You’re here because you want success in the event planning business, don’t you?
Of course! Why else would you be here?
If you want success in the event planning business, you need one thing — negotiation and sales skills. Every event planner knows it is as crucial as managing the events, because… without it… there are no events to manage.
That’s why you’re going to love these 6 “Be’s” for snagging your event planning clients. They will help you BEcome an even better salesperson!
Not only should you have the ability to sell your services but you need to understand what you are selling. Think about it, would you buy something from someone if they didn’t seem to know much about their product? You can gain a potential client’s trust by being able to answer their questions and allay any concerns.
You also should be knowledgeable about your client. So even before you set up a meeting, do some research so that you can tailor your sales pitch or presentation. This is an easy way to get their attention.
Be an Active Listener
And once you do capture their attention, make sure you are not talking for 80% of the meeting. Listening not only makes them feel like you are focusing on their needs, but it helps you find selling points. When you listen, you can identify opportunities to fit your services to their requirements. This can show your client why you are the best option.
Be confident in what you can provide to your client. Show them how you can benefit them. Use previous scenarios where your services made a huge difference in your clients’ lives. Believe in your services and be confident in the value you can bring to the table.
Once you have determined that it is a good match, don’t shy away from making it clear that you want your client’s business. Clearly explain the next steps to sealing the deal and let them know when you would need them to get back to you.
If you exude confidence, then your clients will also have confidence in you.
The first 3 Be’s are very helpful in making a client remember you. But to take things up a notch, find ways to surprise and delight your prospects.
Offer them some small snacks and beverages during your meeting. Leave them with a branded token at the end of your meeting.
Other subtler ways to surprise and delight are to personalize your messages, follow up and respond to inquiries quickly.
Nothing leaves a more sour taste in a client’s mouth than when a service provider is inconsistent. Consistency should start from the very first encounter, whether it be a call or a meeting.
- Always be prepared, punctual and pleasant.
- Anticipate any challenges and concerns and have a response or contingency plan ready.
- Be honest about what you can and cannot provide.
- Use measurable, repeatable procedures. Don’t try something new out of the blue.
- Always put your clients’ needs first. Treat them with the same amount of enthusiasm and quality at each step.
Be a People-Person
To be a good salesperson in the event planning business, you ultimately need to be a people-person. Take the time to get to know your prospects even if you don’t seal the deal right away. Build good relationships with them. They would remember you or even refer you in the future.
Use every opportunity to build your people skills. Network at events and see what makes people feel comfortable. Take the learnings and use them in your sales meetings.
You don’t need to be the most charismatic person in the world. You need to make your clients feel important and valued. Treat their success as your own. Because at the end of the day, their success IS your own.
BEcome an even better salesperson… and by extension… an even better event planner.
Do you cringe at the thought of sales pitches? Which of the tips do you think you will start using right away? Let us know in the comments!