Posted by Ron on February 26, 19100 at 22:54:17 :
In Reply to: Re: turning down business posted by Elizabeth Lira on February 26, 19100 at 19:53:37 :
I always like to try and find a sales solution. Maybe the conversation would be more ,well I have a scheduled event on that day but what type of event do you have and do you have a few minutes to talk. This is a good approach because you can get an idea if the event can be moved.
You can find out a lot by talking with a client. A lot of caterers seam to just have a formula phone call. When you are starting out or small every phone call counts and I know at this time of year I have way to much time. Take the time with the client. You might even make some menu recommendations , but provide the person on the phone with as much information as you can. If you can't get the job make sure the client goes away feeling that YOU are the one to call when they need something( even to make a recommendation of another caterer). I can't tell you the number of new secretaries that call and have no idea of what they need. A good 50% do call back another time. Also if you go through your regular fact finding you will now have their information and more important a CONTACT in your database
Since recently going back to school to take hospitality management courses I have a new approach to staff, "It is a Management challenge". What I mean is if you have a staff that is not well trained make your menu reflect this. Also create a Sequence of service for your staff. This includes all the information on how the event should go, as well as what is to be done for that day from prep to service. If requested I will post an example
Ron