HSMAI: Do you know what your meeting planners want?
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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?

Do you really know what your meeting planners waht?

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

  • 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 Services
    • American 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 SELL
    • They 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
    • [email_address]
    • 5115 Parkcenter Avenue
    • Dublin, Ohio 43017
    • (614) 766-5101
    • www.signatureworldwide.com