My mom is a caterer, and so she typically gets contracts to cater for events.

I had been understudying her and as such understood how the contracts came about. I also realized she lost a number of them because they couldn’t reach a consensus on pricing.

You see, our home served as her office too. So, I’d typically listen in to the conversations and found out the specific points where the deals fell through. This didn’t seat well with me and I decided I would do something about it. I mean, this was where sho got to feed and send us to school from so…

On this particular day, an intending couple who were referred to her visited to negotiate for her to cater for their wedding reception. The wife-to-be listed all they wanted on the menu and how the meals would be served. A combination of buffet and normal cooler style.

On disclosing their budget, my mom informed them that they cannot get a buffet-style wedding at that price, so the couple agreed to shelve it and asked that guests be served normally. Still, their budget was not enough to pay my mom. The disparity was 30K and the couple couldn’t afford to add that. My mom did not seem like she would make the concession too. The deal was going to fall through. Again.

I was listening from my room and didn’t like how the business deal wasn’t going to work, so I walked out and joined them in the sitting room. My mom was surprised but introduced me as her daughter.

After I sat down, I faced the wife-to-be and asked her if she really wanted an amazing wedding reception with great food and awesome service, and she responded in the affirmative. I told her that we’d take her contract. She smiled sadly and informed me that my mom had already turned them down due to pricing.

I informed her that I was aware. However, she would have to make a consensus too. I offered her a deal: 👇

• She pays the full money (including the 30K that was going to spoil the deal).
• My mom will cater for her wedding reception and give her both the buffet and cooler service that she wants.

Her eyes lit up and she asked me if that was possible. I answered in the affirmative and she agreed. My mom was visibly shocked but I knew she’d understand when I explained to her later.

The husband-to-be agreed to the terms and they wired my mom a 50% down-payment. Deal closed. 🤝

After they left, my mom asked why I did that. She reminded me that buffet service attracted extra charge and I gave it off for free.

So I sat my mom down and reminded her that:👇

• She already has the buffet stands and as such will not be incurring extra charges to use it for the couple.
• I reminded her how she saved up and bought those buffet stands because she wanted it to get her more contracts. The buffet stands were already her asset and as such should seal more deals for her.
• I informed her that negotiation goes beyond pricing. Sometimes, you infuse some value-added-services to close deals, and in this situation the buffet service was it.
• I reminded her that I got her the extra 30K that was going to make the deal fall through, so, her money was complete. All she needed to do was use her buffet stands for them. O tán. 👌
• Finally, I reminded her that the intending couple came on referral, and that upon delivering excellent service to them, will recommend other customers to her too.

Guess what?

My mom smiled, nodded her head and said: “Óò nwa m. That’s why I sent you to school.”

She’s right shaa. 😂 🤣 😂

Anyways, I ensured to follow through with the wedding to ensure we gave the couple an excellent service, and my duty was complete.

Deal closed. ✅
Service Delivery. ✅
Customer satisfaction. ✅

I advised my mom to follow through with similar tactics in subsequent negotiations instead of letting some deals fall through.

I have over time learned that in business, it is important to know when to reach a consensus with a client, and when to stand your ground on existing terms.

“There is more to negotiation than pricing.”

PS: My mother’s business roll-up banner still has me as the model. 😊 😂