If you go out on site visits then it helps if you’re a good salesman as obviously that’s where most of your business comes from.
It’s often said that my Dad could sell snow to Eskimos. My brother (who’s successfully avoided joining the family business so far) similarly has ‘the gift of the gab’. I, do not. My tactic when meeting people was simply to be as helpful and honest as possible and just hope for the best. Luckily it worked pretty well 🙂 If you’re not a great salesman then I suggest you follow my example.
There was however one little trick that I learnt:
If you’re hiring out a marquee on it’s own then chances are you’ve got linings or other accessories sat there doing nothing for that weekend which is not ideal. When discussing extras for a marquee with a customer who was hesitant about spending the extra money I’d always say “Everything is itemised so I’ll put it on the quote and you just cross it off if you don’t want it”. I swear 4 out of 5 quotes that came back with deposits had nothing crossed out, it works very well.
Similarly if there’s something that a customer wants a price for that you’re reluctant to hire to them (something you’d have to cross-hire from another company for example) then list it separately at the bottom of the quote almost as an afterthought. It makes it far less likely customers will go for it.
I hope this helps, there are lots of other small bits that I picked up over the years that I’ll have to post up here sometime.
Thanks for reading.