HSMAI: Do you know what your meeting planners want?
30
DO YOU KNOW WHAT YOUR MEETING PLANNERS WANT? Meeting Planner Panel Discussion
-
Upload
signatureworldwide -
Category
Business
-
view
467 -
download
2
description
Do you really know what your meeting planners waht?
Transcript of HSMAI: Do you know what your meeting planners want?
DO YOU KNOW WHAT YOUR MEETING PLANNERS WANT?
Meeting Planner Panel Discussion
Panelists
• Donna Johnson, Strategic Account Director, Courtesy Associates
• Elisa Perodin, Managing Director, Coulter Events
• Mandy Davis-Aitken, Assistant Director, Annual Meeting Member and Meetings ServicesAmerican Society of Clinical Oncology
IT’S COMPETITIVE OUT THERE.ARE YOU READY TO SUCCEED?
“There are many new trends in the meetings industry today but nothing will take the place of the planner to seller relationship.”
What are the trends?
– Interactiveness– Social Media– Menu Driven– Short Bookings– RFP– Feedback and Follow up– Luxury – Is it or isn’t it– Experiential– Green
Number 1 Need
Technology
How to Sell To It• Knowledge
– Technology– Your Own Space– Their Business/Needs– HSMAI– Events
• Partner• Ease of Working with you• Creativity• Packaging• Site Inspections
Do It Today – Tradeshow Sales
• ROI• Etiquette• Communication• Knowledge Over Gimmick
Do It Tomorrow – Sales Technique
• How are we using it now?– Insert calls
Furthering the Sales Relationship
• Be the Expert• Lay the Relationship Groundwork • Show Professionalism• Response and Reliability• Master Sales Skills• Build Trust
PROSPECTS WHERE TO FIND THE
WHAT TO DO WITH THEM
95% of salespeople said they can SELLThey just need to get in front of more
prospects.
Definition
Prospecting is searching for leads of potential business.
Prospecting is not creating interest or building relationship.
Prospects Now
• MEET Tools– Software Matchmaking– Exhibitor Invite– Interactive Lunch
When You Leave
• HSMAI Tools– Meeting Planner List– Focus Groups
Using Technology
•Search
•Communicate
•Brand Yourself
•Social Media
Explore – LinkedIn
• LinkedIn• Blogs• Google Alerts• Review sites• Facebook• Foursquare
Finding Your Voice
• Consistency• Short and Sweet• Remember the Goal
Blogs – Technorati - Alltop
Google Alerts
• Search Tips• Referrals• Be an Expert
Locator
Getting a Response
• Phone message• Email• Referrals
Creating a Plan
• When• How Many• Where
Within 30 days of getting a lead, what percent of
salespeople do the following:
• 48% averaged 1 client contact per lead
• 13% averaged 2 client contacts per lead
• 7% averaged 3 client contacts per lead
• 1% averaged 4 client contacts per lead
Within 30 days of getting a lead, what percent of
salespeople do the following:
• 80% of closed sales take a minimum of 5
client contacts per lead!
Final Prospecting Plan
• Goal and Allotted Time• Trade Show Leads• Ongoing HSMAI Leads• Target Search• Expertise• Number of Contacts
Amber Fox
National Director of Sales - Hospitality
(614) 766-5101
5115 Parkcenter Avenue
Dublin, Ohio 43017
(614) 766-5101
www.signatureworldwide.com
