Flower & business design insights, inspiration, and advise for the modern day florist (or wannabe florist).
A walk through is when you go to your prospective client's establishment and assess their lighting, decor, foot traffic, and locations of their flower arrangement installations. A walk through can be complimentary or you can charge a fee that is applied to their order if they chose to book you, or you can charge whatever your heart desires.
At the end of the walk through the client will know what it will take monetarily and visually to achieve their desired end result.
At the beginning of the walk through...
Coming off as an aggressive salesperson is a no-no when doing a walk through with a prospect. Instead you will want to do the following. Be on time for the walk through, listen into what the client wants, observe the spaces where the installations will be, make a note on the current decor/ambiance, and stay inspired. You can stay inspired and make a great impression by knowing the brand/business ahead of time. What is their story, what are their customers like, etc. Do your homework and this alone will give you major points.
During the walk through with your client...
By the time you are on the walk through you should have a general idea of what the client is looking for and their desired budget. You don't want to suggest peonies and antiques in a space that is clearly art deco and in need of bright/bold blooms. If you are using one of our corporate flower stylist walk through workbooks, then you could even have the proposal completed by the end of the walk through.
At the end of the walk through...
This is where you make your offer with a sense of urgency clause. You can let them know the offer is good for the next 5 days and if they book on the spot with you they can get a complimentary delivery service, or a week of service free. You can work out the details and create an offer incentive that would make them take action while you are there.
For more details on selling while conducting a walk through with a client, checkout or corporate flower stylist challenge.