We had such a fun time at ASAE Springtime gathering winning sales tips for our Sales’d It! series. We captured so many great tips that we had to break the content into a multi-part episode for you!
As we head into ASAE Annual in Salt Lake City, Utah, it would be great to utilize some of these sales tips and keep them in your mind as you are walking up and down the aisles looking for fresh ideas and new partners for your events.
What did we learn?
Stacey Mills from IAAPA mentioned making their exhibitors’ lives easier is a great way to make sure they return year after year. That is a great sales tip but also a fantastic customer service attitude. Allowing your exhibitors to access a one stop shop portal to enter any custom forms you collect, accessing a single sign on to registration, general service contractor, as well as housing, will make the exhibitors feel like you have personalized their entire experience. Wowsa! That makes me want to be an exhibitor right now! The key point to remember here; keeping things simple and easy to use will keep your retention rate high.
Amy Durkin and Jennifer Sweet from NCEA mentioned two key learnings for everyone. Make sure you do your research on any potential exhibitor. This may sound like a no brainer but in the high paced, fast moving world of event planning, it is sometimes very hard to find the time to research before reaching out to prospects. With that said, it is an extremely important habit to get into and you should definitely find the time to do some research. Do not limit this practice to just exhibiting prospects. Make sure you research your own exhibitors before reaching out for sponsorships. This ties into the next learning of personalizing your outreach. If you do your research, personalizing your outreach will be whole lot easier! Putting a personal touch on any outreach will help develop the relationship and mutual trust. People do business with the people they trust.
We will leave you with that until Part 3 of our ASAE Springtime series. Tune in next month!
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