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Maximising Your Business Development
Maximising Your Business Development 2010
Speaker: James Lee from Maxima Training
Thursday 10th June, Manchester Conference Centre A practical, interactive and valuable 'health check', to help all participants ensure they have the right tools, techniques and processes in place to optimise their business development this year. This short taster session will share best practice from around the industry, challenge existing protocols and out dated business development principles, equip those who attend with some tips and techniques to take back to their venues but also hint at the benefits of investing in business development training.
This thought provoking session hosted by the MIA proved to be very beneficial and I wanted to share some salient points:
Speaker: James Lee from Maxima Training
Thursday 10th June, Manchester Conference Centre A practical, interactive and valuable 'health check', to help all participants ensure they have the right tools, techniques and processes in place to optimise their business development this year. This short taster session will share best practice from around the industry, challenge existing protocols and out dated business development principles, equip those who attend with some tips and techniques to take back to their venues but also hint at the benefits of investing in business development training.
This thought provoking session hosted by the MIA proved to be very beneficial and I wanted to share some salient points:
Enquiry Handling
- Listen to clients! Do not ask them their name and company if they have already introduced themselves when they came on the line
- Sound interested in what they are saying, show an interest in their event
- Ask why they are hosting the event, who is attending the event – these answers can allow you to tailor the package requirements to their individual needs
- Give thorough detail in the proposal to the client – tell them everything that is included in the rate
- Ensure you have prepared PRIOR to the site visit
- Inspect the rooms quickly prior to the client’s arrival – are all meeting rooms and bedrooms presented as they should be?
- On client arrival – don’t keep them waiting to see you
- Do not go through the entire enquiry again – this information has already been provided
- Have drinks waiting for the client in the main meeting room – after all this is the main space they have come to see
- This is an up selling opportunity too, if there is an extra charge for Danish pastries, bacon sandwiches – have this waiting for the client to sample
- Is there a screen in the main room? Could you have a welcome message or the company logo on display?
- Highlight the RELEVANT benefits and features of the room to the client – ask them what they need and explain how they could utilise the room for their event, help them to visualise it
- In bedrooms if you have wi-fi available, why not have a laptop on display with the company website to demonstrate the internet access?
- Demonstrate the quality of service – this is key to what the client will be looking for
On the day
- Ensure reception staff are aware of the event and where it is taking place
- Meet and greet for the organiser – advise point of contact if assistance is required
- Is there promotional material available near the conference room to encourage delegates to return for a business or leisure visit?
- Ensure contact is made at the venue after the event for initial feedback, explore opportunity for a return visit.
- Empower the operations team to make sales!
If you are interested in joining the MIA under their AIM accreditation scheme, we do have limited funding available to subsidise membership. For further information contact:
Fiona Brown
Business Tourism Account Manager
T: 01244 405629
