5 Easy Questions to Close the Sale as a Wedding Planner
You don’t have to be a skilled sales person but you do have to market yourself and ask questions that can help close the sale when you meet with a potential client during a wedding planning consultation.
5 Questions to Help Close the Sale:
1) When do you expect to make a decision on hiring a planner?
This question will get your prospect talking and thinking about when they expect to make a decision. It will also show how serious they are.
2) Are you meeting with other event planners?
It’s always helpful to know if potential clients are meeting with other event planners. If you feel comfortable, you can ask which specific planning companies they are meeting with. Many potential clients will openly share this information and it helps you understand who your competition is.
3) May I follow up with you in a few days?
If the answer is yes, schedule a time in your calendar to follow up through email or a phone call.
The follow up can be as simple as:
“Hi! Thank you again for taking time to meet last week. I would love to work with you to create a wonderful event. Can I answer any questions or send a contract to you for review?”
4) Would you like to review a contract?
If the potential clients are interested in hiring you, reviewing and signing a wedding planning contract is the next step. Some event planners have a pre-printed contract available at the consultation. Other planners create a custom contract based on the client’s needs or they use an online contract service. Any of these options are just fine as long as you get a contract in their hands as soon as possible.
Before you do any work for a client, you must have a signed contract and deposit from them.
5) When would you like to get started?
This is an easy question to ask. Depending on the response, you will know what to do next – send a contract, send a proposal, or set a reminder to follow up.
Do you always ask for the sale at the end of a consultation? Share your experience in the comments below.
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[…] You can communicate to potential clients that you will hold their date for a certain amount of time while they make a decision. If you get another inquiry for the same date, you have a firm date when the first client has to make a decision. People will procrastinate if they think they have unlimited time to make a decision about your product or service. Here are 5 other questions you can ask to help you close the sale. […]
Thank you for the accurate advices.
Regards from Mexico!!
Text book sales techniques Debbie! Thanks for the refresher 🙂 All of these are valid questions and necessary to show the client you are serious about working with them and get an idea of where you stand in the clients mind. If you don’t ask for the sale – you are missing the boat. If I don’t get the sale I always and politely ask what the deciding factor was. This is invaluable information that one must always try to obtain.
Always love your insight – thanks Debbie!
Thank you Kelli! You are right – always a great idea to ask about the deciding factor if we don’t get hired.
It is very important to leave a question with the client prior to leaving so you know what your next step will be.