Too often entrepreneurs do not correctly value and promote their business' services - and can end up losing business to the competition.
Wedding Wire Education Guru, Alan Berg, provides advice to help you effectively sell your products or services and ultimately close the sale!
Listen to the client
The most important skill to close more sales is simply to listen! When communicating with a prospect, ask them open-ended questions to learn more about their needs. This makes them feel like an individual, and shows that you find their business important. Then, be sure to ask relevant follow up questions to show you listened to their needs.
Sell the outcome, not the process
On paper, many businesses may look very similar. Ask yourself: What makes your business unique? Why would a client want to work with me over the competition? Assess your business' best features and what clients compliment you on after their events. Be ready to share the experience of what your service provides with prospects so they can see why you are the perfect professional to bring their vision to life.
Be the best value not lowest price
Potential clients want to the very best service that they can afford for their big day. This does not mean that they always choose the lowest price! Quality of service is very important. tell your prospect why you can charge your rate, and emphasize the value you provide and the quality of your service in order to stand out as the best value for their money.
Recognize buying signals
One of the biggest mistakes event professionals make is that they don't ask for the sale when a prospect is providing buying signals. Key buying signals include: referencing your business as part of their event, asking to hold a date in your schedule or if you have a contact ready, and asking about accepted payment options.
Ask for sale
It may seem obvious - but it is very important to ask for the sale! Let your prospect know you would like to do business with them, and ask if they are ready to move forward with a contract or payment. IF they do not buy right away, don't forget to follow up. Don't be afraid of a "no" and come up with a response to common objections including appointments with other professionals, reviewing the budget and more - and set a time that you can follow up check in on their status.
