An example of a dramatic statement
Most of the clients I have worked with found me through word of mouth or referrals. When I first started it was more than a challenge to get business this way. I was so incredibly grateful when anyone remotely noticed and liked my work. It took me a while to understand (even just for myself) what it is I was actually selling. Even today, I think what I still work hard in selling is great service and beauty.
Understanding what you are selling in a very fundamental way is the first step in getting clients. The second step I took was practicing my craft as often as possible. I am in the event business because I love giving parties, so I used to approach my friends and family every time they wanted to throw a party. I offered to help them just for the practice. This is how the referrals began.
Even escort card tables can be dramatic statements
It’s also extremely important that you either photograph or keep a very clear sample of the work you are doing to later use as a sales tool. My first book Design for Entertaining is just that–a compilation of my work back then.
This dramatic statement was created to mimic the client’s beloved pet
Every single guest in any event you do is a potential client. It’s strictly up to you to show them something or give them an experience they’ll never forget. There is one tool I have used for many years, and it’s proven to be extremely effective in getting clients. I call it creating a DRAMATIC STATEMENT. Even if you do not have a large budget, if you invest most of it in this statement, it is the one thing a potential client will remember and most likely call you about when they are entertaining.
Now tell me, how did you get your first client?
Next Week: HOW TO HANDLE THAT FIRST CALL TO MAKE A SALE.
On 03-03-10 Beverly Harris says:
Preston, thank you for the great advice. It really helps me to rethink my direction. Again, thanks for sharing.
On 03-03-10 Tracey Kumer-Moore says:
Preston,
My first client was my friend and manicurist who knew I was taking the June Wedding Course. I offered to plan her wedding for her at no charge. It was a beautiful wedding AND a learning experience but with very positive results in relationships with the venue managers who I continue to associate with through NACE and the bride who is STILL my friend AND my lead wedding coordinating assistant.
On 03-03-10 Chris Campbell says:
Hahahaha….
I got my first client selling myself first…Than using my beautiful PORTFOLIO!!
I agree with you 100%, love, confidence, and strategy are the best to bring great business!
That’s why I love to be OVER THE TOP…. They will NEVER forget you!!!!
On 03-03-10 Andrinique Special Events says:
Thanks Preston, Great advice…takes for sharing
Andrinique
On 03-03-10 Janice Celeste says:
My first client was a product of my genius promotion to advertising shooting 4 hours of video for $300! It got me a couple of creative clients and it gave me a chance to show what I could do. Then I moved to NYC and raised my prices. Not quite that quickly but through many years and evolving techniques. LOL!
On 03-03-10 Thom Green says:
I got a referral from Susan Gage of Susan Gage Caterers in DC, like you stated, it’s really in the referrals as well as potential clients at the event. Thanks Preston
On 03-04-10 Visual Vamp says:
I got my first clients from working at The Soho Charcuterie. i did the weekly flowers there (and the flowers and decor for their events, as well as doing my regular job as the hostess), and people liked them and asked who the floral designer was.
My first big job came from a referral from a Charcuterie customer (she was a caterer then – it was Laura Zarubin of Good Food). I under bid Renny and got the job. Martha Stewart attended that party (At The Copper Hewitt for Moet and Chandon), and the buzz started. Later Marcy Blum gave me lots of work.
I have really been loving your blog Preston!
It brings back lots of great memories.
Thanks for taking the time to do it.
xo xo
On 03-04-10 Nozie Moyo says:
Mr. Preston, I volunteered to do my nephew’s wedding from planning to decorating it. I overdeed everything and people were wowed. After that i got many calls from potential clients wanting me to do theirs and from that day onwards i’ve gotten most of my clients through referrals and also advertising on facebook and other websites using my potforlio. Thanks for sharing though i still struggle with pricing.
On 03-04-10 Kim, Something Spectacular and Something Floral says:
When I first started designing, I was working a corporate job. My coworkers knew I had a college education and background in fine art and design and that I was taking floral design classes for fun and stress relief but they never paid much attention to what I was doing until they attended my wedding and saw my wedding photos. My coworkers were so blown away by my design work that four of them immediately asked me to design for their weddings and other events, and that’s what started my business nearly 10 years ago. To this day, the majority of our clients still come from word-of-mouth referrals from past clients and others who have seen our work in person at client events.
On 03-04-10 Janet Graves says:
I don’t think I volunteered; I think she asked me to help her. She is one of my oldest friends that I met when I first came to the US, and while I didn’t get any referrals from her wedding, to this day if I need a reference, she gladly provides it. She often tells my potential clients that her friends still rave about it being the best wedding they had ever gone to. She has been happily married since 1997.
On 03-04-10 audrey says:
preston … i think its high time i comment. i want you to know i follow and consistently read your blog, its full of priceless info pertaining to the industry. thank you so much for sharing and contributing. often times i can really relate and find comfort in your words, others i am so inspired. well i could go on and on with accolades. just know your appreciated and admired….
my first client i believe was my husbands friend and his fiance. i got them because i begged them to let me do their flowers for free so i could try my hand at this new passion i had found. that was almost 11 years ago. unfortunately they are no longer married .. but i still am and that experience in many ways contributed to where i am at today with my craft.
On 03-05-10 marte Glasbergen The Netherlands says:
Thank you Preston for giving good en nice information for the event business and inspiration to become better! especially the comment about a portfolio is very true I have noticed in the projects that I haved done. I just started twitter and facebook, and I already love it to read about your and other experiences in the business!
with kind regards Marte
On 03-06-10 MELISSA says:
FROM A BUSINESS CARD IN MY BEST FRIENDS STORE…
I MUST SAY IT IS A BEAUTIFUL CARD…..
XXOO
MELISSA
On 03-07-10 Martine Roundtree says:
I got my first client quite unexpectedly. I was taking a course in advanced floral design and I made a beautiful topiary out of Esperanza roses. I sent a prayer asking who could really use the topiary to brighten his/her day and the director of my daughter’s school popped in my head. When I gave it to her, she was so touched and really appreciative. She ordered four more arrangements the next day. I received my first check payable to my business shortly thereafter and I will cherish it forever.
Thank you, Preston, for allowing us to remember moments like these…
On 03-08-10 Ali- Berber Events says:
Thanks for the advice and reminding us the obvious, it is so true when you say “.. Every single guest in any event you do is a potential client….”. as of today, my biggest event ever came from one of my smallest event ever.
On 03-09-10 Nia Perry says:
I’m proud of you Martine Roundtree!
On 05-10-10 Bayu Weddings says:
Great advice. I’m also doing corporate events, so my first client was a son of one of my corporate clients. And like most planners say, one event breeds another. And since we are on the internet, and now I’m actively on Facebook, it’s easier to get the right traffic. And oh, by the way, have purchased the book. Love it.