Going above and Beyond
Event-planning and catering clients can be loyal creatures. Attracting a new client away from his existing caterer or venue might prove to be difficult. If the opportunity presents itself, you may want to consider offering a few extras to entice a new client your way. Of course, the event itself will need to be flawless.
Discounting your services can be risky because your services may be seen as lesser quality than those of other event planners. Avoid taking a certain percentage off of your fee or company's profits. Still, there are some extras you may throw in to persuade a new client into hosting his next event.
Waiving the Room Charge
A room charge is usually a straight profit for your company. Waiving or discounting the room charge can be an easy extra to include. The new business you bring in will likely make your company a profit with the food and beverage sales.
Gift Card to a Restaurant
Offering this extra is beneficial especially if you are the event planner at a restaurant. The potential client can use the gift card or gift certificate to experience your cuisine. You can make an impression on the client by preparing a special dish or sending out an amuse to the table. If you are not a restaurant event planner, trade or barter a gift card and extend the complimentary dinner to your client.
When you are in good standing with your valet company, you may be able to receive complimentary valet services as an extra. Some valet companies offer event facilities a certain number of comp tickets per year. If your valet company cannot offer complimentary services as an extra, perhaps you can negotiate a discounted price.
Cater a Luncheon
Offering to cater a luncheon to attract a new company is a useful device to secure a prospective event. With this measure the company will be able to preview your chef's cuisine. Be sure to add some signature dishes to the menu. If you are a facility event planner, offer to cater a company lunch at the venue's site rather than the company's office.