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Michael Taggert Special user Fredericksburg Virginia 656 Posts |
Larry And I work the same turf and our fees are relativley the same. we have had long discussions here about internet inquiries and there are developing a few best practices that work.
First speed is king. getting the first contact within minutes if possible is the best way to ensure a sale. second your product has to speak for itself. the customer has to agree to buy your product without knowing the price. I could spend hours on this but it is the truth. when responding to emails you have to be personable and get the customer to want your service. "yes I am free" yes I perform this type of show and I am an expert at it" then you have to get them on the phone. If they will not contact you by phone you will not make the sale in most cases. Larry and I live in the epicenter of the internet with folks that carry on day to day conversations on thier I phone. They can text while Talking to you and email some one else. you have to get them to talk to You. then you can win them over before you give them the price. once you have done that price is not an objection any longer. Also don't be afriad to ask what their budget is before you give them a price. I have told more than one client that they could not afford me at those prices only to have them later agree to my fee. it can be done. As for the econonmy. guess what, yes it is tough but at this point people are beginning to feel a little better and are adjusting to a new reality. they are starting to spend again. Not as much as before but they are spending. put on your sales hat and get those bookings. sales are not for the faint of heart |
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Alan Munro Inner circle Kentwood, Michigan, USA 5952 Posts |
If a client has a large budget, they're expecting things that an economy shopper isn't expecting. They probably expect that the costuming will be better, the props will be in great condition, there will be a backdrop, music, etc. We can't meet all of those expectations for an economy shopper, but those with large budgets can afford the little things.
You see these things all the time in the hotel industry. The little things matter! Some have an ironing board, iron, coffee maker, refrigerator, wet bar, jacuzzi....and some don't. I offer more to the client when the budget is large, and they see the difference. The budget helps to establish what the prospect's expectations are. An economy shopper has unrealistic expectations or very low ones. |
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