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
  1. 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
  1. Preparing to sell
    • Knowing your product
    • Knowing your competitors
    • Developing conference and events packages
    • Benefits of add-ons
    • Working effectively with suppliers
  1. 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
  1. 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
  1. Delivering facilities and services
    • Delivering a successful event
    • Generating repeat business
    • Using feedback
    • Developing a personal action plan