Ways To Get The Shopper To Buy Today!

Here are some concepts that salespeople can use during a sales presentation to create excitement about the advantages that the shopper might lose if they don’t act quickly (today!) to book their event.

1. Price. Price is the most powerful and critical tool to create concern for lost value by a shopper, when thinking about postponing their decision to buy. It is easy to do if you start creating seasonal pricing i.e spring prices, summer prices, fall prices and winter prices. When a buyer is speaking about an event that will happen in the “summer” of the next year, the salesperson can offer, as an incentive, the current “fall” prices, which are lower if they make a quick decision. Purchase now.

2. Date. This is especially strong with celebrations like weddings, showers, birthdays, etc. An advantage is gained by the salesperson when they point out that the day the client has selected is a popular one ... and that most caterers will be getting booked very quickly. Purchase now.

3. Prime space. Banquet facilities use this to create urgency and excitement by offering a special room, on a “first reserved basis”. If they wait, they might lose this great room! Purchase now.

4. Discount. One needs to be very careful with this one. Some caterers call it an “early bird” discount. It is offered for those who make a quick decision so they can close off a date. It is explained that all caterers like to get their dates filled as early as possible, so they give better prices for those who buy early. If you wait, you usually pay a premium price for the catering. Decide now and purchase now.

5. Special staff. In this scenario the caterer explains that by booking quickly, the party can be staffed with their greatest staff. If they wait, they will get just great staff! Purchase now.

6. Menu. Often caterers offer additional menu items for early booking. The shopper is told that if they come on board now, they can get two more appetizers and a special presentation of their dessert.

7. Equipment. Caterers explain to the shoppers that during peak seasons the best tents, chairs, glassware, etc. are rented early, so waiting too long can have an effect on the appearance of the event.

If these seem negative to you, remember that they are all out of context. Also, one would probably not use them all with any one client. The point is that the salesperson needs to emphasize reasons for the shoppers to make a positive decision quickly. The only way to break the promise of “not buying today” is to explain that there are wonderful reasons for buying now to gain super advantages.