How to Add Value Without Depreciating What the Hotel Already Has

One of the most common questions florists ask when pursuing hotel accounts is, “How can I add value without depreciating what the hotel already has?”. It’s an important question, especially when stepping into a space where another florist might already be providing services. You can listen to the full podcast episode here.

Adding value is about saying, “This is good but it could be better,” and backing it up with your insight. It is about sparking curiosity, asking thoughtful questions, and offering insights that elevate what’s already there. Here’s how to approach it.

Leverage Your Unique Perspective

As a florist, your expertise and experience are your superpowers. Your industry insights, knowledge of trends, and creative vision are all forms of intellectual property that set you apart.

Instead of imitating others or blending in, focus on what makes your perspective unique. Maybe you’re skilled at designing on a budget while achieving high impact, or you specialize in sustainable floral solutions. Lean into those strengths and let them guide how you position yourself to a hotel and how you can add value.

How to Add Value Without Diminishing Existing Efforts

1. Acknowledge What’s Working:
   Begin by appreciating what’s already in place. For example, “I noticed the floral arrangements in your lobby. They create a welcoming first impression—something every guest remembers.” This shows respect for the current setup while opening the door for further conversation.
2. Ask Thoughtful Questions:
   Asking questions creates collaboration instead of critique. These questions spark a dialogue where the hotel can share their preferences and pain points, giving you the opportunity to tailor your pitch.Here are a few examples:
   • “Are the current flowers meeting your expectations for longevity?”
   • “Is the style of these arrangements aligned with your brand vision?”
   • “Are there any floral challenges—like consistency or budget—that I could help solve?”
3. Position Yourself as a Problem-Solver:
   Use the answers to these questions to highlight how you can provide solutions. For example:
   • If budget concerns arise, you can offer strategies to maximize their floral investment.
   • If longevity is a problem, share tips on selecting blooms that last longer.

This positions you as an expert who enhances what’s already there, rather than replacing it.

The Power of Collaboration

The best way to add value is through co-creation. This means working with the hotel to shape a floral program that reflects their goals, vision, and guest experience.

For instance, if a hotel prioritizes a modern aesthetic, you could share how layering minimalist arrangements with textured greenery could enhance their existing design without increasing costs.

Adding value is about enhancing, not critiquing. It’s about offering new perspectives that show you’re invested in the hotel’s success. 

Already a florist and eager to expand into luxury hotels and create consistent income? Come join over 125 florists in the 7 Day Challenge! It’s packed with actionable insights to help you succeed.

Keep blooming, Franceska

PS: Did you know I have a bestselling book on working with hotels? It’s available on Amazon! Discover the “cliff-notes” of our high level mentorship experience, the Hotel Florist Profit Method, where you can learn more about what flowers to use, design mechanics and more on this topic!