Most Travel Experts spend a significant amount of time attending various business-related events. From trade-specific events like conferences, FAMs, presentations, dinners and luncheons, to consumer events, like bridal shows and other trade shows.
Any event you choose to attend will cost you time and money. You need to be smart and choose the events that are going to give you the best return on your investment, and then take the right steps after the event to capitalize on your investment.
1. Who are the attendees? Make sure you know exactly the type of person is going to be at this event. If it’s not your ideal client, or ideal networking crowd, it’s probably not worth your time.
2. How many attendees are they expecting? Is 20 enough to make it worth your time? Or is your cutoff at 1,000?
3. How much does it cost for you to attend? Only invest in the event if it meets all the requirements above AND it fits in your marketing budget.
4. Do you have a tested and proven follow-up plan? If you don’t have the time to follow up or a solid plan on how to do it you are wasting your time and money. After you attend a networking event you should follow up with any contacts you make for things like joint-ventures, or mentoring opportunities. After you attend a consumer event you need to follow up with your prospective clients to build good relationships and ultimately close the sale.
When it comes to following up with prospective clients, the fortune is indeed in the follow-up. Check out these stats from the National Sales Executive Association:
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
It takes you reaching out at least 5-12 times before your ideal client is going to make a purchase.
Next time your invited to another business related event, check it against our list to be sure it’s worth your precious time and money.
If you do bridal shows, check out our proven done-for-you Bridal Show Follow-Up System.
If you want ideas on how to get more dream clients, download our free special report on 14 ways to get new dream clients.
Love & Success,
Heidi and Your Marketing Team