Closing Sales

When we are trying to close a catering deal, it is very common to consider lowering the price. In some cases this is a good option, but in general we advise avoiding this strategy. 

It is important to remember that you are providing a service beyond just the product. You have a fixed amount of time, and busy days like Saturday typically book up. You do not want to find yourself with a small event or heavily discounted event that prevents you from a larger opportunity. 

Instead of offering a discount, we recommend offering the suggested price (including some percentage discounts based on quantity) initially. If they come back and ask for a discount, you then need to think through all of your expenses to accommodate the request (vehicle availability, cost of staff, cost of supplies, cost of pops, your time to schedule and manage), potential opportunity lost, and if you think they would be willing to close without a discount. Remember, you can always offer a discount later in the process, but it is difficult to take it back once it has been offered.