New York event planners are always looking for applicable insights and methods for forming new client relationships and landing new business. And some of the most strategic conversations you’ll have are during the event client presentation or proposal meeting. Today, we’re sharing insights to help you nail those vital client presentations and start boosting sales with new event clients!
1. Impress Them with the Details
Before you meet with your event client, be sure you’ve properly prepared for the conversation. And you’ll make the biggest impression when you account for the details. This means studying and knowing everything about your potential client’s business or party-planning situation. Carefully plan a presentation that pays attention to the little things, and your client will be impressed that you took the time to get everything right. It also highlights your ability to be a high-performing detail master – a trait necessary in event planning.
2. Focus on What Matters to the Client
Some of your client prospects will be focused or more concerned about certain aspects of the event. Be mindful during your presentation to stay on-topic with those elements. Don’t spend ten minutes discussing the venue if the client is more interested in discussing the catering menu. Be ready to discuss everything, but lead with those event aspects that matter most to your potential client.
3. Be Enthusiastic About the Event Vision
Bring your energy and enthusiasm to the presentation meeting. It’s contagious and will get your clients excited about event planning with you. Be enthusiastic about the client’s vision for the event, too. They’ll be more apt to work with an event planning professional who supports their big ideas and event purpose.
4. Sell the Sizzle, Not the Steak
They’re meeting with you because they know you’re an event planner. Don’t waste time selling them on what they already know. Instead, sell the sizzle – meaning present the unique differentiators of event planning, the big ideas, the problem-solving capabilities, and the personality you’ll bring to the partnership. They’ll assume you already know how to plan an event. But they’ll agree to work with you if they like you.
5. Demonstrate a Flawless Event-Planning Process
As you present your plans for the big event, be sure to account for a flawless execution of the event. Cross your T’s and dot your I’s for the pillar event-planning processes. And outline a complete list of responsibilities you’ll handle, so there’s no question that you intend to manage every crucial detail.
6. Solve Problems
During your big client presentation, position your offerings as solutions. Demonstrate your event-planning ability to solve problems, anticipate challenges, and remain resilient under pressure. Event planning is easy when everything goes right. But big clients are more easily sold when you’re able to show how you can handle everything should things go awry.
7. Demonstrate Value
If you go into your big client presentation with the same cookie-cutter proposal that everyone else goes in with, you won’t be demonstrating the value of a partnership with you. Consider shaking things up with your proposal delivery and conversation points in a way that showcases why it’s a “win” to work with you. Highlight your value at every point so it becomes a no-brainer to hire you.
8. Make Sure They Understand Everything
When wrapping up the presentation conversation, give your potential clients an opportunity to ask questions. Make sure they understand everything you’ve shared with them. Leave zero room for doubt or question, and you’ll reduce the likelihood of there being an objection later due to confusion.
Start boosting sales and improving your ability to close deals with these insights for nailing the big client presentation! And, speaking of closing more deals, make sure you get your tickets to the premier Events Industry conference in New York City – The Event Planner Expo 2023!
