Help Your Client Choose Between DIY and Professional Event Planning
As a caterer/event planner you have to balance your skills as a chef with your business acumen. Booking new business is obviously an important aspect of developing your company, but it’s particularly complicated in today’s event industry where costs are rising and clients are often looking for ways to cut back on expenses. Do-it-yourself (DIY) events are becoming a popular route for budget-conscious people, but it’s up to the business-savvy party planner to convince potential clients that some things are better left to the professionals.
Let the Client Arrive at the Right Decision
In the Harvard Business Review, author Michael Schrage explains how you can guide clients in the direction of a smart decision by allowing them to persuade themselves. Professional service firms, he says, should look for ways not just to better communicate the value of their work, but to give people the tools that let them sell themselves on the firm’s value. When a potential client is on the fence regarding professional services vs DIY, the hard sell is not the way to go. Don’t shower the customer with ominous warnings and bleak scenarios. Present all the angles of the upcoming event, along with something as simple as a colorful, well-organized, self-explanatory cost-comparison chart, and watch your clients draw the right conclusions by themselves.