Just because the customer is sitting in front of you, doesn’t mean he or she will be in charge of making decisions about this event. It’s important to understand what the customer’s expectations are, and how different parties involved with the event (family of the bride, the customer’s manager, etc.) will interact.
Questions like these can help:
“Who, besides you, is going to be involved in the decision of which caterer you use?”
“Who should I send a copy of the menus and other information to?” (This tips you
off to who else is important in the decision)
“What is your expectation on the time for me to get my information back to you?”
(If you hear the words, “There’s no rush,” pack up and leave).