Posts Tagged ‘sales’
TheKnot.com needs ME to coach their sales reps
Like most business owner’s in our industry, my event planning website proves to be a solid sales tool to solicit potential clients. So when I receive an email that entitled New Client Inquiry through my web inquiry form (it also has this cute, bright green tag on it which of course = money), I won’t lie. My heart skips a little beat.
A potential client has taken the time to email ME! All a quiver, I move my mouse to open the email. My mind is racing…what could it be? A full service wedding (cha-ching)? Please, please, please, please, don’t let it be a wedding on a date that we are already overbooked for…..
(Mouse) Click.
It’s NOT a potential client (shoulders slump forward). It’s my sales rep from TheKnot.com letting me know they have advertising opportunities. She obviously doesn’t remember the email exchanges we have done in the past few months discussing, at length, their advertising opportunities.
Now, I am irritated. Our business email is published on the website and yes, it would have taken a few more minutes to actually TYPE it in an email. And even a few more minutes to learn the name of the owner (um, I have whole page dedicated to myself) so the email is addressed personally. And then, just a FEW more minutes to cross reference the business name to her database to see if she has already contacted us.
You see where I am going? People want to buy from people. Our clients want to feel special and treated personally. Remember that when selling YOUR services.
And since this blog is read by many wedding vendors, keep in mind this principle when reaching out to network. Do not use someones Web Inquiry. Do not send out automated, impersonal emails. Take the time to review their site and their blog before you contact them. Make it personal. The door will be opened to you.
Now back to my sweet, Knottie Sales rep. I emailed her back and explained to her why it is not professional to solicit through a business Web Inquiry. I also explained why doing so it is not in her best interest to use that method for future cold calling. I UNDERSTAND her situation. Actually I have been “her” in a previous corporate life, scraping business websites to solicit and cold call to sell online advertising. It is as much fun as it sounds.
She is under a lot of pressure to sell online advertising in a super tight economy. I’m just going to assume that no one ever trained her on best practices.
TheKnot.com … call me!
Happy Selling!
Don’t FRET about what other vendors CHARGE
My blog post yesterday created a stir. It’s a problem that I hear about at every convention, gchat, tweet, telephone conversation and personal emails from other vendors. With a down economy and the high rate of people losing their jobs, it is natural to see an influx of newcomers in EVERY industry, and that includes the event & wedding industry.
I say they are mostly newcomers because I don’t find the veteran vendors charging mere hundreds for many hours of service. They know they cannot sustain nor make a living as a self-employed business person. With that said, I understand that we are not all “luxury, service providers”. My business does not cater nor market to, the “luxury bride”. Frankly, I think that term is overused and should be rolled up and put away, for good.
So, do not fret. Here are a few thoughts to keep in mind:
- Quit worrying. Look if they are grossly (which is the word I used) undercharging their services, they won’t be around long. It’s non-sustainable and they will fizz/burn out. Also, and more importantly, the clients that hire a $500 photographer, would not of hired you anyway. They don’t see the value, they see a very low price point.
- Educate them. Some newcomers to this industry may turn out to be stellar players at a later date. That’s right! We all started somewhere. But they may not KNOW how to go about it. So call them, send them to iWed.org or let them know about an industry event coming up. They may just need some education.
- You are NOT competing. If you have been in business for many years, you are not in competition with these new players. You have a different clientele and a different market share. Does it muck up and devalue the industry standards? Yes, a bit. But it’s okay, it will all shake out in the end. Worry about what makes you unique and finding your client that appreciates and values your services.
- Understand your value. It’s time to stop and re-address what makes your services so great and why you can charge what you do. Take inventory, write down the key points of what makes you unique (and saying you’ve been in business for 10 years is not enough nor makes you unique). Once you have done this exercise, it will make it clearer and easier for you to explain your value, worth and expertise to your potential clients.
Happy Selling!
It SUCKS when you GROSSLY under charge
I spoke on cultivating and setting your pricing at Eventology 2010. It was a difficult subject for me to tackle, mostly because I strongly feel that others shouldn’t be setting your goals or telling you what to charge.
You know what I’m talking about. You’re at an industry event, feeling pretty good about your last event and someone asks you, “How much is your xyz service?” Gleefully you answer to only be met with a scowl on a person’s face or worse, a snicker.
So with that in mind, I will still launch into my diatribe. If you are serious about your event business; whether it is photography, wedding planning, invitations, or cake designing, I’m taking a stand and letting you know that you are hurting yourself and your industry by grossly under charging your services. Actually you would probably be better off donating your time and gifting your services for free, at least the expectations would be equally matched.
In case you feel the opposite, let me tell you why you are totally wrong (I told you, I’m taking a stand):
- You undervalue your service/work. Just starting out and you need to gain experience? So you feel like the only way to get jobs is to charge a Day of Coordination for $300. It’s an easy sell for you. However you have now communicated to your “client” that your value is mere pennies. If you do a good job, then your client will tell someone, and they’ll tell someone else, “Hey, I used a coordinator and she was CHEAP.” Is that what you want your business tag line to be? Hire me, I’m cheap ™
- You will surely tick off other vendors. Oh sure, it’s not a big deal at first. You won! You grossly undercut the competition and got the job. Open up the cheap champagne! However, my little newbie, you should know that event vendors are a tight knit community. We talk. A lot. About you and others. You’ll need help or assistance one day and some may not feel like extending a hand. Since it takes a TEAM to pull off an event, you’ll be sorry you alienated others.
- Have you figured out what you are really making? Track your time and divide it by the teeny amount you charged your client. That’s your hourly rate. Now wait. It may not look so bad at first glance. Be sure to take out a percentage for self-employment tax, federal and state. Now deduct all your expenses you incurred from the event; gas, supplies, food. Now be sure to deduct your overhead expenses. Take another look. What did you make? You might as well of worked for free. And you call this a business?
- It’s a hard climb to higher ground. When you set your goals so very, very low, it takes a tremendous amount of time, effort and work to bring yourself up to the playing field of earning a profit and maintaining a successful business. Do not be short sighted. Have courage!
- Quit having pity. Don’t feel sorry for brides and grooms who are on a budget. We are all on a budget in one way or another. If we don’t charge what we are worth, then we won’t be profitable. Never be sorry or make excuses to others about running a profitable business. Otherwise, we would all be OUT of business. And where would our clients be then?
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!
{Get Real} Sales Workshop
Since Eventology 2009, the start of the sales twitter account and the #Sales411 tips on Twitter, I have been inundated with requests for more sales training and personal sales coaching. At the risk of sound cliché, it is such a wonderful feeling to help others in our industry learn about themselves, learn how to be better sales people and effect their business positively.
So with gentle prodding (more like nagging) from my peer and BFF, Jennifer Ramirez Jasiczek, we have finally set the dates for the first ever ….
Woot! Woot!
And what better location to launch a new Sales Workshop, but in a whole DIFFERENT COUNTRY, like …
(If you live in Texas or have ever been pulled over by a Texas State Trooper, you will get that joke.)
Houston : the First {GET REAL} Sales Workshop for Wedding Professionals
Tuesday, March 16, 2010 from 9:00 AM – 3:00 PM (CT)
Houston, TX | Christine Tremoulet Studios
Austin: the First {GET REAL} Sales Workshop for Wedding Professionals
Thursday, March 18, 2010 from 9:00 AM – 3:oo PM (CT)
Austin, TX | Vintage Villas
……………………………………………………………………………………………………
Join us for a {GET REAL} Sales training is a one-day workshop will be chock full of real applicable sales techniques that will let you leave the door and immediately implement positive changes. It is comprehensive, fast-paced, blunt, collaborative, profound, humorous and will take you to the next level of Closing the Sale with your prospective clients. That’s why we’re calling it {GET REAL} .
The training will be instructional with break out sessions and a collaborative spirit (that means, you’ll be expected to participate). In addition, each attendee will receive a questionnaire before the workshop to ensure that topics are being covered that are applicable to your situation and your challenges!
You can’t afford to miss this workshop, so please visit the above links for full workshop descriptions. There are early bird pricing and seats are limited (really, they are).
Can’t WAIT to see you there!!!
AND … if you’d like to see other cities for future dates, drop me a comment! Like in “sales”, sometimes all you have to do, is ask.
Happy Selling!
2009-10 Copyright Get Real Sales Coach Saundra Hadley
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