Do you understand why your past and potential clients choose to hire you? According to host May Yeo Silvers, this is a question that every event planner needs to have an answer to because it can help you get more business in the future.
On the surface, it is easy to assume that your clients have hired you for their convenience. And while this may be the case for some people, always trying to sell to the surface level needs of your customers is not a sustainable way to generate business. If you focus just on price, you will always be able to be easily out bid. If you want to form a real business relationship with your clients, you need to focus on identifying the one thing that you can give them that is unique to you and your business.
When you stop trying to sell your services just for their price, and you shift your focus to addressing BEYOND the surface needs of your clients, you will be able to close more sales calls and bring in high-end clients that will appreciate your expertise and work.
Quotes
• “The problem with a lot of event planners that is blocking them from going to the next level is they are selling to the surface needs of their potential client. Which is, ‘I help you save time and money and I have the expertise to do this.’” (02:58-03:20 | May)
• “There are always people who object to the price. Even though the potential client may not have the time nor the expertise to do what they say they want for the events, once they are quoted the price, immediately time becomes an abundance for them.” (03:32-03:54 | May)
• “You will never win when it comes to price bidding because there will always be somebody who’s more than willing to charge less than you in order to win the business.” (04:48-05:00 | May)
• “As a consumer, it’s easy for us to find comparable items to compare. But what is the one thing that a potential client can’t find anywhere else? You. You are the most precious, rarest commodity. You are selling a unique experience.” (11:11-11:27 | May)
• “I don’t convince anyone to work with me. I show them my value. I show them that they can trust me” (12:10-12:20 | May)
Links
Connect with me at: [email protected]
Website: events4anyone.com
LinkedIn: www.linkedin.com/in/mayyeosilvers
Facebook: www.facebook.com/mayyeosilvers
IG: www.instagram.com/mayyeosilvers
TikTok: https://www.tiktok.com/@mayyeosilvers
FB private group: https://www.facebook.com/groups/events4anyone
