Prospecting may be one of the most challenging and frustrating aspects of sales but it is also one of the most important steps to successful selling. Developing a solid pipeline of prospects is vital in the event industry. We must constantly look for new business opportunities and new clients on a continual basis.
This week’s assignment is to find either a corporate, association or SMERF group that will be meeting in Orlando within the next year or two. Please submit via Webcourses the following profile (short answers please):
Customer Profile:
Name of Group/Business/Association
Group HQ Address, City/State
Meeting/Event Planner or Primary Contact Name
Planner's Job Title
Telephone Number and Email Address of Planner
Group/Company/Association General Information:
Group Overview (who and what are they?)
What professional industry do they belong to?
What part of the MEEC industry do they belong to (Corporation, Association, SMERF, Other)?
How many meetings/events do they conduct annually?
Where were their past meetings?
Where are their future meetings being held?
Meeting Information:
What are their program dates in Orlando?
What is their program location in Orlando (if applicable)?
Number of Attendees?
Room Blocks needed (please do not create a room block - simply answer yes or no)?
How much meeting space is needed (square footage)?
What is important to the primary contact/organization when holding a meeting/event?
Optional: What is their budget? Any financials?
Now that you have conducted the necessary research/profile on the group, tell me what the best method(s) of contacting the meeting planner will be and why? Also, please cite your sources.