Even successful businesses need an edge to keep revenue up and bookings rolling in. One way to ensure that momentum stays high is to offer valuable add-on products and services that your clients would otherwise purchase from someone else. The convenience factor makes upselling mutually beneficial, and makes booking you over your competition a no-brainer.
In order to sweeten the deal for prospective clients, you have to offer what they need. Here are some examples of add-on items and services that have proven lucrative and effective at increasing event bookings:
Photo courtesy Mackensey Alexander Photography
Accent Items
One way to choose appealing add-on items is to think of things that practically every one of your events requires. Candles and votives are usually on the must-have list, and are small enough that they can be easily transported. Set up a wholesale relationship with your candle provider so you can offer everything from votive cups and candles for each seat to pillar candles arranged dramatically on an altar or behind a bar. Educate yourself about the different options available to clients such as battery-operated, long-lasting LED versus traditional wax candles. Be familiar with the colors, shapes and sizes from which your clients can choose, along with any important shipping and timing information that will make their ordering process easier. Offer set up and removal services for the ultimate stress-free add-on experience.
Photo courtesy Alexis June Weddings : http://www.alexisjuneblog.com/
Containers & Vessels
Did you realize that most vases, pots, lanterns, glass hurricane covers and other containers or vessels are rented? If you find that many of your clients are bringing these things in themselves, or ordering them and having them delivered then removed, consider adding what they most often request to your inventory. Choose timeless, basic containers like clear glass vases, which never go out of style to get the most use out of your investment.
Photo courtesy Jake + Heather Photography: http://jakeandheatherphoto.com/
Linens
If an event has tables, the tables need linens (most of the time), so why not help your clients out by offering them in-house? Linen companies are already set up to establish wholesale relationships with event professionals, you just have to choose which one you wish to work with, then reach out to formalize a relationship and secure arrangements. Learn everything you can about the textures, colors and patterns available, the way that linens are sized, and how to coordinate the delivery and pick up so you know how to answer you clients’ questions and facilitate the rentals for them. The add-on service should be seamlessly integrated with your planning process and offered to every client for the best results.
AV Equipment
Most events need music, and many also require the use of presentation items like projection units and screens. If you find that many of your clients are DIY-ing their event audio and visual needs, you might want to make an initial investment in the most commonly requested equipment and offer its set-up, use and break-down as an additional service.
If increasing your bookings is a priority to you, consider which add-on services would be most appealing to your prospects and make arrangements today to incorporate them into your sales process. What kind of add-ons would you consider for your events business?
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