10. KNOW YOUR PRODUCT
Have a good understanding of what you have to offer your clients: the physical space, services such as catering and audio/visual, and the surrounding ancillary services the city offers.
9. KNOW YOUR MARKET
Be realistic about what your market is and what type of clients would benefit from hosting an event.
8. KNOW YOUR CLIENT’S NEEDS
Do your homework and know what your client needs and expects, review their history, ask what did and didn’t work. Work together to help accomplish what they want to do.
7. BE ENTHUSIASTIC
Enjoy what you’re doing. Your responsibility is to help the client and their guests have a successful, rewarding and fun time. Your enthusiasm and good nature will show through to your clients, give them confidence and put them at ease.
6. BE A GOOD LISTENER
Sales is not always what you’re saying, but rather listening to what your client is saying and being able to know when to turn a client’s comment into a sales opportunity.
5. BE HONEST
Establish a trusting business relationship. Don’t promise what you can’t deliver. Be honest with your client about expectations, and follow through with what you have promised.
4. COMMUNICATE WELL
Practice good communication skills, internally as well as with your client.
3. TREAT EVERYONE AS A POTENTIAL CLIENT
Everyone belongs to an association, fraternity group, a company, or may need to host a social event at some time.
2. MANAGE YOUR TIME
Convention sales is not a 9-to-5 job; it’s early mornings, late evenings, weekends, and holidays. It requires balancing sales, management and administrative duties and — most important — making time for family and friends.
1. ENJOY THE END RESULT
Remember to take a few minutes to savor the success of what you have helped create.
Jim Moughan is assistant general manager and director of sales at the DCU Center in Worcester.
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