Connections and business relationships offer a unique opportunity to aid the development and growth of your meetings, events and hospitality business.
Your sales team rely on connections to generate and develop business opportunities. As a business you need to maintain networking opportunities and connections for many reasons; creating new business opportunities, meeting KPI's, retaining business and developing brand awareness etc.
It's time to look at connecting to opportunities in a different way. Why not change the approach, instead of scattered; speaking to many, focus on the connection who will have the highest probability to convert. Target the client who is worth targeting. Establish the right connections from the get go.
Ask yourself, who is your ideal client? What traits or attributes does their business hold? It could be as simple as; 500 plus employees, an internal events management team or an annual calendar of events. Think about your selection criteria, create connections based on your ideal client. Focus on those businesses that meet your client criteria. Target the client that has the highest probability of converting.
Strategically targeting a connection, offers value to you, your business and most importantly the client.
Nicole Bates, Managing Director, shares sales strategies and solutions for your hospitality business.
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