Hey everyone,
we have a party rental business and been having issues with sales. Our marketing is great, we are getting a pretty good amount of leads but we are not closing as many as we would like. They are all inbound coming from Google. We answer them instantly or within minutes after they submit a quote request on the website. I’ll say that our prices are a little higher than others but that’s because we do delivery, installation, and pick up. On the phone, the common objections or smokescreens we get after sayin the price are “let me talk to my wife/husband” or “let me think about it and get back to you”.

Now in some cases, they were right they needed to discuss the pricing with their spouse and get back to us but many times it seems they won’t get back to us. A few tell us straight up that the price is out of their budget which is fine and we are aware that we would lose some customers due to that. Is there anything we can improve on our offer? Is it a follow up game? We haven’t closed many when we follow up hours/ days after.

As a quick note - we have closed many people so there are people who are happy with our pricing and what we offer but compared to the amount of leads we get, I think we can improve something within. Thanks!

  • NiceKnowingYou@alien.topBEnglish
    1·
    10 months ago

    Ah I love scenarios like this; the really hard part is out of the way for you. Getting the opportunity.

    I would say the most immediate thing to adjust is how much time is being spent discussing with the prospects is what they’re looking for and what they’re planning to do.

    By that I mean, are they saying they want to rent chairs for an outdoor birthday, and you’re moving right to quoting and then sharing your value (delivery, set up, take down, whatever) that others don’t?

    I always suggest spending way way more time talking about what they’re planning to do; why this event? Why now? Is this a recurring thing? How excited are they? Is it coming along well? Have they had any issues pulling it together? How big is the party? Alcohol? Kids? You can’t solve any of their problems by just renting them some furniture but what you can do is make them feel that you’re a part of their team to pull off a great party. This should give a sense of really what kind of money they’re putting into it, where the most money is likely going, and what they’re skimping on.

    Baby shower for a mother in law that’s really annoyed by her daughter in law? Probably looking to save

    You can share a little of your “passion” for parties and the headaches you always experience leading up to and especially the day of! (Always something that needs to be addressed in the middle of hauling furniture or whatever you rent). And go into your value - delivery? Set up, take down.

    Then start talking numbers.

    Won’t work everytime, but it will give better chances.

    Of course, talk to your sales team about how the conversations go for the ones that close too.