HSMAI: Do you know what your meeting planners want?

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 ServicesAmerican 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 SELLThey 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

amberfox@signatureworldwide.com

5115 Parkcenter Avenue

Dublin, Ohio 43017

(614) 766-5101

www.signatureworldwide.com