How to Recognize Deal Breakers and Show Stoppers

Gig customers seem to have a secret language during hiring and negotiating. If you have been running your event business for a while, chances are that you have heard these customer comments when they are looking to stop the show, and not finalize the booking with you. You’ll begin to recognize them – and can use them as warning signs when negotiating your event services.

Having been negotiating with event customers since the 90’s, I’ve seen regular patterns and comments emerge while booking. Though each client situation is unique, the comments remain the same. Now, you may be an event professional or agency that can be helped by knowing the warning signs of where the negotiation is heading. Clients have too many euphemisms to excuse themselves from negotiating services with you. It may not be a closed door, but you should keep engaging and asking your client how it might work out once one of these phrases start to come out.

Reading between the lines of customer statements is critical these days if you have a growing event company. Though we’re not all mind-readers, we can jump a couple steps ahead of our customers if you recognize these stoppers. These gig stoppers can contain the deal breakers, but in any case below you’ll need to engage your client a bit more in order to win their business. You’ll have to continue to ask more questions to understand where the gig hire is actually halting.

Gig Stopper #1
“We’re going in a different direction”
This sounds like a firm response with a strong tone from your customer. Many times, this means “we’ve hired someone cheaper.”
Though it’s often a definitive comment, there still might be some wiggle room to hire your services. You will have to provide solid options that will help outbid their current selection. Good luck!

Gig Stopper #2
“I have to consult my team/supervisor/spouse first”
This show stopper happens after you’ve given your full sales pitch. You’ve given them your all. Hopefully you haven’t given a full consultation on their upcoming event at no charge. Followup is critical.

Gig Stopper #3
“You’re the first one we’ve called. Thank you!”
This gig stopper also happens after your full sales pitch. This client is often enthusiastic and amiable, and you might be able to hear some forced niceties on this one. This often means “we’re now going to search now for someone cheaper”. Follow up, follow up, follow up.

Gig Stopper #4
“Didn’t you get my email?” or “I didn’t get your email”
I’ve discovered that clients are using this excuse a lot more than expected. When they state this, the customers seem to oftentimes be avoiding you or getting out of any commitment. Their email was probably not sent in the first place. Especially if their statement brings no possible rebuttal but agreeing you didn’t receive it. It’s a question that’s intended to throw you in a different direction in the negotiations. Be prepared to rely on previous communications and agreements, as the client is trying to duck out.

Now that you can recognize a Gig Stopper, prepare your unique sales pitches, comebacks and approaches for these moments.

photo credit: wouldn’t be without it. via photopin (license)

Patrick Duffek, Founder, Event LightNing Mobile Apps, has managed over 12,000 events for the Silicon Valley computer giants, organizations and special events over two decades. GigBase Pro books all your events as fast as lightning! Launch 2016 Www.EventLightNing.com Reproduction can only occur with expressed approval by the writer.