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Florist Business Forum
 
4 Worst Questions to Ask
Written by Melanie
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Feb. 1, 2012 – So if we are not supposed to ask the "4 Worst Questions to Ask", then how do we get to the price portion of the conversation? Do we simply wait for the customer to drive the conversation in that direction? Obviously we don''t want to limit the amount right off the top, but a few suggestions would be great.

COMMENTS

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Written by Guest on 2012-02-16 22:12:59
Our phone customers are most important to our sales. We never use the work BUDGET... means tighening up of the belt... so what is your price point, or are you comfortable at $100, which way do you want me to go, up or down. 
It is a skill to sell on the phone.
Written by Scott Jamieson, Editorial Dir on 2012-02-01 13:05:24
Melanie, 
 
Great question. We sell ads and sponsorships more than flowers, but the concept is the same. I want to know the background motivation first: What is driving the person to seek out the services, what is the objective, who are they trying to reach and why. Once I know that, I can suggest a service or array of services, and the price will be determined by that mix. They may come back saying the price is too high for their budget, but I haven't assumed my way out of business, and we have a starting point based on their goals, not my preconceptions. 
 
I've asked one of our 2012 Business Forum experts to weigh in, so more soon.

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