the secret weapon to generating revenue + group business at your venue
TRANSCRIPT
The Secret Weapon to Generating Revenue + Group Business at Your Venue
+
+Today’s Agenda
● How a property or venue can get into the Planner’s mindset (and close more deals)
● How to be a partner with the client instead of being a supplier
● Why floor plans are the real secret weapon in a property's sales toolkit
● Q + A
+Meet your presenters!
Ciara Feely Conference Converter
● Hotel Conference Sales Catalyst, Facilitator, Speaker, Author @ Conference Converter
● Founder @ FindAConferenceVenue.com
● Hotel Sales with IHG, Omni San Francisco, Killarney Plaza Hotel
+Meet your presenters!
Laura LopezSocial Tables
+Housekeeping Items
1) Always ask yourself: how can I apply this to my role?
2) Steal everything!
3) Ask questions!
4) Feel free to leave any time!
+Why are we doing this webinar?
● You are hungry to WIN more business.
● You are looking for the edge on your competitors.
● Expectations have never been higher.
● Competition is fierce.
+
POLL!
+The Planner Mindset
How does a planner buy?
Don’t just churn out RFPs, understand the client’s point of view. Match how you can help them overcome their problems.
What is most important to them when they evaluate a space? Ask powerful questions!
+Knowing the Buying Process of the Client
+Floor Plans as a Sales Secret Weapon
● How do planners read floor plans? ● Don’t leave anything to chance-- make no assumptions,
put it in the floor plan● Floor plans as virtual site visits● Floor plans are a conversion tool - use them to convert
leads
+
Bottom line: The Planner must be able to
visualise their event in your space.
+A Floor Plan that can lose you business
+A Floor Plan that helps you visualize
+A Floor Plan that really helps visualise
+Example in action: Fuse Chicago
+Example in action: Fuse Chicago
+Great example of an overall Floor Plan
+Delivering a Winning Pitch
Know what’s most important to them
Prove you can help them
Package to make it easy
+
POLL!
+
Questions?
+Need more resources?Ciara’s Book - launching in October, pre-selling now for $15Stop Selling - Build Trust and WIN - How to Stand Out, Sound Different & WIN More Conference Business! Register on www.ConferenceConverter.com/book
WebsitesConferenceconverter.com
MPI Online Course on the first 3 Steps in the Client’s Buying Process: http://www.mpiweb.org/MPI-Academy/vsc
VideosBuilding Trust: https://www.youtube.com/watch?v=0QctW_PYn-wTips for Proposals: https://www.youtube.com/watch?v=KlqyHDAlIYA
Social Mediahttps://ie.linkedin.com/in/ciarafeely @Venue_finder on Twitter
