Over the years, I’ve learned to establish a very clear protocol with all of my clients. Setting boundaries is imperative. In the coming weeks I’d like to set aside Thursdays to discuss different strategies for establishing and maintaining these boundaries.
Let’s start at the very beginning:
1. A client calls or emails you about your services.
2. You schedule a first meeting. (Always have a face-to-face meeting; You are your own best sales representative!)
3. During the meeting, act as if you were entertaining a guest in your home. Offer your potential client something to drink and have a plate of light snacks like nuts, fruit or cookies. If it’s late afternoon or early evening, you can even offer a glass of good wine.
4. Your number one priority during this first meeting is to establish trust. You should be focused on learning your clients’ needs and dreams. If you aren’t already, you must learn to become a generous listener.
5. At the end of this first meeting, remember to tell your potential client how excited you are about their event and that you would love to be a part of it.
6. Follow up with a thank you note. You could even send a small bouquet of flowers with a note saying how wonderful it was to meet them. Clients always remember this gesture, even if they decide to hire someone else.
7. Your potential client now has a decision to make. While they’re deciding who to hire, remember that accessibility is key. It’s perfectly fine to email or call your potential client and offer to answer any questions they may have about you or your services. Keep the lines of communication open!
8. Most potential clients will ask for some kind of proposal. These proposals can take a great deal of time and effort. Make sure that you create your proposal promptly, and, if possible, present it in person. You want to be able to immediately clarify any points your potential client doesn’t understand.
9. If you’re offering a specific service, provide an exact cost. However, if you’re offering design services, give a price range instead.
10. You get that fabulous call, the one we all love: they want to hire you. You are jumping for joy!
Next Thursday, I’ll discuss the ten most common challenges you face after getting the job. (My biggest challenge, as you probably know, has always been explaining to clients what things actually cost!)
Dear Readers, which of the above ten steps usually gives you the most trouble? Do you struggle with face-to-face first meetings or do you have a hard time drafting proposals? 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.
Carol Rame
September 22, 2011
Preston I love your articles that give insight to your business practices! I think it is extremely important to remain focused on our clients’ and how we can help them. I love meeting with new Brides and seeing the sparkle in their eye when they describe to me their “perfect wedding day”. Special small gestures ALWAYS go far-no matter what business you are in
Gabriela
September 22, 2011
I dread drafting the proposals! First meetings are exciting but coming down to designing a proposal It just gives me trouble always! Can´t wait for next Thursday!!!
Savannah (Pearls and Pages)
September 22, 2011
It’s those darn proposals that are difficult. Trying to explain to a potential client that your costs are the way they are for a reason isn’t an easy task. You want to make the sale, but you don’t want to sell yourself short. Time and resources are valuable, and if you set a high standard for yourself and your company and its brand, there will be clientele who may think the price is too steep, but that’s the effect, sometimes, of the “high standard.” Goes back to pricing yourself out correctly. Oh the headaches proposals can cause. I like the simple thank you note or bouquet touch you suggested, Preston. Looking forward to reading other comments and to the next few Thursdays re: this topic!
Cheers-Savannah
The French Bouquet–www.thefrenchbouquettulsa.com/blog
Nikola @ PlatinumTouchEvents
September 22, 2011
I sometimes struggle with setting up face to face meetings. A lot of potential clients are only interested in PRICE. In their initial phone call or email, that is often the first, and sometimes the only question they’ll ask. I usually try to set up a face to face meeting so that I can explain the VALUE of my services, rather than PRICE.
Rebecca Lang
September 22, 2011
This is a great article because starting my business, I wanted to have an established process to be efficient and professional. Thanks PRESTON BAILEY! You have a gift for helping it make sense!
Asian Fusion Weddings by Wedding by Wendy
September 23, 2011
Always loving your advice! Thanks.
Ribha
September 27, 2011
Drafting proposal are the hardest thing for me — as in my targeted market my proposals end up with my competition and then clients come back to me saying I am very expensive. I try to explain what they are purchasing from me, but all they see is dollar amount. I have the reputation that I am very expensive but when I look at my industry what they charge I feel that I am underdog. How are we to tackle that situation?
Grace
March 7, 2012
You are so right. you need to build the trust your client needs before you can eventually engage in them and set the boundaries necessary for your business. I came across this video that tells about how you should set your boundaries when it comes to dealing with your business. http://marieforleo.com/2012/03/how-to-set-boundaries/