Winning Meetings and Events for your Venue

"Real life advice from experienced sales and marketing venue managers, demonstrating original ideas that really work - and explaining why they work.
International case studies illustrating best methods, tried and tested ideas and how to achieve success
Includes key tools and techniques from traditional face-to-face selling and negotiating skills and the use of social media to site inspections and exhibiting at trade shows.

Meetings and events are a major source of revenue for the venues that host them, but competition to win meetings and events is growing fast as new venues, large and small, are opening up all over the world and existing venues are expanding, and modernizing their offer. However, in properties ranging from conference centres and hotels to universities, busy sales and marketing staff often struggle to keep up to date with the many tools and techniques that can help them bring business to their meeting rooms and the need for a structured, comprehensive guide to sources of business for their venue is required.

Winning Meetings and Events for Your Venue is the solution to these issues. It provides a clear and comprehensive guide to the wide range of techniques required by sales and marketing staff to effectively win meetings and events business for their venue. An easy-to read manual setting out the most useful and relevant techniques in a coherent and logical manner, it includes:

Guidance on key tools and techniques from traditional face-to-face selling and negotiating skills and the use of social media to site inspections and exhibiting at trade shows.
Case studies of transferable best practice in this field, drawn from a wide range of venues of all sizes in the UK and overseas.
Advice from experienced sales and marketing venue managers, demonstrating original ideas that really work - and explaining why they work.
Checklists at the end of each chapter summarizing key points and also a short quiz for the reader, to check their level of understanding of the chapter's content.

Contents: The structure of the meeting and events industry: Sources of meetings business for your venue; Prospecting for new clients; Showing your venue to potential clients; Winning new meeting business at exhibitions; Developing relationships with clients; The changing market environment; Index