appointment. This will encourage the bride to be on time for the appointment. It also reflects to the bride that you're reliable and efficient.

Back to Top

Back to the Balloon Info Center

Free Wedding Consultation Booking Form

Wedding Booking Form PDF (204K)

If you don't have Acrobat Reader, you can download it here.

Back to Top

Back to the Balloon Info Center