Posts Tagged ‘first clients’
get real sales tip :: before your next consult
A little series I’ll be doing, giving you some juicy “get real sales tips” via the video. And anyone who wants to give me some editing tips so my frozen video doesn’t make me look like a blow up doll, that would be appreciated.
This tip: Something to think about before you go on your next sales consult or reply to your next business inquiry.
Happy Selling!
How to SELL clients when you are NEW in business
If you are new to the event industry biz, it can be very daunting about how to promote yourself to get business. You may have done the due diligence on your art and business plan, but have no portfolio to show potential clients. So how do you sell?
Let’s flip this. Here is what you SHOULD NOT do:
1. Talk about your own wedding. Please, if you have in your bio, “……after planning my own wedding in 2007, I grew to love the art of planning weddings and subsequently opened my own boutique, full-service wedding planning business…”
If that is on your website or on any printed sales collateral (no matter how long you have been in business), I want you to stop reading this and immediately go and delete it. Clients do not care how great your wedding was. The fact that you were able to please yourself with your wedding planning skills is of no consequence to them, nor their special, special day. And frankly, it screams that you are very GREEN to the business. So please. Do not stop go. Do not collect $200, remove it now and we shall never speak of this again. (p.s. Likewise, it is never a good idea to have just your wedding in your gallery.)
2. Do not lie. Do not tell clients/vendors that you have 10 years of experience in wedding planning, when really you’ve only worked 2-3 weddings over the past few years. Through the gift of Google, people can find this information out. You don’t want to lose credibility and frankly, veteran vendors can decipher how experienced you are in about 5 minutes of a conversation. Vendors refer other vendors. You get the drift.
3. Do not put yourself down. We all had to be “new” at one time or another. If you have a lot of practical experience in event planning with groups or non-profits, then play that up! Real business experience is worth A LOT. A new creative photographer for example, that has taken photography classes and has worked in corporate world for years will be at a higher level than someone with no experience straight out of college. Play up all your strengths.
4. Do not offer up that you are new. Just as you should not lie about your newness, you should also not voluntarily admit in your sales conversations, “Well, I’m new at this….”. You remember the Don’t Ask, Don’t Tell policy the military adopted? Same applies here. Don’t offer up pitfalls for you to fall into. However, if someone asks directly, have a great response prepared in advance so you don’t fumble.
Example:
Client: “How long have you been making custom wedding invitations?”
You: “While I haven’t been in the wedding industry as long as others designers, I have had xx years of experience in graphic design, meeting deadlines, creating one-of-a-kind flawless designs that have made others stop in their tracks. I am absolutely dedicated to all my clients, in creating a memorable paper experience.”
5. Do not offer up discounts, because you are new. You’ve already learned not to grossly undercharge because of your newness, also don’t automatically assume that clients will want a discount. As a planner, you can imagine how many times I’ve heard: “Well, the photographer is new so they gave me a great deal.” I cringe when I hear this. You don’t have to automatically discount just to get business. Have faith and confidence in yourself.
Happy Selling!
Truth vs Fiction: In Wedding Planning
I was speaking with one of my favorite wedding planner friends the other day. She was telling me how they have about 10 weddings coming up within the next few months. I told her, “Wow, obviously I am in the wrong market.” (typical knee-jerk response when you hear another professional doing well in her respective area).
“Well, ” she replies, “you know they aren’t all GREAT weddings. In fact, one of them I really wanted to turn down, because I felt she wasn’t going to be the best fit.” My very experienced, planner friend then loudly sighed. “But my husband and I went over finances for the next quarter and when she called to hire us, I took it! Sometimes you gotta do, what you gotta do.”
I THANKED her for her honesty. That’s what really is going on in the REAL world.
This doesn’t mean I am suggesting that you grab up every client that comes to you, we all know it is important to acquire a client that will not only appreciate your services but reflect your company’s brand. (That was my one obligatory branding message that must accompany all blog posts like this.) But we know that bills come in every month and you can’t respond to your electric bill, “Sorry, my target client didn’t hire me this month.”
So what’s a small business, fighting the poor economy and rising expenses suppose to do? {GET REAL} Sales suggestions:
- First, BE sure you aren’t lowering your “brand” standards so much that you are putting yourself and your business in jeopardy.
- Do not work for free. Do not work for free. Do not work for free.
- Set clear boundaries and limitations so that you will not be taken advantage of and still make a profit.
- Know that you aren’t alone. Not every wedding is dripping with Phalaenopsis orchids and crystals from the ceiling. But that is okay.
What are your thoughts?
Happy Selling!
10 Sales Tips for Event Professionals, featured….
Thank you to Michelle and Kelly who produce an awesome business blog and business workshop The Simple Plan, for featuring me today!
I quickly wrote out 10 Tips on how to Make the Sale (down and dirty, blunt as usual) for event professionals for their current How to Gain Attention Series.
Be sure to click on this link to read all the tips!
Happy Selling!
Reader Question: “How do I get my First Paying Client?”
Q. I’ve haven’t been in business very long and am investing in my education in the wedding planning field. So far, my weddings have been complimentary and I would like to know how to get my first paying client?
A. Let me preface my answer to commend you on educating yourself in the wedding planning field. I hope that you are taking courses or apprenticeships with other well-established planners. As we all know, there are no do-overs at a wedding so it is imperative that you know what you are doing when you take on your first client. So I’m going to answer with the assumption that you have done your due diligence in this area.
This is a question I’m sure all new wedding professionals ask themselves. The last time I looked, we all didn’t come out of the womb planning weddings or taking great photos. We had to start from somewhere, usually at ground zero.
The direct answer to your question on how to get a paying client, is to simply ask. And from this minute on, STOP taking on complimentary events, (unless it is a non-profit that you wish to contribute your time). Your time is always worth something.
The next potential client that you meet, you are no longer free. You have a portfolio (limited as it is), but you at least have a history behind you.
Breaking into any business you must have confidence in yourself. Confidence that you can do the job and project that confidence to your potential clients. I’m a huge believer in not showing all your cards to everyone. When I started, unless directly asked how many weddings I have planned, I didn’t bring it up that I was new. If asked directly, I told the truth … however assured them that I have done xyz in preparing to be competent to manage their wedding.
The funny thing was that many people never asked. If you are truly doing your education in this field then you will have your bases covered.
My guess is that you are presenting yourself a little shaky and/or offering too many complimentary services. If you want to be a philanthropist and donate your time to helping brides and grooms on their wedding day; that is certainly your call. But that is not a business. It’s a hobby. Period.
Happy Selling!
2009-10 Copyright Get Real Sales Coach Saundra Hadley
Recent Comments