[habed]

I've worked at companies like Dell and Autodesk and, well, it's part of the business. Small or large. Showing the quotes to the competition in order to get a better deal is a every day thing.

I just got a contract for a wedding and found the couple in a competitor's webpage (They have a visitor's forum and some of the visitors ask for a quote and leave their emails at plain sight) I don't feel bad because my job is to grow my business by almost any mean.

One of the things I've learned while working on those companies I mentioned and others about the same size is that it's not just about the price.

Few months ago I was practically giving away my services charging really cheap. The reason, I had no experience and no portafolio. While working on all those events I made my best to give the best service. While in real life I'm kind of shy, at events I talk to everybody, I get them to know me so everybody call me by my name instead of the "guy who takes the photos" and even have been involved in other aspects of the event. Like, for example.... one guy who hired me 3 months ago asked me in the midle of his wedding if I could be master of ceremony and I did. And I try to help in every way possible. I know, i know.... you're gonna say that I get paid to make photographs but believe me, that "extra mile" takes you way ahead of any other, cheaper or even better.

I have the pleasure to say that 90% of the people I have worked for are my friends now so I always ask them for testimonials and of course, referalls.

The couple I "stole" from the competition and I had an interview last saturday because they wanted to know me (Believe me or not, I get to know almost all my customers until the day of the event, I do everything via internet and mail keeping costs at minimum) I already knew price was an issue because I recently increased my prices and I'm not the cheapest any more. Those guys (the ones I got the contact from) are about 10-15% chaper.

But they lack of something I have. I've been in sales for 20+ years at leader companies and always a top performer. I met with the couple and started to speak about everything but the business and found a lot of points in common. Being one of them that we are dog lovers. So we spent like an hour speaking of dogs and other things in common. By the time we moved to the business they never mentioned the price. We already had a relationship, we were pals, they trusted me and liked me so I got the 50% deposit next day. Of course I did some consessions but nothing to big.

What I'm trying to say is that, you most offer more than a price. Maybe you're the most expensive in your area but there's a reason for that. And that should be the service and the quality you offer.

One thing I always say in my sales seminars is that people buy from people. It's like when you go to Best Buy with the idea of buying something, a plasma screen. And you have your budget, you know what brand and model but you get approached by a good salesman and you end up buying something more expensive but because you liked the guy, you trusted him and you leave very happy.

Remeber that this is like an American Idol audition, you'll only have a few minutes to leave a good impression, that's it. So leave one that makes your prospects say "I liked this person a lot and I want him/her to be at our wedding" even if they get contacted by others cheaper than you.

One thing though, ask them their emails and later that day or the next day send them an email thanking them for contacting you and for showing interest in your services. Let them know if they have any question thay can contact you anytime. And if you have estimonials of plast customers ad one as part of your signature. Its a simple email but people take that as part of the business. And... if they don't hire you anyway, send them another email 1 or 2 days before their wedding wishing them happyness. Do not mention any business. It'll be a nice classy touch.


Anyway... I hope this helps you.