5 Quick Tips to Close the Deal for More Bookings

Last updated on June 29, 2022

In 1992’s Glengarry Glen Ross, Alec Baldwin’s smarmy sales lead Blake utters the iconic line, “Coffee is for closers.” Closing is at the heart of gigs and sales. Even though it is the bedrock of your revenue, it’s often the most overlooked. These quick tips can help you improve your sales pitch technique and close the deal.

1. Respond quickly

According to the RAIN Group, 71% of buyers want to hear from you early in the process. Taking too long to respond to your leads gives your competition time to connect and evaluate bids and work for a better deal. The early bird gets the worm, and experience tells us all that talent + productivity = money. This is true on GigSalad, too, as many of our users plan events only two weeks ahead of time and are ready to buy!

Harvard Business Review released a study that revealed, “Firms that tried to contact potential customers within an hour of receiving a query were nearly seven times as likely to qualify the lead…as those that tried to contact the customer even an hour later.” Set a goal to respond to all leads within 5 minutes so you can catch those who have just entered the sales cycle. 

📱 Pro tip: Sign up for text notifications to make sure you never miss a GigSalad lead!

2. Follow up on every lead

Sales is a numbers game. Following up on every lead ensures that you’re staying on the hunt for those bookings that can make your year. Remember, you don’t need to book every lead, just the leads that bring you the revenue you need. However, you’ll never close a sale without connecting to every potential client that comes across. 

Make a commitment to respond to every lead, even the window shoppers and bargain hunters. You may not hear back from them all, but don’t be discouraged. You did your job, and if you stay diligent, those leads will start to convert. 

Our Director of Customer Experience, Megan Price, frames it this way:

“If you owned a brick-and-mortar store, you would say hello to each person that entered because you never know who is going to buy something.”

For some, it may seem overwhelming to answer every lead that comes through. That’s where features like saved messages and quotes on the GigSalad platform work in your favor. You can create responses and quote packages beforehand, and then appropriately share them as you reply to each quote. Before you start, take some time to brush up on your communication skills so you can build great relationships from the first message on!

📖 Read this: Get answers to frequently asked questions about how to respond to leads from potential clients.

3. Stay positive

Approach your clients with a positive and upbeat attitude that shows you’re ready to make their event something amazing. The key to knowing how to close a sales deal is being a great problem solver (and making visions come to life). Each lead is your opportunity to help someone solve a problem, answer a question, or make a wish come true. Want a face painter for your child’s birthday? I’ve got you covered! Do you need a sassy bartender for your bachelorette party? I can do that! And remember that even though the entertainment or service world is second nature to you, your clients may need help navigating everything. Your positive attitude can seal the deal between you and your competition.

Focusing on the client’s needs and expectations results not only in closing this deal, but creating future repeat clients that will book you over and over again. Your client is not the professional you are, so make the commitment to be their friend in the business. 

And finally, be fearless. Our Sales Agent, Kristin Dobbs, puts it this way, “Putting yourself out there to possibly be rejected can be scary. Shake off that fear and know that if they decline your price, you can always negotiate. Being good at sales takes a thick skin and comes with practice. The more you do it, the easier it gets.”

4. Don’t forget your bottom line

Your clients have a budget and they know what they can spend. While the conversation about money is always awkward, you can take the reins and start things off. Avoid overwhelming them with too many options or details upfront and offer a baseline price instead. Once that’s on the table, you’ll know if it makes sense to keep talking about final details and costs or if you’re not a good fit for your client. Know your worth and don’t be afraid to share why you’re worth the amount you’re asking. After all, memories are priceless and you should help your clients see how you can make their events unforgettable.

5. Be flexible (but not breakable)

Similar to the advice on focusing on the bottom line, be willing to seek out options to lower the overall cost without breaking your profits. Provide solutions and customized experiences that communicate your willingness to meet their needs. Perhaps you can offer a shorter performance, a smaller group, or even a virtual performance to cut down on travel costs. Be creative and work with your clients to find a solution that is a win-win for both of you! As Adam Wiggins of HubSpot pointed out:

Don’t lower the price for the same services, but explain which services would be removed for a lower price. This keeps the integrity of your service and gives them options to choose what they want. 

Just like the talent you’ve developed over time that you’re ready to make money doing, getting gigs and closing bookings are skills that can be learned and talents that can be strengthened. Commit to trying a few of these tips on your next booking interaction and keep developing them until your confidence in business matches your skill in entertaining and performing!