Event planners are the types of people who like to have their hands in several proverbial pots. To be a successful event planner, you also have to be a good marketer, negotiator, and leader.
In addition, event managers often have to make soirees into fields like design, catering and AV. The field of audiovisual technology especially, is a crucial part of any and every event, and is often a gap in the knowledgebase of aspiring and novice planners. Below are 5 questions Event Planners didn’t even know to ask an AV provider:
- Have Fun on your Sales Call
The word “fun” is precisely what you must have to drive break-through selling.
The point is that it may be difficult for both of you – so do your best to make it fun. Bring upbeat energy to the call, ask about them, and use creativity to move forward toward selling a solution. - Positivity is Your Secret Weapon
How many individuals are bored and/or stressed at work? How many times have you been bored or stressed at work?
Knowing that a large number of employees are just that – strive to be the bright spot of your prospect’s day! Smile before you make the call, assume that the other person will be glad to talk to you, and when you pick up that phone and call – bring positive energy to the interaction.
This may sound new-age, but we all have had the pleasure of connecting with someone happy on the other end of the phone, and it does make a difference. Strive to be different and memorable in a good way! - Don’t be Lazy and Use Tired Old Sales Scripts!
Just as an upbeat approach is refreshing, so is a creative approach. Regardless of how positive you are, if you attempt to engage someone with a tired old sales script – you will not succeed. Just imagine a scenario where you are looking and feeling great, and you attend a party in the hopes of meeting a member of the opposite sex.
You then see a very attractive person across the room, and knowing that you look great – you approach them with confidence. Their gaze shifts to you, their lips break into a big smile, and then you say “Hi, I’m Jim and I’d like to talk to you about why I’m great”. This would never work and you would never do it! So, most certainly it won’t work when you are selling. - Don’t Argue with Your Prospect
Remember, that most people already have their minds made up. Also remember that you are not going to change their mind by arguing with them. If they say “Your Event did not work for my business”… instead of getting defensive and disagreeing – why not use this as a great entrée into discussing what does work for them?
Ask them about their business, get them engaged and talking, and they will relax. Then, after they have spoken about themselves – you can subtly point out that your event DOES work for many people – so you would love to figure out how to make it work for them. That is really the best approach! - Use “Storytelling” to You Advantage
People, as a rule, like to hear about themselves. So, use the power of story to get your prospect engaged.
In Conclusion
These 5 tips should help get you started on the road to becoming an highly effective, incredibly memorable, and super successful sales person in the event industry.
Just because you are selling booth space, a program at an event, an event overlay, or a sponsorship does not prohibit you from being creative, being upbeat, and having fun calling with an energy that makes their day and yours. So go for it!!!
(Social Coup LLC)