Tipping the Scales to Make the Sale
A prospect seeking a caterer for a major event is looking for more than just menus. They are looking for a caterer that beams the level of professionalism they want. Most catering events are major purchases for buyers. Many weddings cost as much as a car! They can drive away in the car and resell it later if they wish, but the $20,000 event is gone forever the next day.
Once the shopper gets four or more responses from the caterers they contacted, they can sit at their corporate desk or around the home dinner table to inspect them under a microscope in privacy. This is why your response to the shopper must offer the information you wish them to get and an image that will beam your professionalism and quality. Not an easy task.
The easiest way to stand out in the stack of other proposal/bids is to look different and present the information in a unique manner. Your initial goal is not to be the winner, just to make the first round of cuts. The shopper, just like a person buying a tie or a sweater, needs first to remove the catering companies they have no interest in. When the stack is down to only two or three, the real shopping begins.
Please discuss the ways that your company can create advantages over the competition.
No comments:
Post a Comment