It has always been a huge discussion between caterers - should I give the shopper a price that includes all costs in one number or break it down for them so they can see each and every cost. Why not just ask them how they want their costs presented? Here is a useable and proven script:
“It’s important to me that the numbers on your proposal are done the way you want to review them. Do you prefer the costs to be wrapped up all in one number, or do you want to have them broken down into separate costs?”
I personally feel that a large lump sum is going to be perceived as too much money. If I was the client I would wonder what is being charged for that amount.
ReplyDeleteMy contracts have always been broken down and clients have not questioned this.
Melissa from Lawry's Catering :)
I feel that wrapping the entire event into one simple and easy to work with figure helps make the budgeting process easier for the Bride and Groom. After all, we love engagement surprises, but hardly ever financial surprises!
ReplyDeleteI'd encourage folks to do it both ways, which is what we've started doing. Their initial proposal gets a cover page with a summary of what's included, and a rounded off per person cost. On the "inside" (it's all email, so it's a virtual inside page) are the details that go into the single cost they've been shown. And they get a projected invoice that displays the line charges that make up the entire price.
ReplyDeleteClients so often have per person numbers in mind that giving them a cost that way is helpful to them and consequently a good sales tool, but as we refine and adjust their proposals it's important that they understand what they're getting in the various parts of the event (food, equipment, # of staff, etc.). Only that way can they can make the changes that are important to *them*, e.g., food more critical and you want to save money?...choose less expensive chairs), while we are being transparent and engendering confidence about our charges.