2009 PYM Town Hall Atlanta: Table Six Notes

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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