Posts Tagged ‘proposals’
Hiding your Price
As an event planner, I get to see a lot of different vendor’s sales material. It always surprises me how different they can be and I wonder sometimes what was the mindset behind the layout they choose to display their packages and pricing?
One sales material I saw was done on beautiful quality paper, the service packages were laid out nicely and clearly. But the price was so difficult to figure out. The price for Package A might be $x,xxx if Add-on B wasn’t on there, but may be reduced if Add-on C was added. Huh?
You don’t want your sales material to look like a football playbook.
Your price should never be in smaller font. Or buried in a paragraph. Or in a lighter colored font.
While I am not a fan of gimmick pricing such as: $4k instead of $4,000. I do like omitting the “cents” whenever possible. For example.
$15,000.00
$15,000
Glancing quickly, which looks better? The second one.
State the investment proudly and clearly….let your buyer see the bottom line (most want to anyway) and then they can go back up into the proposal and read how incredibly wonderful your service is in the details.
You’ll never confuse someone into a sale by being sneaky or hiding your price.
Happy Selling!
photo credit: http://blog.widen.com/blog/widen-guest
Where are your Hot Sales leads kept?
I like to keep important information right in front of my face. Of course, I use software; but nothing beats a good ‘ole fashioned white board. I installed one in the office and it sits right in front of my desk.
Ideas, strategies, and important notes go up on the white board.
Also, our sales leads. Sure we have a database strategy to keep track of the sales leads that come in and keep track of our sales cycle such as responses, notes and scheduling dates for follow up. That stuff is automated within our company online calendar.
But I’ve found it very motivating to put potential client’s names on the white board: and track results in a modified way. This keeps them in front of my face and constant reminder to follow and close the sale.
Sure it’s a little bit of double work, but it is so satisfying to draw a line and put the word SOLD on their name. Also right under the section of potential clients is also a fabulous thank you note from a happy client. Just to remind ourselves how happy we make our clients!
How do you do it?
Happy Selling!
{update on photo: Since the photo was taken, we can add two more “SOLD” notices to it. Holla!}
How Much is TOO MUCH in a Proposal?
I mentioned I love custom proposals. I fought this concept for a loooong time. However when I analyzed that I was not making enough money to cover my time/worth, I did some rethinking. And fast.
A lot of planners will fret on what to include in their proposals. How much is too much? Will your inspirations and ideas be stolen used and you won’t be hired? It’s happened to all of us. My opinion is that you run a higher chance of not making a potential great sale if you aren’t proving to the client that you are pretty darn exceptional, with some killer concepts.
That being said, there is no exact science to this. That’s why it’s so important to ask a lot of questions and LISTEN, LISTEN, LISTEN to your potential client during your consult. People show themselves pretty easily and you can tell whether or not they are serious about your services or just using you for free vendor referrals and design concepts.
Ask yourself? What would impress you on a $15k wedding planning proposal? 1-2 pages of summarized wedding services or a 8-10 page detailed list of every service you will provide, an example of a budget summary (which includes your fees — this is great because it really puts in perspective how your fees “fit” in the overall budget), some photos of your previous designs that may get them excited OR ideas written in a story format, and a press packet for your business?
Seems like an easy answer. Never live in fear of someone stealing your ideas. Chances are; someone already has.
Happy Selling!
2009-10 Copyright Get Real Sales Coach Saundra Hadley
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