Corporate Training By Zack Academy - Event Management - Venue Sales Accelerator

Why Should You Take This Event Management - Venue Sales Accelerator Course?

Are you looking to increase your venue’s bookings? If so, arm yourself with the strategies and tactics you need to succeed. In this detailed Event Management - Venue Sales Accelerator course, we’ll dissect the elements that go into a successful sales strategy for a wide range of event venues. Participants will leave with the confidence and tools to navigate your clients’ needs, close more in-bound inquiries, and prospect to develop new leads. Self-analysis quizzes, role-playing and case studies, based on actual sales situations, are the thrust of this dynamic sales program. This course is designed for banquet, catering or event sales managers responsible for booking their venues for private events, meetings, and conferences.

Learning Outcomes Include:

1. Where and how to find new leads.
2. How to develop winning proposals.
3. How to effectively negotiate a win-win agreement.
4. How to effectively close the sale.

The Following Topics Will Be Covered:

Taking A Strategic Perspective

• The triple crime of the empty room
• Leveraging your time in the sales process
• The lost art of hospitality

Client Discovery: Closing More Inbound Leads

• Dynamic pricing options
• The goal of the initial call or email exchange
• What information to gather
• What information to share
• How to evaluate the prospect
• Should you discuss price or date availability

Prospecting & Lead Generation

• Sources of new leads
• Understanding the sales funnel
• Why people put off prospecting, and how to fix this
• Honing your elevator pitch
• How to vary your pitch based on who you're pitching
• 'Pull Prospecting': getting prospects to come to you
• Networking tips

Growing Your Accounts

• Classical networking
• Attending industry related functions
• Becoming involved philanthropically

Special Tips for Booking:

• Weddings
• Fundraisers
• Association events
• Meetings & conferences
• 3rd party referral agents

Knowing Your Property

• Points of differentiation with your competitors
• Objections & responses
• Features vs. benefits
• F.A.Q.s

Conducting the Perfect Site Tour

• Advance prep
• How to structure the tour
• Little touches that make a big difference
• Customizing the tour

Developing Winning Proposals

• Identifying & addressing decision making factors
• Understanding the decision making process
• Comparing your proposal to the competition's

Negotiation Techniques

• Understanding negotiating styles
• Maintaining price integrity
• Identifying common tactics and how to respond
• Avoiding the "divide and conquer"
• Role playing exercises
• Self-analysis quiz

Post-Event Debrief & Follow Up

• Positioning your venue for the re-booking
• Multi-year contracts
• Addressing feedback constructively
• Common complaints from clients and how to respond

Syllabus

Taking A Strategic Perspective

• The triple crime of the empty room
• Leveraging your time in the sales process
• The lost art of hospitality

Client Discovery: Closing More Inbound Leads

• Dynamic pricing options
• The goal of the initial call or email exchange
• What information to gather
• What information to share
• How to evaluate the prospect
• Should you discuss price or date availability

Prospecting & Lead Generation

• Sources of new leads
• Understanding the sales funnel
• Why people put off prospecting, and how to fix this
• Honing your elevator pitch
• How to vary your pitch based on who you"re pitching
• "Pull Prospecting": getting prospects to come to you
• Networking tips

Growing Your Accounts

• Classical networking
• Attending industry related functions
• Becoming involved philanthropically

Special Tips for Booking:

• Weddings
• Fundraisers
• Association events
• Meetings & conferences
• 3rd party referral agents

Knowing Your Property

• Points of differentiation with your competitors
• Objections & responses
• Features vs. benefits
• F.A.Q.s

Conducting the Perfect Site Tour

• Advance prep
• How to structure the tour
• Little touches that make a big difference
• Customizing the tour

Developing Winning Proposals

• Identifying & addressing decision making factors
• Understanding the decision making process
• Comparing your proposal to the competition"s

Negotiation Techniques

• Understanding negotiating styles
• Maintaining price integrity
• Identifying common tactics and how to respond
• Avoiding the "divide and conquer"
• Role playing exercises
• Self-analysis quiz

Post-Event Debrief & Follow Up

• Positioning your venue for the re-booking
• Multi-year contracts
• Addressing feedback constructively
• Common complaints from clients and how to respond