An overlooked area of an Event Planning Business is … Selling.
Maybe you’re in a position to be able to hire a professional sales person to close your deals. If not, you need to build your sales skills.
In a selling situation, what NOT to do can be even more important than what to do.
Here are 6 things you should avoid when trying to seal the deal with your prospect.
Don’t lie, even if you think it’s a small one
It can be very tempting to tell a white lie when you are meeting with a prospect. Especially if you feel like you need to be one step ahead of your competitors. But whoever said honesty is the best policy probably was a really good salesperson too.
Having a strong relationship means building trust. Reassure your clients by doing what you said you would. Even more so, be honest about what you cannot do. Lying can only hurt you in the long run.
Don’t underestimate your prospects either. While you are researching how to tailor your sales pitch to their needs, they are doing research too. It’s much easier nowadays to get information about your company and competitors.
Your prospects will be able to pinpoint any slightly dishonest statements.
This can hurt your chances of sealing the deal with that prospect. It can also hurt your reputation if that prospect shares the experience with others.
People value someone authentic. So take the honest high road.
Don’t make it about you
While it is important to give them the real you, it is also important to not make it all about you. Yes, you have the expertise, that is why they came to you. But try not to go on and on about your credentials, your services and what makes your company so great.
This makes the prospect feel like you are only focused on making a sale and you don’t care about their needs.
If you pay more attention to customer satisfaction, then making the sale is easy. Try to understand your prospect’s requirements, goals, and challenges.
Don’t think about how the sale can benefit your business. Instead, think about how your business can benefit your clients. Serving your clients better is the key to having success in your business.
Don’t give irrelevant information
Prospects are coming to you hoping that you can help them solve a problem. So they need you to clearly and concisely explain how you can help them. Don’t try to get over-complicated with technical jargon or unnecessary details.
They need a big picture in a way they can understand. Confused prospects won’t become customers.
It makes no sense trying to talk about all your business can do if it is not relevant to their needs. You only have a short time with the prospect. Make sure you keep their goal in mind and get your message across quickly and clearly.
People have short attention spans so you will most likely just be boring them if you drag things on.
Don’t be too agreeable or give unsolicited opinions
It’s natural to want to meet all your clients’ needs but you mustn’t be too accommodating. If you cannot deliver on something or your client has requests way beyond the agreed scope, then be upfront about it. Don’t become a “yes” man.
Being too agreeable will not end well. It would cost you a lot of extra effort and money, and you could end up with unhappy customers. While you’re committed to serving your clients, you are not their servant. They should value your time and effort as well.
At the same time, don’t offer any advice that your prospect didn’t ask for. They want you to guide their process but not to tell them what to do.
Don’t give ultimatums
You might think that you are taking charge of the negotiation process by giving your prospect an ultimatum, but you will be doing more harm than good. Ultimatums sound too much like threats or begging. You are telling your prospect “Hire me or else!’ or “Hire me, else I’m doomed!”
When you give an ultimatum, you are making it easy for a prospect to make a decision. But it won’t be the one you are hoping for. Ultimatums give the impression that you are not very creative and willing to work with a client. A strong client relationship doesn’t need ultimatums.
But that doesn’t mean you shouldn’t ask for the sale. Be sure that you ask in a confident, pleasant and non-threatening manner if you want a favorable response.
Don’t offer any bonuses or discounts too early
Another way that implies desperation is by offering bonuses and discounts too early. You shouldn’t do this before you present to your prospect what you can do for them sans any extras.
Let them understand the value of your services before you put the icing on the cake. Don’t make the deal sound good to be true. Chances are, your prospect will think it is too good to be true and opt to pass. Allow them to ask for extras so that you don’t seem too eager for their business.
Every negotiation will not be perfect. You will win some and lose some. But if you try to avoid these 6 things in our list, you can soon become a much better salesperson and thus, achieve even more success.
Is there anything in this list that you are guilty of? Any other things you think you should not do when trying to make a sale? Share in the comments!