Whenever a client visits your office and you are certain that he will end up hiring you for his event, you need to be on your best foot to facilitate him. You should keep everything perfect so that he sees no harm in giving you his hard-earned money while finalizing his order with you.
You should provide the best environment for the client in your office so that he feels comfortable talking to you. Provide some free food or snacks so that he gets cozy and get in a chit chat with you. This conversation is going to be a very important milestone in every business deal. Because many of the secret likes and dislikes can be unveiled in this casual meeting.
In order to make your client more comfortable and trusting, you can share a sincere business idea with him. People love talking to those who are running professional businesses and if such a person gives you a free business idea and advice, that is going to be a very happy spot for your client.
Try to arrange a pre-event meeting so that your client can take a look at all the arrangements that you have made and get him confident that the event is going to be covered properly. Work out the best date for the pre-event visit so that you can close the deal by talking about a little advance payment. Do not ask for the full payment in advance as asking for it will make you sound a little greedy and that is not a good thing for future references.
When the client is signing the deal, you can give him an undisclosed but an already calculated discount for his courtesy of hiring your services. using such techniques in the process of booking an order will not make an impressive impression on your client, but it will also make him find himself morally forced to refer you to his peers. This little discount at the time of booking an order will get you more clients and you can repeat the above process to multiply your income and gain more clients.