Use these when the prospect starts asking about price at a time when it would make NO sense what-so-ever to talk about price.
All of these are aimed at giving them the gift of getting to talk about their event. Receive all they say – get excited about it. Care about their event more than they do.
Here is a PDF you can print out and keep handy. FYI, I’m putting these in the order you might consider using them!
- Can you tell me about your event? After xx years in this business I can quickly tell if I’m even a fit. If I’m not, I am happy to recommend you to someone who is.
- What do you want your guests to feel before, during, and after the event?
- I’m neither the most expensive, nor the cheapest. Let’s talk about your vision for this event and if I’m not right for you, I will connect you with someone who is.
- Who have you had in the past?
- Tell me about your audience.
- What would make this an extraordinary event for you as the host/hostess?
- Just so we can be sure to avoid it – what would make this event a nightmare for you and your guests?
- Is your group expecting to seeing live entertainment at this event?
- If my show were a movie, what would you want it rated for your audience? G, PG, R?
- If price is your chief concern, Jill, history tells me we aren’t a match. Let’s see we’re a fit. If we are, I’ll get a proposal to you within 60 minutes.
- (If they push) Where did you see me perform that makes you think I’m right for your event?
- Always be listening for ways you can give them ideas! (I was at an event like this recently and here’s what happened to make it even better…)