4 Top Tips for Selling in the Events Industry - Symphony EM
 
 
 
 
 

 
 
 
 
 

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4 Top Tips for Selling in the Events Industry

by Max Scotford

Do you and your team find it difficult when it comes to securing new business? This article will give you 4 easy tips to follow in order to close that important sale.

1. Make sure you have fun

Fun and sales aren’t normally two words that you would usually associate together. But fun is exactly what you should be encouraging in order to create a successful selling strategy.

If you think cold-calling is tough, try being the recipient of and uninspired call. It’s no joy, and your potential client may be rushing to a meeting etc. The point is that it may be difficult for both of you. So do your best to make it fun and engaging. You’ll bring a different sort of energy to the conversation which can only increase your chances of securing a sale.

 

2. Positivity is key

How many event managers do you know? And do the majority of them appear to be busy or stressed at work?

Knowing that a large amount of the people you will be calling might also be stressed – strive to be the shining light on your prospects day. Bring a positive energy to the call and assume that your prospect is glad to speak with you.

Connecting with someone who is happy on the other end of the phone does make a massive difference. Strive to brighten your prospects day and you’ll leave a lasting impression with your potential client.

 

3. Scrap the scripts

Just as a positive approach is refreshing, so is a natural one. It doesn’t matter how positive you are, if you’re attempting to engage someone with a robotic sales script – you will not get very far.

You can’t be yourself when you’re using a script. Coming across scripted to your prospect can instantly kill any chance you had of making a deal. Work on making yourself sound natural and learn how to engage a total stranger in ways that feels as comfortable as calling a friend.

 

4. Tell a story

Use the power of story to engage your prospect. As a rule, I would recommend using them as the example in the story – just so they can relate to what you’re telling them.

For example, if you’re selling a ticket to an event you can use the power of story to your advantage. It works like this “Let’s just say Oliver that I’m your boss (gets their attention) and I want you to learn from some of the best talents in the industry and make contacts with 300 likeminded individuals all in one day. You can accomplish this any way you want. So how can you make this happen Oliver?”

To save your prospect from the awkward silence, you could then jump back in and continue with the story. Mentioning that “Well of course you can do this at our annual conference – with top industry speakers and over 300 attendees”. Now this is just an example, but that was a story and he was the star – and he solved the problem.