Every sales call is different. Some good, but often times bad. The best way to attack a sales call is to be prepared and follow simple steps to get through it, sound professional, and have a strong pitch. If you work as an event planner, here are a few simple steps you should be implementing in your next sales call.
This is where you tell the person you’re calling the purpose of your call. However, this is not a chance for you to go right into your pitch, but a way for them to know what the basis of the call is in case they were caught off guard. The introduction is also where you build rapport and start asking initial questions. Some things to ask are how long have they been with the company, what is their role, or if they know if the company has ever done business with your company. This is also an opportunity to get more intimate and comfortable with each other. Ask them what school they went to, or if they’re from the state you are currently in. The more they like you, the better your sales pitch will go.
Size and Scope
Although you know you want to do business with this person/company, you need to know how to pitch them. If you’re selling an event space, this is important. If the company you’re pitching has only 6-10 employees, it may not be best to pitch them a ballroom for a group of 200 people. Questions to ask are how many employees are there, are there different branches, do you work with clients, etc. This is also a great time to ask what the company goals are and how they are working to achieve them. These questions will give you a better outlook on the company.
Find out what the company already does by asking if they currently hold events or meetings outside of their office. By asking these questions, you may learn that they hold an annual Holiday party or they have clients come to visit once a month. Also ask what made their events successful and what would they change. By getting these answers, you’re further developing your pitch.
Close with a Strong Pitch
By gathering all of the information from the previous steps, you’ll be able to make a strong recommendation for the client. It’s often recommended to start off by reiterating some information they shared with you, then confidently tell them your suggestion. Ask them what they think about it to either move forward or receive objections. If you’re coming across friction, ask for an in person meeting. Once you’re in front of the person, your chances of closing are higher!