Is it just me or are we all (suppliers to the wedding industry) suffering from our clients' "fear of commitment"? The numbers of bookings are down, the time between booking and getting married is getting shorter. "It's the Recession," we cry, and it's almost true. It's not the recession, it's the fear of it. How can we overcome that fear? This is just a question, but ... are we better to say, "We'll give you a 20% discount" or, "We can be flexible?" What does "flexible" mean? It might refer to payment terms. It might mean they can start with a 'shoot only' package and add the trimmings later – without penalty. It might mean their non-refundable deposit is transferable. In every transaction at least one party takes a risk. Marketers talk about the power of taking the risk yourself, so your customer doesn't have to. That's what I'm talking about. Making commitment palatable at a time when it's easy to fear. Cheers, Johannes