I live to design, and I suspect many of you feel the same. We live to do our art, because it’s our passion. My other passion, though, is providing great service. I love nothing more than making my clients’ dreams come true. But to do that, first I have to make them my clients! I have to get the job.
Today I’d like to remind you, as well as myself, how to secure new clients who are shopping around. You know the ones I mean: they have a long list of vendors who they’re considering, and they’re shopping hard for the best price. More power to them, but how do you make sure they pick you?
You need to have this very straightforward conversation with all of your potential clients:
YOU: I’m excited about the possibility of doing your event, but are you meeting with any other vendors?
CLIENTS: (They might hesitate.) Well, yes. We’re meeting with three other vendors.
YOU: Can I make a suggestion? I’d love to get all of your information, show you some of my work, and get a real sense of what you envision for your event. Then, let’s have another meeting after you’ve met with these other vendors.
CLIENTS: OK, but can you give us an idea of how much everything will cost?
YOU: (This is the tricky part.) Right now I can certainly give you a price range for other events I’ve done that were similar in size and scope to yours. However, if you’re willing to have a second meeting with me, I’ll be able to give you a much more detailed idea of costs then.
Now, keep in mind that this approach isn’t an exact science. The good news, though, is that when you meet with potential clients for the second time, they’ll have met with the other vendors and will be much better informed. Most likely, they’ll also have gotten proposals from these other vendors, and you’ll be in a good position to make the sale.
The not so good news, however, is that you run the risk of clients meeting another vendor, falling instantly in love and hiring him or her on the spot. In which case, there goes your second meeting!
In general, though, I’ve found this approach works pretty well. The clients know that I’m very interested, and I get to give them my proposal last. This is important because by being last, you’re more likely to learn what they want to spend before having to commit to a number. And that of course puts you in a better position to get the job.
Readers, are you offended when potential clients show your proposal to other vendors? What are your thoughts on this practice? Please share.
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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.
Aimee
June 29, 2011
Thank you so much for that post!
I have just started an event design company in the small city that I live in with many MANY event planning companies that I have to compete with. I was stressing out over how I would be able to get clients to choose me over the other more experienced companies. This way I could show them what I have to offer, and have a more precise and organized proposal for the clients after hearing what they are envisioning for thier event. I will definitely be trying this approach. Thank you for that post!
I admire your work and it motivated me to take the steps to start doing what I love and never give up!
Mark Moore
June 29, 2011
I like you power of suggestions here! – It seem like there might be some hidden truth behind this “Power of Suggestion” – call it perhaps business hypnosis for attracting potential clients!
Preston, do you think this is the case? Knowing that your potential clients are susceptible to making choices, by exposing their minds to what you want them to think, puts you in control! I think this sort of thinking could change the way we do business in the future!
Preston, I would love to hear your thoughts on this as I’ve just started doing some research on the net about self hypnosis and power of suggestion and the forms of hypnotic language available to re-train you subconscience to project what you want in to the physical world and obtain your true goals, dreams and desires.
LOVE TO HEAR FROM YOU…..Love Mark Moore
Courtney Fontenot - Alpha Prosperity Events
June 29, 2011
Great post. This works bcuz it allows the client to get focused & to know exactly what they want when they get to you. They have gotten through all of the excitement about the wedding and now they have become a little more decisive about what they want and how much they can expect to pay for it. As the last person, you can wow them by adding just a touch more to that idea in their head.
Tash
June 29, 2011
Thanks so much for this post, Love all of your business type Blogs! They really can be applied to other jobs, and I like to keep them in mind whilst running our photography business. But I never thought of this before – ever! It’s brilliant.
Clients tend to never be sure of what they want till after they have spoken to many people, and too often have a conversed with clients who don’t really know what they want yet, which makes it hard to get the sale. I don’t think I personally would mind if potential clients shared the proposal or quote details with other vendors, because in turn now knowing this, the roles could be reversed… it’s a give or take thing.. and it happens all the time!
Bucktown Guy
June 29, 2011
Thanks for the post!
I don’t mind if they show it. But what gets to me is when the client says “one florist that I met said they can delivery and set up for free”! That’s why I make sure that they understand what it takes to not only set up, but take it down as well.
thesouthernbees
June 29, 2011
I am not opposed to a client showing my “estimate” to another potential vendor. I do however have a problem with another vendor tearing mine apart. I think we should all be aware that each of us provide different personalities to our services and our estimates are just that. If a client comes to me with another vendors costs I am quick to point out that it’s very hard to compare apples to apples when style is on the line. I will however work with a clients budget and give them the best of whatever they are wanting. Thanks for your posts. I really do enjoy reading them.
Asian Fusion Weddings by Wedding by Wendy
June 29, 2011
Love it!!
Josephine
June 29, 2011
From my experience, being friendly and caring about how the client is preparing towards the event has made me have and edge several times above my competitors.
Kelly McLeskey-Dolata
June 29, 2011
I think this is great advice! We all have our own Sales techniques to close the sale and I always ask the question if they are meeting with other planners! I love the idea to wait till a second meeting that makes great sense and truly if they sign with someone on the spot than it probably wasn’t the right client. Someone that truly respects you and values you and likes what you do will come back and then you have them in your hands (hopefully)! I love reading your blog! Thanks for the advice! CHEERS!
jo-anne
June 30, 2011
great post! thank you for sharing your ideas to all of us. my take on the proposals, i think if we truly are professionals, we will respect each others creativity and skills…but please don’t compare my work and service for another person’s capabilities =)