Want to sell more wedding cakes this year? It starts with knowing what couples really want, showing off your best work and making every step, from tasting to delivery, feel effortless. Here’s how to turn inquiries into bookings and grow your business with confidence.
Understand What Today’s Couples Are Looking For
Trends in wedding cakes
While classic wedding cakes (think elegant white tiers with smooth buttercream or fondant finishes) never go out of style, today’s couples are increasingly drawn to designs that show off their unique personalities and reflect current trends.
Some popular classic elements still in demand include:
- Timeless white or ivory cakes with delicate piping or lace-like details
- Traditional tiered structures with soft floral decorations (fresh or sugar flowers)
- Simple and refined silhouettes that complement formal weddings
However, couples in 2025 are also excited by fresh, modern options such as:
- Wafer paper flowers — delicate, lightweight, and highly customizable blooms that add a sophisticated yet durable touch
- Minimalist cakes with clean lines, neutral tones, and subtle accents like metallics or architectural shapes
- Earthy, nature-inspired cakes featuring edible leaves, textured buttercream, and soft, natural color palettes
- Bold, sculptural designs that serve as statement pieces with unique shapes, vibrant colors, and intricate detailing
What influences couples’ decisions
Couples aren’t just buying a cake, they’re looking for an experience that tells their story and matches their style and values. Custom cakes matter to them for reasons beyond just how they look:
- Status and uniqueness – Many couples see a custom cake as a symbol of luxury. They want something one-of-a-kind, often aiming for the most elaborate or expensive option available to feel like VIPs.
- Social signals – A showstopping cake is a brag-worthy detail. It gets photographed, shared, and talked about, which matters to couples who want to impress their guests.
- Health and family considerations – Dietary restrictions (gluten-free, vegan, etc.) or allergies often shape the final choice. Couples want to ensure that everyone, especially close family, can enjoy the cake safely.
Understanding these motives can help you position your services more effectively and speak directly to what matters most to your clients.
Optimize Your Cake Business for More Inquiries
Understand what couples typically spend on wedding cakes
A helpful guideline in the wedding industry is the 5% rule. Most couples allocate around 5% of their total wedding budget to their cake. That means if you’re aiming to book a $5,000 cake, you need to attract couples with a wedding budget of at least $100,000.
Understanding this can help you align your pricing with the right audience and set realistic expectations for both you and your clients.
Put your best foot forward with a professional portfolio
Creating a stunning wedding cake portfolio is one of the smartest investments you can make in your cake business. Remember to keep it fresh, focused and intentional. Show your best work, set clear expectations, and guide clients through your process.
Read How To Build a Wedding Cake Portfolio That Attracts Clients for my best portfolio tips.
Streamline your inquiry and booking process
Inquiries don’t automatically turn into bookings. That part depends on the systems you have in place. When your process is clear, professional, and easy to follow, you make it easier for potential clients to say yes.
From your first reply to the final confirmation, every step should guide the couple with clarity and confidence. Set expectations early, use consistent messaging, and have your pricing, forms, and timelines ready to go.
If you’re not sure where to start or want to improve what you already have, my Cake Business Blueprint includes ready-made templates and tools to help you streamline your entire inquiry and booking process.
Make your pricing and process clear upfront
One of the biggest reasons potential clients hesitate to book is uncertainty — especially around pricing and what’s included. By clearly outlining your services, starting prices, and what the process looks like from inquiry to delivery, you build trust and filter out those who aren’t a good fit early on.
Being transparent doesn’t mean sharing every single detail. It means giving couples enough information to feel confident moving forward – and saving yourself time in the process.
If you’re not sure how to structure your pricing or what to charge, check out How To Price Wedding Cakes For Profit for a detailed guide.
Build trust through content and social proof
To attract and reassure your ideal wedding cake clients, your online presence needs to inspire confidence and provide all the essential information clearly. These are my must-have content pieces that help build trust and make your business stand out:
- Showcase your best work by featuring 3 posts highlighting your top cakes or 3 distinct styles you specialize in. This gives potential clients a clear idea of your design range and style.
- Introduce yourself and your business and share what makes your cake business unique. Personal connection builds trust and helps couples feel confident working with you.
- Provide location and ordering info. Make it easy for clients to know where you’re based and how to start the ordering process.
- Display at least 3 genuine client testimonials that highlight your professionalism, quality, and customer service.
- Prepare answers to common questions about your process, pricing, dietary options, timelines and delivery.
Partner with venues and wedding professionals
Building relationships within the wedding industry can open the door to more qualified leads and referrals. Focus on connecting with:
- Venue coordinators – getting on a preferred vendor list can bring steady, high-quality referrals
- Wedding planners – they often influence both the couple’s budget and overall vision
- Photographers – teaming up for styled shoots or being credited in real wedding posts helps you reach new audiences
- Local Facebook groups – network and collaborate with other pros in your area
When industry insiders trust your work, couples do too. These relationships often lead to consistent referrals, better brand positioning and great clients who already see your value.
Upsell and Add Value to Each Order
Tasting boxes, custom cake toppers, or matching desserts
Offering tasting boxes lets couples sample your flavors before committing, which builds excitement. Custom cake toppers add a personal, memorable touch that couples love. Matching desserts (like cupcakes, macarons or mini cakes) give guests variety and create a cohesive dessert table that elevates the whole event.
For tips on creating a smooth and enjoyable tasting experience, check out How To Prepare A Wedding Cake Tasting.
Educate clients on what’s possible (and worth it)
Many couples aren’t aware of all the options available or which extras truly add value. Use your consultations, website, or portfolio to showcase examples and explain the benefits of premium touches, such as specialty fillings, detailed wafer paper decorations or unique designs. When clients understand the why and how, they’re more likely to invest.
How to talk about premium options without pressure
Present premium options as exciting possibilities rather than upsells. Frame them as ways to personalize their cake, always emphasizing choice and respect for the client’s budget. Use positive language and open-ended questions like “Would you be interested in exploring some special touches that could make your cake uniquely yours?”
Ready to Make More Cake Sales?
Making more wedding cake sales isn’t about pushing harder. It’s about understanding your clients, showcasing your best work and confidently guiding couples through a smooth, memorable experience. Use these strategies to grow your bookings and build a cake business you’re proud of.
For step-by-step guidance and ready-to-use tools, check out the Cake Business Blueprint. It’s designed to help you streamline your process, perfect your pricing, and attract your ideal clients with confidence.
