A Division of ASM Events
Over 35 years of experience in more than 30 countries around the world.
Experts in: Events Industry - Selling to the Corporate Sales - Assisting & Developing SME’s
Small & Medium Enterprises (SME’s)
What are the skills and abilities that a Conference Producer must develop.
How to create a successful strategy to gain knowledge in all areas.
Develop a time frame with specific deadlines to create a successful game plan.
Building on and refining the skills you have learned.
Improving the quality, speaker line-ups, size and revenue of your conferences.
Understand and Manage key aspects of our behavior in reaching our professional goals.
Summary - NLP for Sales: how to understand ourselves and the ingredients that will help us reach our ultimate potential.
Methods to achieve the desired states of mind for sales success.
Understand our fears and master them for highest personal and professional development.
How to find revenue generating topics.
What to look for when creating with a conference topic.
A game plan to reach the highest potential revenue levels for your event.
How to use portals, publications, and other sources to find the proper information.
Involve other divisions in the company to provide and get feedback.
How to save time while improving your organizational skills.
Set time to take care of your administrative tasks.
Work within a master document to monitor and supervise all activities.
How to prepare the best letters and e-mails to send to potential speakers and partners.
Using the activity sheet as a guideline in reaching deadlines.
How to create a schedule for attracting your potential speakers.
The Importance of planning in advance to benefit your productivity.
How to eliminate unproductive activities resulting in lost time.
How to improve organizational skills to save time.
The best tools to monitor your daily activities.
Identifying key factors necessary to implement the plan and achieve success.
Identify areas that are crucial to ensure success.
Develop collaborative surveillance system to improve your performance.
How to target the right speakers by seniority, industry and experience.
Set up specific times for the invitation period to meet your deadlines.
Keeping in mind, the commercial R.O.I. of your event, while inviting speakers.
Monitor on-going management of the relationship with potential speakers.
What is the motivation for speakers to participate.
Identifying the key benefits for speakers to be part of an event.
Strategies for probing speaker’s, their motivations and needs related to their participation.
Identifying the most common objections conference producers face while producing an event.
Techniques to overcome speaker’s objections.
Develop a win-win situation for speakers and their companies to participate at an event.
How to design the appropriate Database for your company.
How to divide the fields in areas to include all variables.
What essential fields you must include in your database.
Coordination between the database and sales.
Keeping the database free of errors and updated on a regular basis.
Developing an effective prospecting script to secure your speakers.
How to deal with the “Gate Keepers” and reach the Decision Maker.
Best ways for making your presentation dynamic, entertaining and engaging.
The seven steps to a successful presentation.
How to build connections with your potential speakers to develop long-lasting relationships.
How to ask qualifying questions in a non-confrontational manner.
Practical guide to overcome Objections in four easy steps.
How to best deal with objections through intelligent questioning.
Learn how to overcome the top objections in any presentation.
How to understand the difference between a “Major” and a “Minor” objections.
How to create a suitable environment for your speaker’s confirmation.
Different ways to confirm your speaker’s participation.
How to create a sense of urgency in closing.
How to become an effective "closer".
Develop a communication strategy with relevance, involving all divisions.
Go – No Go meetings.
Setting up revenue goals and deadlines.
Periodical meetings for updates and adjustment to strategy.
Initial meeting with sales teams to share relevant information.
The importance of the sales brief from production.
Key arguments and industry trigger words to be used by the sales teams.
Emphasize key selling points of your program.
Give the team reasons why the target audience will want to attend.
Making relationships a priority throughout the event sales cycle.
How production could share relevant research information related to sponsorship opportunities.
How to influence the commercial outcome of an event through sponsorship.
Brainstorming best arguments for potential sponsors.
How to include sponsors in the program without changing the theme of the event.
Working as a team to ensure sponsors satisfaction.