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DO YOU KNOW WHAT YOUR MEETING PLANNERS WANT? Meeting Planner Panel Discussion
Panelists <ul><li>Donna Johnson , Strategic Account Director, Courtesy Associates  </li></ul><ul><li>Elisa Perodin , Manag...
IT’S COMPETITIVE OUT THERE. ARE YOU READY TO SUCCEED?
<ul><li>“ There are many new trends in the meetings industry today but nothing will take the place of the planner to selle...
What are the trends? <ul><ul><li>Interactiveness </li></ul></ul><ul><ul><li>Social Media </li></ul></ul><ul><ul><li>Menu D...
Number 1 Need <ul><li>Technology </li></ul>
How to Sell To It <ul><li>Knowledge </li></ul><ul><ul><li>Technology </li></ul></ul><ul><ul><li>Your Own Space </li></ul><...
Do It Today – Tradeshow Sales <ul><li>ROI </li></ul><ul><li>Etiquette </li></ul><ul><li>Communication </li></ul><ul><li>Kn...
Do It Tomorrow – Sales Technique <ul><li>How are we using it now? </li></ul><ul><ul><li>Insert calls </li></ul></ul>
Furthering the Sales Relationship <ul><li>Be the Expert </li></ul><ul><li>Lay the Relationship Groundwork  </li></ul><ul><...
PROSPECTS  WHERE TO FIND THE WHAT TO DO WITH THEM
<ul><li>95% of salespeople said they can SELL </li></ul><ul><li>They just need to get in front of more  prospects . </li><...
Definition <ul><li>Prospecting is searching for leads of potential business. </li></ul><ul><li>Prospecting is not creating...
Prospects Now <ul><li>MEET Tools </li></ul><ul><ul><li>Software Matchmaking </li></ul></ul><ul><ul><li>Exhibitor Invite </...
When You Leave <ul><li>HSMAI Tools </li></ul><ul><ul><li>Meeting Planner List </li></ul></ul><ul><ul><li>Focus Groups </li...
Using Technology <ul><li>Search </li></ul><ul><li>Communicate </li></ul><ul><li>Brand Yourself </li></ul><ul><li>Social Me...
 
Explore – LinkedIn <ul><li>LinkedIn </li></ul><ul><li>Blogs </li></ul><ul><li>Google Alerts </li></ul><ul><li>Review sites...
 
Finding Your Voice <ul><li>Consistency </li></ul><ul><li>Short and Sweet </li></ul><ul><li>Remember the Goal </li></ul>
Blogs – Technorati - Alltop
Google Alerts <ul><li>Search Tips </li></ul><ul><li>Referrals </li></ul><ul><li>Be an Expert </li></ul>
 
Locator
Getting a Response <ul><li>Phone message </li></ul><ul><li>Email </li></ul><ul><li>Referrals </li></ul>
Creating a Plan <ul><li>When </li></ul><ul><li>How Many </li></ul><ul><li>Where </li></ul>
<ul><li>Within 30 days of getting a lead, what percent of salespeople do the following: </li></ul><ul><li>48% averaged 1 c...
<ul><li>Within 30 days of getting a lead, what percent of salespeople do the following: </li></ul><ul><li>80%  of closed s...
Final Prospecting Plan <ul><li>Goal and Allotted Time </li></ul><ul><li>Trade Show Leads </li></ul><ul><li>Ongoing HSMAI L...
<ul><li>Amber Fox </li></ul><ul><li>National Director of Sales - Hospitality </li></ul><ul><li>(614) 766-5101 </li></ul><u...
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HSMAI: Do you know what your meeting planners want?

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Do you really know what your meeting planners waht?

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Transcript of "HSMAI: Do you know what your meeting planners want?"

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