New Business Skill Development: Convert More Meetings to Revenue
10 steps to win more new business from first meetings
Too often ad agency principals and new business people approach their first meeting with a prospect as an opportunity to "show up and throw up". I've seen it happen repeatedly over the last
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Sometimes clients might just not value the benefit. I worked once at an airport where a fellow consultant showed them how to change their processes so they could get 1 or 2 extra flights in and out per landing bay every day. Unfortunately, as the airport was putting in planning permission to build a new terminal and citing lack of capacity as the reason why, that was certainly a benefit they didn’t value at the time.
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Typically the feedback process should begin prior to the event start and by taking actions that will positively impact the client’s early perceptions. In fact, there is a lot to be learned by getting online feedback before and after an event, so that when the next group arrives for the pre-convention dialogue, everyone has already stepped up their game and is now more prepared to deliver an even better meeting experience.
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It is more critical than ever to know your meeting planners and how they perceive the entire service experience, from the initial planning stages and during the event timeline, from start to finish. More often than not, if they are dissatisfied, few may complain and the rest simply switch to another venue provider.
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