Cater+Event Schedule 2027
Upsells, Downsells, and "Oh, Wells": Creating a Peaceful and Profitable Sales Flow
Most event pros are not losing bookings because of price. They are losing them because their sales process is held together with hope and good intentions. There is a better way, and it does not require you to become someone pushy or fake.
In this session, Terrica walks you through a sales flow that feels natural and pays well, from the first inquiry all the way to the final yes. You will learn how to offer upsells your clients are genuinely glad you mentioned, how to use a smart downsell to save a booking instead of losing it, and how to release the deals that were never the right fit (the oh wells) without guilt or second-guessing. She brings the exact language to use when a lead lands in your inbox, the kind that builds trust and moves people to a confident decision.
Whether you cater, design, produce, or plan, you will leave with a repeatable flow that raises your average sale, ends the feast-or-famine rollercoaster, and protects your energy in the process. This is selling for people who do not like to feel salesy, taught by the woman who built her name getting clients to yes.