Short quiz to review the key steps to a successful booking meeting to review a proposal.
Click the button below to start.
Question 1 of 10
The goal(s) for the booking meeting include:
Reconnecting with the buyer
Finding out their concerns
Overcoming objections
Sharing add-on offers
Guiding through next steps
Question 2 of 10
What can you do between sending the proposal and talking about the booking?
Build excitement with helpful and useful information
Track proposal analytics to gauge interest
Send more options to buy add-ons
Send an email telling them about a new inquiry that wants the same date (to create urgency)
Question 3 of 10
What's the best and fastest way to build trust with a potential client?
Tell them about your years of experience
Do what you said you'd do by when you said you'd do it
Show them your value
Charge high prices to appear in-demand
Question 4 of 10
When you start the booking meeting you should jump straight to the proposal.
True, because if they want to book they'll do it right away
False, because we want to warm them up and pivot to it when the moment is right
Question 5 of 10
Why is it important to get them talking about how great the proposal is?
It feels good for me to hear and I'm a words of affirmation person
It reinforces the benefits they think/feel before talking about concerns
It reminds me of what I should reinforce immediately after they bring up objections
Question 6 of 10
People negotiate with you on your services because _________.
Everyone (including wealthy clients) wants to save money when they can
Many people feel out of control (especially the Boss buyer) and negotiating gives them a chance to regain some control
they don't value your services
they feel better when they try to get what they want
Question 7 of 10
When someone pushes back on pricing you should__________.
remind them of your value
ask who else they're looking at for services
pause four seconds
tell them the price is firm
Question 8 of 10
A good mindset to get into for negotiations is that ___________.
you're a collaborator to help meet their needs.
you know what you're talking about more than they do
you should educate them on why they don't know what they're talking about
show them how valuable you are with better examples
Question 9 of 10
Which of the following are ways to showcase your value?
Familiarity with the venue
Connection with the buyer
Transparent pricing
Easy to work with
Recommendation from friend or family
Question 10 of 10
When they've given you a verbal yes, next steps include:
walking them through what happens
sending an email recap
setting a timeline for sending in the contract and deposit
making it easy to send money and sign the agreement with electronic options