2009 PYM Town Hall Atlanta: Table Six Notes
TABLE SIX
1: Special facility – golf club
2: Catering company
3: Restaurant
4: Restaurant
5: CVB
6: Hotel management company
Question 1: How do you get people in the door? What’s the most effective method of introducing your services to planners?
1: Present planners with different types of proposals to show different quotes, to accommodate budget. Let them have an option.
3: Assure planner there will be space available for them if they can’t decide.
4: Try and get company name out by word of mouth and referrals. Offer new services that may appeal to more planners.
5: Try to come up with creative marketing, such as email blasts to planners, and networking programs. Also offer incentives to get people in the door.
6: Find out where the planner last booked, to get an idea of what they are looking for.
Question 2: What makes planners book business? How do you seal the deal?
1: Offer extra services and give competitive rates. Be one step ahead of the planner to help them and make their job less stressful.
2: Give the planner suggestions and ideas, changing/negotiating contract may lower costs.
3: Do your best to accommodate the planners’ budget, for example, let them make payments. Be aware of your contract, stick to cancellation policies.
4: Suggest different event types, such as cocktail parties, more relaxed atmosphere.
5: Help arrange transporation to and from events for the planner.
Suggestions/Discussions
- Better/More education
- More details in pricing
- More panel discussions
- More exposure to planners
- Flexible deposits
- Planners are concerned about convenient parking
