During my time as a senior sales rep, I developed my listening skills to help me work through sales objections. Listening is a critical skill when it comes to working with your event clients and getting hired.
Being able to quickly handle objections helps you maintain a flow in the conversation and shows your client that you’re listening and understand what they’re saying.
While there are many effective ways to generate sales leads, following up is critical to your success.
Let me be really clear though — following up with people is not pushy or sales-y, it’s part of sales and a must-do if you want to get booked. And, oftentimes, most people appreciate that you’re taking the time to remember them. It also shows them that you care!
Here are two event planning call scripts to help you follow up with your sales leads.
Event Planning Call ScriptsOption 1
Hi, Andrew. Michelle here from Beautiful Event Management.
Andrew, I’m sure you’re busy and I want to respect your time, so I’ll be brief.
The reason for my call is this. I enjoyed meeting you at the event last night and hearing your hilarious stories about your travels.
I don’t know if you have a need for our event services at the moment, but I’d like to take you out for coffee to discuss and see if there is anything I can do to help you grow your business (plan your wedding, raise funds for your fundraiser, etc).
Do you have 30 minutes on Tuesday afternoon? I’d be happy to buy you a coffee to learn more about your business (wedding plans, charity, etc)Option 2
Hi, this is Michelle from Beautiful Event Management.
How are you?
I am calling to follow up after we met at the XYZ event (coffee shop, friend’s house, etc).
I’d love to buy you a coffee to learn more about your business (wedding, fundraiser, etc) so I’m wondering if you have 30 minutes on Tuesday afternoon to meet?
I provide companies with event services specializing in corporate affairs (weddings, fundraisers, etc) and may be able to offer some assistance for your event needs.
Even if you don’t have an event coming up, I’d still love to meet to see how I can help you.
Saying the right thing at the right time can make all the difference to getting new clients and following up is one of the most important aspects of sales – that’s often not done or forgotten.
The next question is when is the best time to send your call script?
Within 24hrs of meeting the person.
When I started my event business I would purposely leave my business cards at home because it would force me to follow up with people after meeting them.
I’d kindly let them know that I ran out of cards earlier than expected, but that I would love to take their card so I could send them my contact information later.
Then, within 24hrs I’d use one of the above scripts to follow up with them…and this strategy often turned into a call or meeting, friendships and more events booked!
Pro Tip: when someone gives you their business card, write something memorable on their card that you can add to your script to personalize it. For example, if they wore a green dress that you loved, compliment them on it when you follow up.
In the comments below, let me know…
How would your event business improve if you followed up with every person you met?
Feel free to share as much as you want in the comments below because thousands of event planners read our posts and you’ll be helping others from around the world!
Thanks so much for your insights and inspiration.