I have turned off so many clients by sending out a proposal without the proper follow-up.
Most of the time, they usually faint after receiving one of my proposals.
However, whenever possible, I like to follow up with a phone call or email then have them come in for a face to face sale.
You need to view every proposal as your first step in making a sale.
In my experience, there are always three kinds of clients asking for a proposal.
Here are the best ways I’ve found to deal with each type to get the job:
1. A client shopping around for the best price. Solution: This is perfectly acceptable. You need to come up with points A, B and C why your product and/or services are the best value and hope for the best.
2. A client who has never done an event like this before, so they actually have no clue about prices. Solution: While explaining your design/services a picture can tell a thousand words. Show them visually what they can get at what cost. If you are just starting out and do not have images, create your own story boards. (For inspiration, check out our Inspiration blog.)
3. A client who is very knowledgeable about prices and wants next to nothing for the event. Solution: RUN. It’s not worth your time or energy. Not to mention it might end up costing you money.
The best way to follow up on any proposal is to allow your potential client to know you are very interested in the job and are willing to do almost anything to get the job–except lose money.
How many times are you willing to see or talk to a potential client before saying “enough is enough”?
Are you the type to be very cool and collected while explaining your costs to a difficult potential client? I find this one truly hard. (This is why I try to have someone else do this part.)
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George Bernard Shaw once said: “You see things and say, ‘Why?’ But I dream things that never were and say, ‘Why not?’” That quote embodies how Preston Bailey approaches every event.
Events of Joy
January 25, 2011
I actually laughed out loud at number 3. Keep up the great job PB!
Shannon/Flourish
January 25, 2011
In the case of number 3- I had a client last year- loved the bride but unfortunately she came with Mom-zilla. I worked so hard for this client, including talking to the Mom many times on the phone and in person. Gave her an amazing deal on the flowers, she wanted the moon for pennies, and in the end all she did was complain. She even went as far as leaving me a bad review on line which include some out-right lies.
My gut told me she was going to be trouble from the beginning. I should have run.
Gloria Buckman Yankson
January 25, 2011
I have met all three and couldn’t agree with you more on the storyboard!
MMD Events
January 25, 2011
Such great tips! We always strive to educate our potential clients as best we can during the consultations so they’re not totally in shock when they get our proposals. We’re now at to the point to where most of the time we know if someone is “shopping”, and if this is so, we’ll alter what we provide them with in the meeting and proposal, like photos and full concepts and designs. We make it a point to tell these shoppers that our designs are totally and completely unique and custom, and designed just for them.
Maria Kirk
January 25, 2011
Fantastic tips! As a new wedding planner I have become addicted to your blog! I need all the advice I can get.
Nicole Goodyer
January 26, 2011
I am finding this blog very therapeutic! I do not seem so alone as we seem to share the same problems (only Preston’s on a bigger scale) Last year we had a bride who wanted white callas out of season..and masses of them. The quote was huge and needless to say she shopped around and after 6months returnes to us realising
our prices were spot on it was her choices thatpushed the numbers up! That little voice inside me said “this will end in tears! (mine not the brides!) Callas hydroponically grown, they were prestine and very white! on delivery bride had that look…..oh they are not as big as expected…………..but for every client there is just no pleasing the ones you bring joy to make up for it. Love from Australia
Shafonne Myers
January 26, 2011
I think it is very hard to follow up with clients and not seem too pushy. I try and give them plenty of time to look everything over and then follow up to answer any questions.
Savannah (Pearls and Pages)
January 27, 2011
Thank you SO much for addressing this topic, Preston. Big help!
Breaking it up into 3 types of clients is helpful; never really looked at it that way….
But it’s true that you’ll have the price-shoppers, and the advice of making points why your products and services are the best value for the price is great. If they’re looking for the best price, you can show them how you’re the best price for what you GET. Client #2 seems easiest to deal with, 3 gives me a giggle, but you’re right. If you want to establish yourself in a certain market, as you’ve said time and time again, sticking to your guns with your market and price points, and not bending over backwards for a client while losing money (and your market-prestige) is important. You can’t sacrifice everything for a client that wants the “moon for pennies.”
I have to say that I definitely agree with Shafonne on the not seeming too pushy issue. That’s always my concern. I hate to be that nagging salesperson who seems almost desperate for the job. I equate being pushy with seeming desperate, which makes me feel like I’m telling the client “PLEASE hire me; I NEED this job!” I definitely don’t want to appear that way. If anything I want the appearance of being in high demand (which people usually equate with being amazing at your trade.)
So how do you avoid appearing pushy and desperate, while at the same time letting them know you’re “very interested in the job and are willing to do almost anything to get the job– except lose money.” Where’s the happy medium?
Connie Mak
January 29, 2011
Wow Preston, spot on! I learnt my lessons the hard way with such clients. Some did paid off. A couple have signed with me and the bride said they chose me because of my close follow-up and prompt responses. Most of all I always turned up for appointments and never did once postpone; she told me that my price wasn’t the lowest. I think this method works for me.
I have also tried to do the ‘hard’ job that you dislike, it was truly hard indeed. But I have to do it, Once I did ‘ticked-off’ one bride (with lots of love as you would said it). The groom started a budget of S$40K, 15 mins later, she reduced to 35K and the next 15 mins, 30K. I kept my cool, but just before I stood up to leave after ending the discussion, she claimed her final price at 25K. So I told her that would be just sufficient for her to feed her guests and nothing else. I left the place with my head held high. Enough is enough!
Thanks for your email, it helps me to prepare my meeting with a potential client.