Learn how you can grow your event revenues with housing management.

1. How to grow your
housing business
Jan Altmann

2. Index
Mindset & Trends
Market segmentation.
Lead creation.
Effective campaigns.

3. What do you need to do to
grow your housing
business? Tip
It is a simple idea yet
hard to do.
It is a professional skill
yet not always has a
title.
We do it daily yet aren’t
necessarily aware of it.
Mindset & Trends

4. Just one thing. Selling!
Growing your business is always a sales job.
Tip
There is two types of
accounts to grow:
• existing accounts
• new accounts
Mindset & Trends

5. Who is spending more than
50% of their time in sales?
Mindset & Trends

6. Serving and selling are
same same but different -
ask questions and deliver
value.
Mindset & Trends

7. Mindset & Trends
The future of the meetings
and events industry is going
to be driven by midsize
cities.

8. Mindset & Trends
There is little doubt that
lower commission on room
rates is the new reality of
the industry today.

9. Mindset & Trends
Hotel rates are expected to
increase 3.5% in North
America in 2018.

10. Market segmentation
How do you currently
segment your (potential)
housing customers?

11. Market segmentation - in theory
Geographic
Demographic
Psychographic
Behavioural
Tip
Don’t be too academic.

12. Market segmentation - questions to answer
What are your customers
challenges & frustrations?
What are your customers
goals & priorities?

13. Market segmentation - ideal organizer
North American contact.
Low maintenance.
Organizes
multiple events.
Tip
Keep in touch - even
years after an event has
concluded.

14. Market segmentation - ideal event
High room night quantity.
Recurring event.
Relatively long event.
Established event.
Tip
Optimize revenue based
on event season.
Revisit your pricing
strategy.

15. Lead creation
How do you currently
create new leads?

16. Lead creation - easy steps
Revisit your web presence.
Your email signature.
Create a quiz. Tip
It doesn’t have to be big
steps in the beginning.

17. Lead creation - content
Provide best practices for a
challenging tactic.
Offer a deep-dive answer
for a tough question.

18. Lead creation - content
Create a list of useful tools.
Make a checklist.
Compile examples for
people to learn from.

19. Lead creation - content
Create a useful
spreadsheet.
Make help videos to solve
an issue for prospects.

20. Lead creation - LinkedIn
Use your tagline.
Use the publishing options.
LinkedIn Sales Navigator.
Connect with your tribe.

21. Create effective campaigns - best practice
Create different lists based
on your market
segmentation criteria.

22. Create effective campaigns - best practice
Create leads per market
segment with easy steps,
content and LinkedIn.

23. Create effective campaigns - best practice
Create segment specific
stories - 4-5 emails long.
Include one clear CTA.
Track results in your CRM.

24. Create effective campaigns - best practice
Follow up verbally on
campaign.
Keep the momentum with a
monthly newsletter.

25. Pitch housing to potential clients
What’s your biggest
takeaway from this session?

26. The end
Happy Sales!
Jan Altmann
Growth Manager
604 899 1069
Tip
The Meetingmax team is
always here to help, just
let us know how we can
help you grow.
jan@meetingmax.cc