How To Convert Price To Meeting Part 3

October 24, 2019 by Mitch Taylor

We continue to see how the bride responded to my initial reply after the search phase.   “Hi Mitch,Right now the best way to reach me is through email. At this time, I am only looking for DJ services for my reception. Would you be able to supply pricing information for this?” At this point she has asked for pricing twice and wants to pin down to a price, not being satisfied at the range I gave her and asking for a phone call. She specifically said “right now” and “only looking for DJ services” and “pricing information”. Many people would write her off. I didn’t. 

In my seminar “ROAR” at MBLV20 I discussed the concept of Follow Through vs. Following Up, and I used the analogy of a baseball pitcher, who if he only completes 5 out of 7 steps of his windup he will have a vastly different outcome than if he completes all 7. It’s the same with sales.

I followed through with another email to Sharon that read like this: “Hi!  There’s a whole lot to talk about regarding your day and what everything entails that we can cover.  Here’s what we offer:  I then proceeded to lay out everything we offer bullet pointed of what she receives on her wedding day (don’t think equipment, think services you provide and how they help her) I then discussed one unique difference about our company vs others she may be considering.  Then I wrote about another area where we go above and beyond for our couples. After that I mentioned how video footage was imperative to view of whomever she is handing a live mic to in front of all of their friends and families, and provided her with links to ours.  How did I finish up my email?  Join me in this space next week and I’ll give that to you as well.

Meet Mitch Taylor: A Jeffrey Gitomer Licensed Trainer and a member of the National Speakers Association, Mitch has impacted thousands over the course of his career, through interactive workshop instruction, sales mentoring, educational podcasts & personal coaching.

Mitch Taylor Gitomer Licensed Trainer Taylored Sales

Mitch is the author of the book SALES 4 Event Pros, and has written articles for several industry publications including Promo Only, DJNews, and Mobile Beat. Mitch regularly hosts #LiveAt755, your Daily Motivational Kick Start every weekday at 7:55am on his Facebook Feed. To get yours go to Facebook.com/MitchTaylor.

Mitch is also one half of the Creating Connections team with Certified Personality Trainer Vickie Musni. Together they have written Creating Connections: 31 Days To Building Stronger & Deeper Relationships and host a weekly podcast entitled Creating Connections.

Filed Under: Business, Weddings