I’m happy to be bringing you a new series called Frequently Asked Questions. At my speaking engagements, in interviews or even sometimes on the street, I get asked a lot of the same questions from aspiring designers and planners. I thought I’d share the questions and answers here with you once a week.
If you have a question you’d like to ask me, please leave the question as a comment on this blog, post on my Facebook page or tweet to me at @prestonrbailey.
Today’s question is…Should you give a new client ideas or design before they sign a contract?
An example of a presentation I gave to one of my clients
This is a great question, and an important thing to consider since our ideas and designs are the very heart of what we do. I get great pleasure when I receive letters and comments from folks all over the world informing me how they have gotten some kind of inspiration from my books and designs. Often, I am asked if I mind being copied. I actually do not. In fact, I find it to be a great compliment. And guess what, THAT IS THE PURPOSE OF THESE BOOKS and that is why YOU BUY THEM.
Detail shot of the presentation table
However, I resent tremendously when a client comes to my office and asks for a meeting, picks my brain on what she should do, then takes my ideas and uses someone else. I call this THIEVING, and of course I feel incredibly powerless because there is nothing I (or anyone else this happens to) can do. This no longer happens to me because I can sense the serial shopping client a mile away (you know the one–she interviews everyone in town with the main purpose of collecting free information).
Final design of client’s wedding
As I said in previous blogs, I take client service very seriously. The main goal, however, is to never ever forget that your design, ideas and services are precisely what you are selling.
We can talk more in a future blog entry about how to wow your clients, but first, here are some suggestions for that initial meeting with your potential client:
- You need to be a great listener. For me, this comes very easily because I find meeting new people truly fascinating.
- Never make your new clients feel judged. Most clients need to feel you are with them and that you understand them.
- Ask them their likes and dislikes. This is an extremely important question. Even if they say they don’t know, make sure you ask for more details. Some examples are: Do you like modern, eclectic or traditional? What colors do you prefer? Do you want an event that is more understated or dramatic? Personally, I prefer a client who knows her/his own mind. The answers to these questions also help you understand your client better to make an easier sell later.
- The most important tip: This meeting should not be about making a sale, it should be about making a lasting impression (even if, most of the time, they are ready to sign by the end of meeting). It’s like romancing a new lover, you want to show them you are trustworthy before asking them out.
What do you think? Have you ever been burned before and how?
On 02-16-10 Elissa Fallo says:
I totally agree – I think that wowing with who and what we are is really important – I actually have started charging a fee for proposals – if once they get the ideas they decide to sign with us to produce the job -then I credit the proposal fee back to their final invoice. If they decide they don’t want to use our services – well then they paid for the ideas and using them is a compliment, much like people are inspired by the photos in your books, which they purchase. I have found its is almost the only way to stop the “theiveing”
On 02-16-10 Tacy Infante says:
Preston, you said this beautifully. This exact topic has been something that our company has been struggling with for years. We are a full service Destination Management Company and Event/Meeting planner, so full proposals are a must in order to win business. BUT our #1 question is how much is too much? We try to “sell” them on us as a planner not to just get them to sign on the dotted line. We show them that they NEED us and that is what we try and sell. However in saying this, we still straddle the line of winning business vs giving ideas away for free.
Love this new series of FAQ’s…keep it up!
~Tacy Infante
On 02-16-10 Renita says:
I have been burned to many times. Ladies will call me. They say “Oh, I need information on how much you would charge me to do a wedding.” I am honest with them and then they tell me, “O wow, I need to call you back.” I have found out that these phone calls were independents, researching information for their business. Or, I have had people call and tell me “O, I just need this one thing done, how much would you charge me to do that thing? My mom, grandma, and aunt are going to do the rest.” Sometimes it makes me feel like I want to yank my hair out. In the beginning I accepted these types of clients and jobs; at the time I desperately wanted to establish my name in the industry. Lastly, there was one girl (a friend) she says, “Could you plan my wedding?” I did so, without a contract. I thought naively, well she is my friend. Well to make a long story short, I did not get paid. I did not get any photos of the work, and I did not get a letter of thanks, recommendation, or appreciation. Needless to say I no longer accept these type of clients or business dealings without contractual agreement. Thanks Preston, God knows how much I needed to vent all of that negative energy off my heart. I feel a lot better!
On 02-17-10 Joana Tomova says:
“It’s like romancing a new lover” Thats so right!!!! I really like this comparison. At the first meeting I’m trying to charm my klients and talk to them as a friend, I’m asking about what they like or how they imagine the perfect wedding. And when I have an impresion about the hole picture I present my ideas. I show them pictures of my previous wedddings, magazines and i try to visualize and present to them the ruff design. But I had not once or twice, people who just use me to get ideas and go to someone else or do it themselfs / I will not comment the result of their job, because then you have the idea, you have the knowledge and the skils , and the experience to bring your vision to life/ However that’s one of the risks that we have to take, because I can’t imagine how can I make a new klient if I don’t show him what can I do or what can I make for him. If someone knows a way to get a contract without giving away ideas and designs please tell us! I will be gratеful
Preston, YOU are my biggest inspiration and I’m grateful that you exist! I wish you all the best, endless inspiration and a lots of moments that take your breath away!
On 02-17-10 xzhibitPlus Lagos says:
Hi Preston, how so very true. The ‘thieving’ thing can be so painful. i had a client who i literally ‘almost taught’ how i was going to implement my ideas for her wedding.she wanted something dramatic. She loved all the ideas and then dumped me for another designer a few weeks to her wedding. i actually went for the wedding, it was ‘less ‘than what we had planned together but she had used some of my key designs. i felt better when some friends who saw the photos said she could have gotten something better if she had stayed with me.
Preston, you are a great mentor and i am totally inspired by all you do
On 02-17-10 s says:
im an- event & wedding planner. . . and thank you so much for being an inspiration.
agree w/ “tacy infante” that for corporate/social event we really have to make the full proposal- in order to win business. . .though- as for weddings- client has to sign the contract before i will make a full blown planning. . . but true- a lot of “thieves” out there, the downside of our industry.
On 02-17-10 Dana Goodman says:
Preston, Your post is so very true and we probably have all learned our lesson with this one. I have been burned early on not only with my design and decor advice but with people wanting to know what vendors I use as well. I don’t “give away the farm” any more. With experience you do develope a sense of where the meeting is going and the purpose. I think it’s vital that the we stay in control of the consultation from the beginning by being prepared and keeping the converstation steered in the right direction. When they begin to ask questions like, “Well what florist do you use”, I politely tell them that there are several talented florist in our area and if we decide to move forward and work together we will visit all of them and decide who suits your style and budget the best. Preston thank you for addressing these issues, it’s so refreshing to know that we all deal with the same things and how we deal with them is valuable information!
On 02-17-10 Jean Neuhart says:
There’s a definite distinction between showing potential clients what we “can” do vs what we will actually do if they hire us. They need to know our style and abilities before they can be comfortable enough to sign the dotted line — but that’s why we have photos (on websites and in portfolios) to show. Dana put it nicely when she said it’s vital that we stay in control of the consultation. Preston, thanks for sharing your views on this.
On 02-17-10 Rev. Dawn Shedrick says:
Hi Preston…thank you so much for sharing your valuable insights. I often feel so validated after reading your posts! As an officiant, I also meet with clients and approach the consultation with the intent of establishing a relationship and making an impression. I then trust that if I am a good match for what the couple is looking for, they will book me to perform their ceremony.
I couldn’t help but chuckle to myself when I read that you can read a serial shopping client a mile away…I can so relate! I actually am keenly aware of the moment that it hits me that the prospective client is shopping for ideas and has no intention of securing my services. And I’ve also been “shopped” by other officiants, which I smelled right away. I now only offer any insights and ideas that are general enough that I don’t mind if anyone else shares them, but don’t get into any specifics until I’ve been formally retained.
Thanks for the validation. Wishing you continued success and blessings!
On 02-18-10 Siaba Tumoe says:
Hi Preston (my inspiration),
I just want to say a really BIG thank you for your very informative blog posts!!! I’m a young lady, living in London, and I really want to be a event designer like you. I’m trying to learn more and more about the industry by volunteering at special events. I have tried asking for volunteering positions at special event companies, but everyone i have approached has turned me down. This has not put me off however, but rather made me think more creatively as to how I can learn from the experts. I will be working on my cousin’s baby shower this spring and hope to leave a lasting impression on someone else. I love your work and my dream is to one day be able to understand my clients and create events for them like you do. Thank you for being such an inspiration.
Love
Siaba xx
On 02-18-10 JONATHAN VERZOSA says:
Hi Preston, this is the real. Alot of clients are thieves not only the couple but even a whole family. I have leaned the lessons and will be smarter this time.
Special thanks to all who shared their experiences too.
On 02-20-10 Racquel says:
Hi Preston, I’m new to the event planning business in GA. I have struggled with this for all my consultations. I offer a 1-hr free consultation, but find that most of this time is spent trying to convince the bride to us our company. I’m very guarded with my ideas, but feel that if I don’t produce or promote what I have done or can do, I may loose the client. I’m so glad to have this blog as an outlet. I have loved your work and you are my inspiration. I would love to just shadow you one day if possible!!!!
On 02-23-10 Jacqueline Elfe says:
Hi Preston, your work is outstanding and you are truly my inspiration. I have attended workshops you’ve hosted at the learning annex and your recent book signing at Barnes and Nobles. Your artistry is inspirational and rewarding to view. If you could offer some direction regarding how did you market yourself? How did you build your portfolio in the beginning stages of your career? What are your marketing suggestions as a new designer? The answers to these questions would be truly helpful to me on my journey and greatly appreciated.
On 03-04-10 Common Mistakes: “This is not what I had in mind.” | PrestonBailey.com says:
[...] them a FULL PRESENTATION (never EVER before they are fully committed in using your services–read more about that here). Visual presentations are a very powerful tool. It could be done through drawings (there are a lot [...]
On 03-05-10 Miranda says:
Preston, your blog is dead on! I am grateful for your willingness to share your experiences. I have always sensed that you are very giving…..
We have many “thieves” come by our studio- too many. We are a small event design studio and every client we meet is important. We sell value, service, quality and more important our vision for their event. They love the ideas, but no one wants to commit, they are “shopping around” taking our ideas elsewhere for fraction of the cost. For what we offer, I know our prices are very fair. I’m at a loss trying to figure out what else can be done, without giving away everything. Any suggestions?
On 03-07-10 Cory Carroll says:
Mr. Bailey, I thank you for this p[age more than any page you have posted! I am a highly sought after floral and event designer that runs his offices out of Alaska of all places. When my clients come in to consult with me about the visions of what there next event should look like, I always refer to the stack of Preston Bailey books that sit right in the middle of my conference table. Ever since I put your books in my office, every body that looks at them has been so inspired by them that I end up duplicating some of your designs. I give you full credit every time someone asks where I came up with that idea to your name and company. Your ideas make ME looks good and I here by give you the thanks I have been wanting to say to you for years. Your ideas have given me clients such as Sir Elton John, British Petroleum Corporate, Good Morning America, Sarah Palin, The Austrian Consulate and many more before I was even 25 years old with no training of any kind. It is wonderful that some of us get do have such amazing jobs! God Bless!
On 05-14-10 Myriam Alexis says:
Hi Preston! Thank you for having such an open heart to share your ideas and experiences with up and coming designers. Attending one of your Learning Annex conferences two years ago was what gave me the push to start my florist service. Making this blog was a brilliant idea because there are few places like this where young designers like myself can get expert advice from pioneers like you, and share our common mistakes and solutions. THANK YOU. To add to the topic question, in my first year I had a client who signed a contract with me, gave her deposit which I poured 100% (and some) into the presentation, only for her to cancel her contract a week before her wedding! She told me she decided to have her sister and another florist handle the decor to save money. After the wedding she told me she regretted her decision because the new florist never showed up with the bouquets and decorations. That experience taught me to add a fee for last minute cancelations in my contract. My question are, should the presentation fee come from the initial deposit? If so, what percentage? Should the payment for my services be separated from the cost the client pays for the floral work/decor?