Event Planners - Learn What "No" Really Means

Every event planner dreams of landing big clients, the ones who are ready to drop six figures into an event. The problem is, these big spenders require a lot of TLC to convince them that your event planning business is right for them. So, how do you land this dream client? Learn what their responses really mean.

Often when a big client seems to give you the brush off, it is from lack of knowledge. They say "no" because they haven't taken the time to do research into your event planning business. This means you need to learn what their response mean and how act accordingly.

Let's take a look at some of the common responses given by big event clients.

"I'm to busy to talk about this."

Time is money and clients who have a lot of money usually have little time to spare, or so they say.

Your client took the time to call you about the event and tell you they didn't have time to talk about it. It seems they had enough time to call you didn't they? Use that to your advantage.

Without being too intrusive, see if you can find out what's taking up their time. They may come right out and tell you. If they don't, see if you can do some research to find out what is taking up all their time. Check their websites, newspapers, and press releases to see what's going on.

Once you find out what is taking up your potential client's time, see if you can find a way to plan their event around their work schedule.

Create an "event proposal" to send to your client. Go through all the basics of planning an event. Mark off some locations for the event, recommend some activities or themes, suggest entertainment, etc. The purpose of this event proposal is to show your client that you understand they are busy. The event proposal will let them be able to look at your ideas on their time.

"That's too expensive."

Your dream client who own houses all over the world is claiming your rates are too expensive? Well, they didn't get where they are today by paying full price for everything.

When a big client claims your event planning services are too expensive it is usually from lack of understanding. They don't understand why they should spend so much money on an event.

What you need to do here is sell them on the idea. Don't give the logistics of the event, the client probably dosen't care or understand. They want to know what the event is going to be like. They want to know what its going to do for their ego, their business, or their clients. Take them to the proposed event location and lavishly explain what you want to do and how it will all fall together.

Avoid cutting your event planning services price. This is just going to make your work harder, even though your client will still expect just as much work from you.

"I already have an event planner."

You're working on marketing your services as an event planner to some larger names in your area. You have taken time to mail out marketing materials and now you are calling potential clients for a follow up. One of the most common responses, true or not, is that they already have an event planner.

Often, companies will feel obligated to use their past event planner. That or they don't feel like going through the trouble to find a new one.

Don't try to compare yourself to their current event planner. Instead, forget about them altogether and try to share your ideas. If you offer a clear vision with great ideas, the client will see this. Remember, you need to sell them on the idea!

Now that you are prepared for some of the most common responses from big name clients, you'll be ready to answer them. You are one step ahead of the game. Many other event planners simply take no as an answer and move on. This only helps you more. The more initiative, drive and creativity in you share with your client the better.

They are spending big money on their event and want an event planner that shares their dream.