Guest Author - Michelle Anderson
Here are a few more pointers for selling your personal chef business that should spend you on the path for success.
Always try to arrange a face to face meeting with a potential client. The initial phone interview is handy for gathering information about the situation but has it's limitations. In a face to face you can read body language and recognize sales signals. You also can look at the kitchen and use equipment as props to describe all the lovely food you could prepare there. When visiting a client always remember your tools. Bring with you:
information already gathered on the phone
contracts(if you use them)
a calendar or daytimer
a note pad
a sample of something delicious to motivate the client
While at the face to face meeting utilize a skill called pencil selling. This means using the note pad to drive your point home. Write catch words, underline written points, mark with exclamation marks, encircle, use arrows up and down, and draw diagrams. Utilize numbers to show savings for your clients. People can relate to visual stimulation and it can convince.
Use sandwich selling and benefit bridges to create a positive sales experience for you potential client.
Sandwich selling means never mentioning a price without "sandwiching" it between two benefits. For example talk about the wonderful healthy meals you will create with no wasted food, and the time a client saves using the service(what will they do with it? Go to the gym? Play with the kids? Go for a walk?) What price can someone really put on that gift?
A benefit bridge is bringing people from plain facts and figures to the emotional side. Engage someone's heart and pinpoint what is emotionally important to them and the sale is made. Learn to paint wonderful pictures of the benefits you can provide to someone's life and their family.
These are a few helpful tips to aid your business. The last installment about selling will inspire and motivate you. Look for a impromptu book report about "Fish" next time and learn a little about life. Happy Cooking.