Win More Conferences and Events

//Win More Conferences and Events
Win More Conferences and Events 2017-11-14T12:59:18+00:00

Win More Conference and Event Business recognises that in most locations, an increasing number of venues are competing to host conferences, events and meetings and in order to excel, operators need to take their sales to the next level. This programme provides participants with the secrets of sales success, including customer targeting, building a customer-focused team and competitive marketing strategies.

Win More Conference and Events will help participants to:

  • identify target customer needs and expectations
  • develop high-quality facilities and services
  • build a customer-focused and sales-orientated team
  • identify your competitors
  • work effectively with your suppliers and other relevant agencies
  • prepare to sell your facilities and services effectively
  • undertake reactive and pro-active selling
  • make the most of marketing opportunities, including e-marketing, social media and networking events
  • plan and deliver events that meet and exceed customer expectations
  • increase business through customer loyalty and recommendations
  • increase sales turnover and profitability


This essential one-day training programme is designed to provide managers, supervisors and front line staff with the skills to generate additional revenue from events and conference business, through a combination of thought-provoking presentation, stimulating group activity, essential tips and individual action planning.

Win More Conferences and Events covers:

  1. Introduction
    • High-quality, cost effective facilities and world-class customer service
    • Personal objectives
    • Knowing your customers
    • Meeting expectations
  1. Providing a quality product
    • Identifying potential customer needs and expectations
    • Industry standards
    • Meetings and conference room facilities
    • Business facilities and internet connectivity
    • Food for thought
    • Providing residential accommodation
    • Accessible facilities and services
    • Developing your team
  1. Preparing to sell
    • Knowing your product
    • Knowing your competitors
    • Developing conference and events packages
    • Benefits of add-ons
    • Working effectively with suppliers
  1. Managing the enquiry process
    • Converting the enquiry: reactive selling
    • Using questions in the enquiry process
    • Asking the right questions
    • Developing a website that sells your venue
    • Obtaining information
    • Presenting customer benefits
    • Managing enquiries
    • Using add-ons to overcome price objections
    • Successful showarounds
    • Dealing with walk-in enquirers
    • Closing sales and employing closing techniques
  1. Developing sales
    • Developing a sales and marketing plan
    • Market research
    • Pro-active selling
    • Your target markets
    • The sources of sales leads
    • Prioritising sales leads
    • The pro-active sales call
    • Maximising the value of your website
    • Search engine optimisation
    • Using social media to generate sales
    • Email marketing
    • Successful networking
    • Profiting from exhibitions
    • PR activities
  1. Delivering facilities and services
    • Delivering a successful event
    • Generating repeat business
    • Using feedback
    • Developing a personal action plan
Open courses
Open courses are organised according to demand around the region.  These courses are ideal for smaller businesses or for larger businesses only requiring training for a small number of staff.  One advantage of attending an open course is the opportunity to meet and discuss ideas with other participants from a variety of backgrounds.

In-house courses

In-house courses can be run for a company or several companies, colleges, associations or groups.  In-house courses offer a great opportunity to tailor the content to a specific business.

Trainer Training

It is also possible to deliver training through your own team by participating in the ‘train the trainer’ scheme.  This can give you extra flexibility as well as making sure the training is totally geared to your own business needs. Successful participants receive full trainer support materials and a trainer certificate.

“When I attended the Win More Conference and Events course, I had only been in my current position of Hospitality and Events Manager for two weeks and couldn’t have attended a more appropriate course at this time.  I found the instructor to be very knowledgeable in her field.  The content of the course covered a wide variety of elements all relevant for anyone working in the Conference and Events industry. There was so much to take away and action immediately and much more to develop at a later date.  I had a two hour journey each way to attend this course and was glad I made the trip.  If I was scoring this course it would get a 10/10 for trainer, venue, content and relevance” Donna Saunders, Hospitality and Events Manager, South West Lakes Trust