Tips & Best Practices for Family Entertainment Centers
Tools to Overcome Objections
How many times, when booking a birthday party, have you heard one of these phrases?
- Let me talk to my husband.
- I’m just shopping around.
- I need to think about it. Can I call you back?
- It costs too much.
These are just a few of the money objections I have heard during my years of booking birthday parties. Objections are very common during the sales process and there are ways to handle them that will get you further in the sales process and close more sales.
Let Me Talk To….
Let me talk to my child, husband, mom, dad, grandma, grandpa, or dentist is one of the most common phrases used when booking a birthday party. A great response would be:
“I’m so glad you told me that! We always want to be sure that our party is the best choice for you and your child. May I ask what do you think your husband will think about having Susie’s party here?”
When asking this type of question, you are gathering more information about what it will take to book the party. You are finding out what the customer’s needs are and how we can meet those needs.
I’m Just Shopping Around
When a birthday caller tells you, “I’m just shopping around,” it’s the perfect opportunity to sell them on why they don’t need to shop around, that you are the only and best option for Susie’s birthday party. Don’t let this question derail you from using the BDSQF. If they call and say they just wanted to see how much your birthday parties are, your response is to jump right into the BDSQF and reassure them they have called the right place.
During closing, the caller is likely to say, “Thanks for the information. Like I said, I’m just shopping around.” Be prepared and know your competition! “I understand. Maybe I can save you some time. We have details on other parties in the area. I’m happy to share that information with you.”
Use this as an opportunity to keep them on the phone with you, showcase your center and its incredible value, and convince them you are the best place for birthday parties.
It Costs Too Much
To overcome this obstacle, you need to know your competition and truly believe and understand how you are more valuable than going somewhere else. Be sure you focus on the conversation and answer their questions but follow the script. Remember, don’t give price first! If you do, it will ALWAYS be too much. When the caller asks, “I’m calling to get the price on your parties,” acknowledge they want the price and jump right into the script. You can help combat this by wording it this way.
“I’m so glad you called. We have the best parties in town. Let me get you the prices but can I get a little information first to be sure we get you the right party so you have the best time?”
We have learned that 7 out of 10 times, this will go away if you follow the BDSQF and the closing process by asking one simple question: “Of these parties, which party do you think Susie and her friends would enjoy the most?” Using this question during the closing process will make the focus all on Susie’s happiness and her birthday rather than the price.
I hope these tips will help you overcome objections during your sales process. If you would like to learn more about the BDSQF, send Kim Wheeler an email at firstname.lastname@example.org and she will speak with you about the process and get you a free mystery shopper report to see how your center is doing.