As an event professional, you know that in the middle of the event, when things go wrong, you put on your “Game Face” so your clients don’t know something is awry.

What about during your sales consultation? Do you have a game face when your potential client starts to ask challenging questions? Negotiate your prices? Drilling you with “what if” questions? Being just plain difficult?

Let your palms get clammy, but keep a cool and calm look on your face at all times. Never let ‘em see you sweat.

Happy Selling!

For many of us the conundrum is three-fold.

1. Will we lose prospective clients that would disqualify our services based on pricing alone?
2. Will my competition know what I’m charging and under charge me?
3. Will my peers judge me for my pricing?

Here’s the problem. As a buyer of services, I like to know what the price range is, in fact it is very frustrating not to be able to see that information. Imagine searching for houses online and not having ONE PRICE under the listing. How long would you stay on that site?

Also, clients have told vendors on “bride panels” that they want to see AT LEAST starting prices on vendor’s websites.

Let’s discuss each point above individually.

One: Pricing is a pre-qualifier for potential clients. No use in calling you Mr. Photographer if your services start at $2,500 and the bride’s ENTIRE wedding budget is $5,000. Would you even want to field that call? Heck no, waste of your time and hers.

I have “starting” pricing on my website under services. If the phones aren’t ringing, sometimes I remove it. I play around with it all the time. However, with web inquiries I will always send something out to them before I make a phone call that gives a description of our company and where our pricing starts (as we give custom proposals).

If you feel that you need to explain your packages, then your packages may be too complicated. Keep it simple.

Two: If you have ever done a bridal show, or given out a proposal, or told another vendor your pricing/services or fielded an anonymous call asking about your pricing … then your competition probably knows what you are charging.

Again, why care?

Three: Your peers are always going to talk about you. That’s what we do, especially in this industry. Forget about it. Remember we are not going to fret about what our peers charge, anymore!

Happy Selling!

This tip:  Sources for getting more referrals.

Happy Selling!

You know the feeling you get when you wait for your friend to arrive for a lunch date? You can’t wait to see her and dive into catching up and participate in the sheer joy of talking and sharing information.

Think of that feeling, that really is what “selling” is all about.

It’s that simple. Selling a client isn’t talking them into something they don’t want or railroading them into choosing your services over your competitor.

Selling is sitting down, talking and SHARING information, back and forth. A talented sales person will have the ability to allow their potential client to instantly feel relaxed, comfortable, secure. Trust is a HUGE factor when clients make a decision to purchase. If done right, trust can be gained during this “conversation” time.

Happy Selling

I talk/chat/tweet up event professionals across the world … and hear the (get real) scoop on what is going on with their business.

Wish I could report that everything is puppies and rainbows, but it is still tough out there. Phones are too quiet. Websites are collecting cobwebs. Many of us are working, but struggling as rising personal/business expenses meet reduced revenue.

More clients are booking their vendors at the last possible moment. Which means a higher anxiety for us professionals.

I don’t have the magic answer. I wish I did. Just know that you are not alone.

Here’s a few things to keep in mind:

1. Be on your game. Clients are booking closer to their wedding date, have your game together to be able to serve them quickly. Every client is a possible referral, you may have to change your game strategy on the output of work.
2. Don’t give up. I know some event professionals are looking to participate in other revenue streams to make ends meet until things pick up. There is no shame in that.
3. Don’t work for free. Discounting your services will not help you meet your bottom line and will burn you out faster than a Molotov cocktail. The rebound of doing this will be astronomically difficult.
4. Keep the faith/positivity. I don’t think talking about real issues and difficulties is being negative. Addressing the issue, and moving forward is the only to deal with anxiety. Don’t let yourself get overwhelmed with worry. We all do it. But it hurts our bodies, spirit and ultimately, our productivity. I know. I’m a professional worrier.

Happy Selling!

This tip: Something to think about before you go on your next sales consult or reply to your next business inquiry.

Happy Selling!

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!

Seven more cities are on the summer to fall tour for GET REAL Sales Workshops. You can find out more information about the workshops right here.

To learn more about the GET REAL Sales Workshop and a city near you:

Columbus :: GET REAL Sales Workshop for Wedding Professionals
Philadelphia :: GET REAL Sales Workshop for Wedding Professionals
Dallas :: GET REAL Sales Workshop for Wedding Professionals
Stamford, CT :: GET REAL Sales Workshop for Wedding Professionals
Toronto :: GET REAL Sales Workshop for Wedding Professionals
Phoenix :: GET REAL Sales Workshop for Wedding Professionals

NOTE: Richmond, VA date has been changed… update coming soon.

If you have a minute, find out what others are saying about the Sales presentations.

I cannot wait to see you!

Happy Selling!

How do you make the most of your time? Is increasing your sales on your mind? Do you think about how to make new revenue streams? Do you strategize while waiting for a Doctor’s appointment? The most brilliant ideas come when you least expect it, so always be prepared. Keep notes on your multi-media phone, a small pocket paper notebook or voice recording. Don’t lose those great ideas.

Have any questions for me? Shoot me one at http://www.formspring.me/salescoach or simply email at sh{at}saundrahadley.com.

Did I mention I’m flying 10,000 feet typing this blog post? So cool…

Happy Selling!

WeWed Summer 2010
Learn, Network & Dine
a Gathering of the Best Wedding Professionals
at the gorgeous new waterfront
Resort & Spa at Marina Village
June 15-16, 2010

I’ll be sharing my presentation Closing the Deal with the attendees.

Along with speakers:
Elisa Delgardio: Time Management Cafe, Your Day Made to Order
Jeannine Kennedy: The Style Plan Workshop
Ask & Ye Shall Receive: A panel discussion with real brides

The event is hosted by Kelly McWilliams, owner of Kelly McWilliams Weddings by Socialities, wedding planner and an incredibly awesome person. I’ve admired her from afar for a long time and am so pleased that I can call her a friend.

For futher info & questions:

Blog: WeWed Blog
Call: 239-673-9620
Twitter: @WeWed

I’ve carved out some time to hopefully stick my toes in the sand…..

Happy Selling!