Managing pricing in a bridal shop

Hi all,

I'm working with a local bridal dress shop to help them increase their presence online and the experience the bride has in the store. One of the problems they have is that the brides spend a great deal of time with the service people in the store, gaining information on the various dresses, then use that information as a basis for negotiating with other local bridal shops and don't necessarily ever return to ours.

What tips do you have for not only reducing the time that has to be spent on each bride without forcing them out of the store, but obviously also how to keep them from skipping out to then take that information to a cheaper store?

In other words, how to do you qualify your leads, and focus your attention on only the ones that are seriously considering purchasing from you?

Really, I guess it's just a fundamental sales question that every business has. We love to help them, but it's a higher-end store, so we really don't want price to be the main focus.

Do you share product numbers with your customers? Maybe that would be one way?

What other incentives to you provide to personalize the brides experience with you?

Thanks,

Dave