As event professionals, you pour your hearts and souls into crafting unforgettable experiences. But without the proper tools in your arsenal, the dreaded “price discussion” can leave even the most seasoned professional feeling deflated.
Price-sensitive clients are a reality, and while it’s important to be accommodating, you also need to ensure your business thrives. The key isn’t to slash prices, but instead to master the art of communicating value.
It’s time to stop apologizing for your prices and start showcasing the incredible return on investment you offer to your clients. We wrote this article to provide you with the tools and language to confidently navigate these conversations and secure the business you deserve.
Planning Pod is the original end-to-end event management solution for businesses and professionals. Our intuitive templates, proposals, and integrated email communications tools provide the support you need to justify your pricing to any client and put their mind at ease. Get started today!
Value > price
Let’s face it: everyone loves a good deal. But true value isn’t about the lowest price tag – it’s about the perceived benefit of your event services exceeding the cost. Your job is to paint a vivid picture of that benefit, highlighting the unique expertise, creativity, and strategic thinking you bring to the table. Instead of leading with price, lead with the results you deliver.
10 phrases to transform your pricing conversations
Here are ten strategies (complete with effective language) to help you showcase your value and convert price-sensitive inquiries into paying event clients:
1. Focus on ROI: Don’t just plan an event – engineer a return. Emphasize a strategic approach, tailored solutions, and data-driven results.
Don’t say: “We’re a great event planning company.”
Do say: “We specialize in crafting immersive experiences that drive measurable results for our clients. For example, our recent event for [similar client] resulted in a 20% increase in lead generation. We bring unparalleled expertise in [specific area] to ensure your event is not only memorable, but also achieves your specific business objectives.”
2. Advocate for transparency: Build trust with open communication. Be an open book with your clients and highlight value for money.
Don’t say: “This is our standard fee.”
Do say: “We believe in complete transparency. This detailed breakdown shows exactly where your investment goes, from venue rental and catering to our dedicated project management team. We’re happy to discuss each item and explore any adjustments that align with your budget.”
3. Showcase customization: Offer flexibility, become a bespoke solutions provider, and collaborate to prioritize client needs.
Don’t say: “This is our only package.”
Do say: “We understand every event is unique. We offer customizable packages designed to meet a variety of budgets. Let’s discuss your priorities, and we can tailor a solution that delivers the most impact within your budget. Perhaps we can scale back on [less critical element] to free up resources for [more important element].”
4. Navigate negotiations: Approach negotiations as a partnership, focusing on long-term relationships and finding a win-win.
Don’t say: “This price is non-negotiable.”
Do say: “We value your business and want to find a solution that works for both of us. While our pricing reflects the quality and expertise we provide, we’re open to discussing options and exploring mutually beneficial arrangements.”
5. Provide social proof: Let your successes speak for themselves. Provide proven results and showcase client success stories.
Don’t say: “Trust us, we’re good.”
Do say: “Don’t just take our word for it. Here’s what our clients are saying about our work. [Client Name] saw a 15% increase in event attendance after we managed their conference. We can share the full case study with you, outlining the strategies we used and the results we achieved.”
6. Build loyalty: Cultivate long-term relationships. Become a dedicated support system for your clients and offer them exclusive access to your team.
Don’t say: “We’ll see you next time.”
Do say: “We’re not just looking for a one-time transaction; we’re building long-term partnerships. We offer preferred pricing and exclusive benefits for repeat clients, ensuring you receive exceptional value for years to come.”
7. Show your market savvy: Demonstrate your understanding of the market, highlighting your competitive advantage and value proposition.
Don’t say: “Our prices are competitive.”
Do say: “We regularly analyze market trends and competitor pricing to ensure our rates are not only competitive but also reflect the superior quality and comprehensive service we provide. We’re confident you’ll find our value proposition compelling.”
8. Offer payment plans: Make budgeting easier with a variety of payment options and budget-friendly solutions.
Don’t say: “Payment is due upfront.”
Do say: “To make budgeting easier, we offer flexible payment plans, including installments and milestone-based payments. We can tailor a payment schedule that aligns with your cash flow.”
9. Add value: Exceed expectations by highlighting complimentary services and added benefits.
Don’t say: “That’s extra.”
Do say: “As part of our commitment to providing exceptional service, we include [specific value-added service] at no additional charge. This helps maximize the impact of your event and ensures you get the best possible ROI.”
10. Catalyze client confidence: Project assurance and deliver results to your clients.
Don’t say: “We hope it goes well.”
Do say: “We’re confident in our ability to deliver a truly exceptional event. Our track record speaks for itself. We’re so committed to your satisfaction that we [mention any guarantees or performance-based pricing].”
By shifting your focus from price to value, you empower yourself to set the rates you deserve. Remember, you’re not just planning events – you’re creating experiences, driving results, and building lasting partnerships. Communicate that value clearly and confidently, and the event price discussion will become a natural part of your client process instead of a bump in the road. Use the phrases above as a starting point, adapt them to your specific business, and watch your client conversations transform!Streamline your event business and impress clients with Planning Pod, the original end-to-end event management solution. Our intuitive templates, proposals, and integrated email tools make it easy to justify your pricing and build client confidence. Get started today!
