Exhibitor Sales & Sponsorship
2018 IAEE Expo Expo
Whether you’re booking events, planning major gatherings, seeking event sponsors, or generating attendance and awareness, you need information. Not just the time, date, and expected attendance---but information that goes beyond the basic details. Don’t get stuck in the “what” without digging into the “why”!
You already ask the basic questions: what is the event, who will be attending, and how many of them, but what about the experience? Why is your client holding this event? What do they hope to accomplish? What do they want their audience to experience? And the most important two questions: how will they define success—and how can you ensure that happens?
Getting the lowdown can be trickier than you might think, and it all starts with asking the right questions. This session will take you into the inquisitive process. We’ll show you how to use elements of the consultative sales process to forge a relationship with your client…how to really listen and read between the lines…and how to get the details you need to solidify your event and build a successful and long-term client-provider relationship.
Your attendees will learn how to “set the table”, and make their exchanges conversational—strategic, but not scripted. We’ll explore different question types, and provide tips on how cut through the unnecessary give-and-take and get the meaningful answers they need. You'll learn when to STOP talking….and be comfortable with the silence!
Goal setting for conversations will be addressed, with a focus on the benefits of an event partnership…for BOTH sides. We’ll explore potential objections and how to overcome them, and then how to follow up by asking for the business or relationship.