Discussion Points

Never give up on thinking and rethinking about your profession!

1. Take an honest inventory of where your company stands in the "mind of the buyer".             

2. There is little reason to spend your time trying to sell someone who doesn’t have any idea of what date they want your catering.

3.  Marketing is what your company does to locate new buyers ... it is the first step in sales.      

 

4. Ask your present buyers and staff what they would do if they owned your company for a day and could change anything that they wanted.

5. Hold a “Food Critic For A Day” marketing concept where you invite people into a venue to taste your new menu items. Each person is given a clipboard with a list of questions about the food and a system for rating each new food. People will love to do this and you will gain new exposure to your clients.

Closing The Sale Part 3

3. The easiest way to get a deposit is with another multiple choice question following the “trial close:”

“Bob and Mary, I agree that the tasting buffet is a great way to go... your guests will really enjoy it. I need to explain how our deposit policy works, it’s very simple. We require a $1,000 deposit to insure that our team will be able to help make this an event that all will remember. Some clients use a credit card while others use a check for their deposit – which would you prefer to use today, a credit card or a check?”

Closing The Sale Part 2

2. The easiest close is based on a simple multiple choice question... it is often called the “trial close:”

a.  “Did you wish to reserve the red or green linen?”

b.  “Should I tell your valet that guests will be arriving at 7:30 or 8:00pm?”

c.   “Mr. Smith, it seems that you’ve narrowed down your choices to either the lighter hors d’oeuvre event or the tasting buffet, both of which offer guest pleasing solutions. Which of the two shall we use for your event...the hors d’oeuvre menu or the tasting buffet?”

If they answer in a thoughtful manner, they have just purchased an event! You can’t get to this point unless you ask the question.