image via Carla Ten Eyck
Yes, you read that title right! I wanted to start off 2016 with a blog post that puts you in the right frame of mind for this years engagement season. Over the winter break our companies Jubilee Events and Jubilee Events: Caribbean collectively received 15 inquiries for new business, but I know that not all those inquiries will lead to clients. Today, I want to talk about why its a good thing that a prospective client didn’t hire you.
One of the most crucial elements of marketing is ensuring you are targeting the right clients. Have you been having difficulty booking the right clients? Have you found yourself sifting through dozens of leads that never respond or seem to have no idea about the services you offer? If so, you’re doing it wrong but you are not alone.
In a conversation with my assistant we were discussing how a client’s attitude toward cost can affect their overall experience. In a consultation, when a client says to me, “you’re expensive,” or “you’re more than we budgeted for,” my response is, “Well, yes, we are certainly not the least expensive option you’ll consider.” I think that resonates with clients, and most of them then “understand” what they are purchasing.
Sometimes, though, you have a potential client who just wants the best deal. Forget about the service— they just want the lowest cost possible. If your new to the business, you might give in and lessen your service fee to gain the client. If you have a hard time of saying no, you might do the same. For whatever reason, I think we’ve all given in and said, “okay, here’s what I can do for you.” But does haggling devalue their opinion of your service?