You’ve gotten the meeting, but now it’s up to you to dazzle your potential clients enough to get them to sign on the dotted line. When they walk in the door, you’re going to want to have all your ducks in a row--meaning you both have answers to their questions and have the right questions to ask them.
So, what questions should you be asking? We asked some of our fellow event pros to share what questions they always bring to the table.
1. What Are Your Potential Clients All About?
This question should be simple enough, but you’d be surprised how many people think it’s most important to just get down to business.
Tifany Wunschl, owner of Gourmet Invitations, always wants to know more about the people she’s talking to with questions like: Can you tell me a little bit more about yourselves as a couple? What are your hobbies and interests? How did you get engaged? These questions are also a great way to keep the conversation moving forward and in the right direction.
“I ask these questions for three reasons,” Wunschl explains. “First, couples love to share their story. Second, their story tells me so much about their personalities, careers and lifestyle. The third reason, because it’s one of the best sources of inspiration. Almost all of my designs are inspired from what the client chooses to share with me.”
2. How Do They Describe the Event?
To have a truly effective sales pitch, having a picture in your mind of what potential clients are looking for is key.
“It’s hard to sell something you don’t know anything about, so I always make sure to ask about the event itself,” says Kevin Dennis of Fantasy Sound Event Services. “Do they have any photos? An inspiration board? That way, I have a good idea about the direction we’re heading.”
Michael Coombs of Michael Coombs Entertainment agrees. “One of the first things I always ask a potential client is to describe their event in three words,” he says. “You’ll be amazed at how much you can learn.”
Besides being sure you’re giving them the right sales pitch by getting the event details, it’s also a great way for the client to get more comfortable and feel as though you’re interested and excited about their event.
Bill Tzizik of Classic Photographers always asks about what themes or style will be incorporated. “We want our prospective clients to feel excited to work with us!” he says. “As every client has their own vision for their big day, we want them to know that we are interested in reaching that vision.”
3. What Do They Say is Most Important?
Asking clients about about their “non-negotiables” is always a good place to start.
“I always ask, what are the three most important aspects of your wedding day?” says Jennifer Taylor of Taylor’d Events.That way, no matter what happens throughout the planning process, you know exactly what to make a priority.
Now the question is, what are some of your favorite questions to ask potential clients?
Meghan Ely is the owner of wedding PR and wedding marketing firm OFD Consulting. Ely is a sought-after speaker, adjunct professor in the field of public relations, and a self-professed royal wedding enthusiast.