From: "" <wynnlindybell@msn.com>
To: balloondeco@balloonhq.com
Subject: Quoting Prices Over The Phone
Date: Sun, 12 Aug 2001 01:08:37 -0700

Many people say they never give out prices because it might be a 
"competitor" trying to find out what we charge.  We believe that if a 
competitor wants to find out what we charge, he/she has many different ways 
to do that, the worst of which is to have a "fake" bride set up a 
consultation with us to find out our prices.  Our time is too valuable to be 
wasting it on "Fake" consultations or fishing expeditions, so we just don't 
worry about it.  We also feel that way about handing out our brochures with 
prices on it at bridal faires.   We have always been willing to quote 
certain prices over the phone.  Many people in our industry disagree with 
us, but we believe that if the ONLY thing the person is looking for is the 
cheapest price, then we don't want to waste her time or our time.

All that having been said, however, always keep in mind that you can never 
be sure that a person who asks for prices over the phone is always "just a 
shopper."  Therefore, once we have given him/her the price to the best of 
our ability on the item she is asking about, we always attempt to continue 
the conversation by asking questions such as "Where are you holding your 
reception/event?"  Then, when she answers, we say something like "Oh, we've 
decorated there many times.  There's a perfect place for our Magic Moment 
Walk-through Heart right on the inside of the left entry.... and Fantasy 
Clouds are absolutely stunning on the right wall... is that where you're 
planning to have your head table?" or something to that effect.  This will 
usually set us apart from our colleagues because #1, we didn't try to beat 
around the bush about our pricing, and #2, she knows we've decorated at her 
venue before.  Both of these things give us instant credibility with her.  
Always remember that you have only 35 seconds to make that first impression 
on the phone.  Make that 35 seconds work in your favor!

By the end of the conversation, we've usually made friends with her and have 
been able to book a consult.  At the very least, we have her address to send 
out a brochure ...yes, WITH our prices on it!  :)

Lindy
Wynn & Lindy Bell, CBA's
Final Touch Balloons & Event Decor
Portland, Oregon
503.469.8885
See us on the web at:  www.finaltouchballoons.com
"Save a Tree... Buy a Balloon!"