Emotional Purchases-Selling the right service

sales Aug 01, 2022

It would be almost impossible for me to list every service we offer.  We provide a plethora of services because every client is so different.  Couple that with the family dynamics, guests, budget, cultural background, so on and so on...  How can I communicate that to each and every client that comes in?  They would quickly become disinterested.

Why are they hiring me or you?  What do they want?  Do they love the photos of my work, large support staff, my brick and mortar building? Do they want to brag about having a planner, the awards I received, or did I sell them with my compassion?

Here is my very point, if I showcase my awards, but they wanted my compassion, I missed it.  If I sell them on my large staff, but they wanted a personal connection with me, well, then I missed the opportunity to provide something for them that I was easily able to give them.

With that in mind, let me tell you a simple process that I developed to help me discuss with them exactly what they want.

I developed a form that we have them fill out prior to their meeting. We call it our event evaluation.  On the form, it asks for some information that includes their date or date range, guest count, budget, a few areas they can write a paragraph or two about their vision, and one of the most important areas is a list of items with a checkbox next to it, where they can tell me their biggest fears.  Now, I have the information I need to focus my presentation to them about our services and how we can assist them with their biggest fears. 

Below I have created a quick and easy example of a form you can use for your clients. 

Happy Planning Everyone!


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