Effective strategies to win rfps for hotels and destinations

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Effective strategies to win rfps for hotels and destinations

  1. 1. Effective Strategies to Secure and Win RFPS for Hotels and Destinations<br />Keith Johnston<br />PlannerWire.net<br />
  2. 2. About me<br />How do I know what I know<br />
  3. 3. I currently consult with corporations and associations that are looking to build effective online strategies using social media to promote meetings and events<br />Keith Johnston<br />I have been in the meetings industry for 15 years<br />I have worked with clients including The Economist, Cisco Systems, Microsoft, Pepsi Cola, The State Bar of California and many more companies and associations<br />I am a board member of the Chicago Chapter of Site International <br />I have brought many programs to Mexico where thousands of my attendees have had amazing experiences<br />Today, we are talking about strategies to secure and win RFPs<br />Publisher and Chief Writer for the Industry Blog PlannerWire.net<br />
  4. 4. Your current situation<br />A look at what many hotels and destinations do to win RFPs<br />
  5. 5. Getting RFPs from a CVB or other destination organization<br />What are you currently doing to secure RFPs<br />Sending Brochures?<br />Making Phone Calls<br />Relying on technology solutions that deliver RFPs<br />Attending some industry events<br />This is OK, but it is also the reason you lose RFPs<br />
  6. 6. You need a new equation<br />Winning RFPs is the easiest thing to do if you are securing good RFPs<br />
  7. 7. Forward Thinking + Strategy = Quality RFPs<br />Quality RFPs convert faster to a sale<br />The most effective strategy to winning RFPs is to start long before a planner ever sends you the RFP<br />
  8. 8. How do you secure and win quality RFPs<br />5 Simple Ideas<br />
  9. 9. Lose the bad habits<br />
  10. 10. Be 100% clear about numbers in the proposal<br />Get out of bad habits to win RFPs<br />Return the RFP on time<br />Return the RFP according to instructions<br />Do not try and hide or bury costs<br />Do not try and deceive<br />SPELL EVERYTHING OUT<br />Biggest Problems Meeting Planners “Know” They Have with the RFP process - <br />
  11. 11. Winning and securing RFPs is more than a technology solution.<br />Technology is a tool; you should have many tools in your toolbox to get good RFPs<br />You cannot build a house with just a hammer<br />
  12. 12. A relationship is the most important tool to secure and win RFPs<br />“Relationships! We all got ‘em, we all want ‘em. What do we do with ‘em?”<br />--Jimmy Buffett<br />
  13. 13. Patience and Understanding<br />The keys to a successful sales relationship<br />Honesty <br />Peer to Peer Interaction<br />Respect<br />Trust<br />
  14. 14. If you are not building relationships, you are losing RFPs to hotels and destinations that are.<br />
  15. 15. When you have a relationship<br />A planner will give you more information than they give others<br />A planner will let you revise the RFP<br />A planner overlook simple mistakes<br />A planner will choose your property even if it costs more<br />A planner will fight to give you the business<br />A planner will be more honest about the RFP process<br />
  16. 16. This process is good but slow<br />How do you start the relationship?<br />You can meet planners at industry events<br />You can meet planners on site inspections<br />There is a better way<br />
  17. 17. Attack social media<br />
  18. 18. Use social media to find and interact with planners<br />Social Media is an untapped market for most hotels and destinations<br />Hotels and destinations that are using social media properly are winning RFPs<br />Social media builds HONEST relationships with planners<br />Twitter, Facebook and LinkedIn are all you need<br />Allows you to be in contact with hundreds of planners on a daily basis<br />A planner will buy from who they know<br />
  19. 19. Destinations use social media<br />
  20. 20. Destinations use social media<br />
  21. 21. Destinations use social media<br />Partnering with sites with a strong social media presence is very effective<br />
  22. 22. Hotels use social media<br />This is the Facebook page of the Atlantis in the Bahamas (if 1% of the 200,000 fans are planners, that leaves 2000 meeting and event planners)<br />
  23. 23. Planners use social media<br />This is the Twitter page of Mike McCurry of Experient<br />
  24. 24. Planners use social media<br />MPI Chapters use social media effectively to reach and educate their members and other planners<br />
  25. 25. If you are not using social media, you are losing RFPs to hotels and destinations that do<br />
  26. 26. Answer what you can win<br />
  27. 27. Stop answering RFP’s that you will not win<br />Planners price point is too low<br />Identify if the meeting planner is fishing<br />Program does not fit your property<br />Concentrate on RFPs that are in your sweet spot<br />Respond to ALL RFPs (even those you turn down, explaining why you are not submitting)<br />
  28. 28. If you are wasting time on RFPs that you cannot win, you are losing the time to properly win GOOD RFPs<br />
  29. 29. Confront the mediA<br />
  30. 30. Facts and figures are confusing<br />Violence and H1N1 issues in the case of Mexico<br />Confront the media head on <br />Americans are the smartest stupid people in the world<br />Stick to simple to understand narratives<br />Other destinations should do the same – The Gulf Coast, Japan, etc.<br />
  31. 31. You must confront the media issues facing your destination because other destinations are using it against you to win RFPs<br />
  32. 32. Dress for success<br />
  33. 33. Question<br />Would you let this man operate on you?<br />Then why would you book a resort destination from this man?<br />
  34. 34. Khakis and a simple button down are perfect<br />Wardrobe has a lot to do with winning RFPs<br />American Meeting and Event Planners are more casual than in other parts of the world<br />Leave the suit at home, it makes Americans uncomfortable (suits usually mean bad news)<br />Sell me your destination by what you wear<br />
  35. 35. If you are not dressing for success, you are losing the battle with other destinations and properties<br />
  36. 36. Stop Answering BAD RFPs<br />The Wrap Up<br />Eliminate Bad Habits<br />Build relationships<br />Confront the American Media<br />Dress for Success<br />
  37. 37. THAnk You<br />
  38. 38. QUESTIONS - <br />Contact Me:<br />PLANNERWIRE.NET<br />keith@plannerwire.net<br />Twitter: @plannerwire<br />Facebook: fb.com/plannerwire<br />LinkedIn: KeithGJohnston<br />

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