Event Sales

Hitting the high notes 

Better results begin with the first call – and continue through a well-orchestrated process.

Conferences, weddings and events all deliver big profits, its revenue you really can’t afford to lose; especially when the key to winning business over your competitors is as simple as a well-managed enquiry process. 

Event Coordinators have a huge job when it comes to delivering successful events, but long before the big day arrives the process of hitting all the high notes to secure the business begins during the initial touch point of the enquiry call. 

Through mystery shopping, that sales process can be measured and ultimately improved, as we look towards the data for clarity.

But remember – this data only represents half of the picture. After a successful enquiry call comes the actual property tour and that’s another sales opportunity waiting to be explored.

Three key steps to a successful enquiry call

Research

To deliver the best impression of your property, the Event Coordinator will begin to make a series of requests to understand the organiser’s previous experience. These will include enquiring if the organiser has attended a similar event in the past, their expectations for the day, anything that they have enjoyed or seen before that they’d like to replicate and the must-haves and wish lists – as well as identifying if the organiser is considering other potential venues.

Specifics & Promotion

The Event Coordinator will piece together the key ingredients to create an incredible event – including dates, timings, numbers and dining options. The customer will also discuss any special guests and additional requirements.

Promotion of the venue begins, including the unique selling points, along with discussions around similar events the property has hosted, what has worked well in the past and what could be improved to make this event better. These are all prerequisites towards gaining trust and building an image of how the event could unfold if given the go-ahead.

Closure

Finally, we find ourselves outlining the event, holding space and confirming a property tour, signalling the chance to connect with your client and show off your venue in its best light.