So much of your event planning business’ marketing and sales efforts involve online channels and digital campaigns. They have to if you want to generate leads and reach your target event clients. But don’t overlook the value of the traditional, in-person sales meeting. Because you’re in the business of creating experiences and building relationships, it’s the in-person meeting that can make a difference. Today, we’re sharing the best practices to make those in-person sales calls, presentations, and meetings impactful. Consider these insights and start closing more deals the old-fashioned way.
The Cold Call, Pop-In Visit
Sometimes, an impromptu pop-in on your prospect can be incredibly valuable. Stop in for a quick “hello” and say you were in the area. You’re not there to sell, however. Instead, make a connection with your contact and others in the office, asking only for an appointment to meet and discuss their events. Here are some pointers to make the most of these pop-in sales calls.
- Don’t go empty-handed: Bring some goodies or a candy jar you can pop in again later to refill.
- Leave your card: Write “thank you” or a personal message on the back of your business card.
- Be energetic: Your energy is contagious, so being enthusiastic with everyone you encounter will send a subtle message that you’re fun.
Calling to Ask for the In-Person Meeting
There’s nothing wrong with having a sales call with your event client online. It’s convenient and can be easier to facilitate. But, if you can score the in-person sales meeting and presentation, you can make a bigger, in-person impression. So, when you’re nurturing your leads, offer both methods. And lean into asking for the in-person meeting by being enthusiastic about “showing” them your event ideas. Here are a few bonus suggestions to keep in mind when you’re calling and nurturing prospects into the meeting.
- Follow up: Don’t stop calling or popping in until you land the meeting.
- Email: Craft an email confirming the in-person meeting and thanking them for their time.
- Make it a luncheon: Don’t hesitate to invite your event clients to lunch for an added value perk of meeting with you.
Bring the Wow Factor to Your In-Person Sales Meeting
When you do get your in-person sales meeting scheduled, it’s time to bring some serious wow factor. Don’t gloss over your event planning proposal details. Instead, think of this meeting as an opportunity to demonstrate your ability to curate an engaging event. Think of your sales meeting as an event all its own. You’ll want to jam-pack it with value, make it exciting, implore great visuals, and make a big impression that sticks with your proposal long after you leave the meeting. These presentation suggestions will help you do just that:
- Know your event client’s needs, brand, and pain points.
- Be prepared to overcome objections about working with a planner.
- Ask questions that get your prospect engaging.
- Know what you’re selling, the hassle-free event, event ROI, or big event idea.
- Showcase your strengths as a NYC event planner.
- Be transparent and authentic.
- Personalize and customize every detail.
- Bring leave-behind materials.
- Ask for the business.
Techniques for Making In-Person Sales Calls
There are various techniques for executing results-driven sales meetings. Find what works for you, suiting your personality and event business brand voice. Ideally, you’ll want to follow these strategies.
- Create a meaningful connection with your client, rooted in solving event problems and providing relevant value.
- Compel action with creative storytelling to demonstrate your intended event experience.
- Share event ideas, action steps, and results with flair.
FAQs About Boosting Sales
Tweak and improve your strategy for the in-person sales call with quick answers to these FAQs about how to boost event sales.
What are the best ways to increase sales?
If you want to increase event client sales right now, consider these steps:
- Improve your event services and value.
- Offer promotions, exclusives, and discounts.
- Tie your marketing in with your sales efforts.
What’s the most effective in-person sales strategy?
Explore these various strategies that tend to be the most effective for event planners:
- Needs-based selling
- Consultative selling
- Strategic partnering
What’s the most important aspect of any sales conversation, online or in person?
The most important element of any sales conversation is your ability to understand what your prospect wants. Identify the experience they prefer, the problems that need solving, and the mission of the event. Then, deliver on all of the above with your sales pitch.
Discover All the Best Sales Techniques at The Expo
Don’t be afraid to tap into the power of traditional, in-person sales calls as part of your over-arching sales strategy to land more event clients. And always find emerging trends, proven methods, and business growth strategies with our ongoing blog series. And stay tuned to learn more about the next Event Planner Expo. It’s the one annual event attracting top event professionals that continues to be the best resource for learning sales, marketing, and business-boosting techniques you need to be successful.
