Open Course
Scheduled courses for individual bookings available in some locations.
This essential one-day training programme is designed to provide managers, supervisors and front line staff with the skills to generate additional revenue from events and conference business, through a combination of thought-provoking presentation, stimulating group activity, essential tips and individual action planning.
Win More Conferences and Events covers:
1
Introduction
- High-quality, cost effective facilities and world-class customer service
- Personal objectives
- Knowing your customers
- Meeting expectations
2
Providing a quality product
- Identifying potential customer needs and expectations
- Industry standards
- Meetings and conference room facilities
- Business facilities and internet connectivity
- Food for thought
- Providing residential accommodation
- Accessible facilities and services
- Developing your team
3
Preparing to sell
- Knowing your product
- Knowing your competitors
- Developing conference and events packages
- Benefits of add-ons
- Working effectively with suppliers
4
Managing the enquiry process
- Converting the enquiry: reactive selling
- Using questions in the enquiry process
- Asking the right questions
- Developing a website that sells your venue
- Obtaining information
- Presenting customer benefits
- Managing enquiries
- Using add-ons to overcome price objections
- Successful showarounds
- Dealing with walk-in enquirers
- Closing sales and employing closing techniques
5
Developing sales
- Developing a sales and marketing plan
- Market research
- Pro-active selling
- Your target markets
- The sources of sales leads
- Prioritising sales leads
- The pro-active sales call
- Maximising the value of your website
- Search engine optimisation
- Using social media to generate sales
- Email marketing
- Successful networking
- Profiting from exhibitions
- PR activities
6
Delivering facilities and services
- Delivering a successful event
- Generating repeat business
- Using feedback
- Developing a personal action plan
