When it comes to running a business, most event planners struggle the most with discussing money. In today’s episode, May discusses how to properly handle price objections without losing business.
When you take a sales call, the most important thing to do is ask qualifying questions. This not only allows you to get a better understanding of what the client wants, but it also reveals any objections they might have. Rather than being intimidated about discussing money, May tells listeners to be upfront about how much things cost. When the potential client has a realistic idea of the amount they will have to spend, they will be less likely to object to your fees.
Tune into this week’s episode of The Unstoppable Eventrepreneur™ to learn more about the importance of pre-work, educating your clients about cost, and how to implement a strong objection strategy that attracts your target client.
Quotes
• “The more pre-work you do in your discovery call, the probability of you getting a price objection gets lower and lower.” (02:06-02:19)
• “It’s almost impossible to overcome a price objection if you’re not talking to your ideal client.” (02:36-02:46)
• “When you’re talking to your potential client you should already have an idea of what they want to spend on an event.” (05:52-06:01)
• “We always want to empathize, listen and be inquisitive.” (14:23-14:29)
• “You want the client to tell you how they would feel if they did the event themselves and how they would feel if you worked it for them.” (23:16-23:24)
• “You cannot go into a sales call with a scarcity mindset. If you do, you will not ask the right type of questions because you’re afraid to lose the sale.” (25:22-25:32)
Links
Connect with me at: [email protected]
Website: events4anyone.com
LinkedIn: www.linkedin.com/in/mayyeosilvers
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