How do you and the potential client figure out whether you’re in the same price range? Often, callers are obsessed with asking “How much does your catering cost?”
during the first ten seconds of the call.
When the question of cost comes up, use this script:
“We have a wonderful variety of wedding menus [packages] that range from $65 to
$125 per guest, depending on the day of the week, the menu you select and the style of service you wish. Is that the range you were looking for?”
In an attempt to take control, the caller may tell you flatly that they have a specific price already in mind. Use a variation of these scripts to respond:
“$18 is a great place to start. Please tell me what your budget is on the higher end.”
“I realize that you wish to learn about our $18 per guest menus, but I was also hoping to show you some menus that are a little lower. Would that be alright with you? (They always answer yes.)
Good. Besides the lower cost menus, I will also show you a few that are slightly higher in price.”
Did you sense that in this script when you say to the prospect “but I was also hoping to show you some menus that are a little lower” that they were expecting you to say “higher” instead of “lower”? Try to do some unexpected things when using scripts.
My point to our readers is that rehearsed scripts are central to creating a successful selling career.
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