social failures
The typical social event professional (from wedding planners to caterers and photographers DJ) strives to find new customers because they never harness the power of relationships.
They assume that they are not likely to become repeat customers customers - and after the party is over they can not keep in touch.
The pro successful event says: "Why should I waste my time later with a bride after the wedding is over? It's not like she's going to hire me again any time soon."
And 'this type of faulty thinking that causes many people to secure events. !
The entrepreneur successful event says: "Of course I stay connected with my brides are not going to get married again soon - but I have sisters, brothers, cousins, friends and co workers. When I get referrals I have no hard sell and I do not have anything to do with the price buyers. "
and this applies to professional business events also more!
Referrals are your easiest sales and your best customers. Have confidence in you and who are willing to listen to your advice. They do not want to waste time shopping for price. So, are you getting enough referrals?
Here are some ways to get more referrals - or should I say "earn more referrals" from your customers.
- amaze your customers. If you want be successful not give them a good deal for the price, give them a significant amount. And then give them the best personal service in your industry. Being good enough is not good enough.
- you know your customers. Where they grow up? When is the birthday? What university did participate? What is their greatest passion in life? What is their favorite restaurant? Pastime? Teams? If you are a social event the customer - what do they do for a living and how can they help? If you are a corporate client - what they do for fun? If you do not ask do not show you really care.
- Connect. Use social media tools like LinkedIn with every B2B customer. their friend on Facebook and follow them on Twitter. Get their e-mail addresses. Always.
- find ways to serve them. Not use Facebook to sell and to say - use it to listen and help. When an old post "client I have the flu" on Facebook - pick up the phone or send a get well card. Will be amazed ... just do not stalk. This is disturbing.
- let them know you appreciate New Business . If you always seem overworked - nobody will want to burden you with new customers. Think about it! Let your customers know that you want to help friends there.
- offer no commissions at all. Yes- Sometimes it helps to offer a percentage - but many times you can insult your customer. If you feel you are bribing them - or taking advantage of their friends will not want to refer customers to you. Use committees with only other event suppliers.
- tell them what kind of clients you want . Do not assume your wedding photography customer knows that also do family portraits. Educate your customers about your business.
- Expand You definitions. You're just a company / V or six a solution event production? Or are you a partner in the success of your customer ... above and beyond the event?
- love. That's right. Love and serve customers to the best of your ability. It will be returned to you in a big way.
grow your business event is not difficult when you do an amazing job and you love your customers. Make sure you marketing your business more effectively. There are many free internet tools that make events attract more customers easier than ever.
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