Prior to the pandemic, some salespeople and event managers were selling virtual events, while others operated an exclusively face-to-face approach. Regardless of prior experience, the reality right now is that clients still need to reach their audience, networking is more important than ever and clients will still rely on the quality leads that events provide. However, for many clients moving from a tried and tested face-to-face approach to a virtual event, presents a risk, so they must have maximum confidence that the virtual event will deliver the results they need.
Salespeople and event managers need to be ready to deliver a best-in-class sales experience, if they are to win the engagement and confidence of their buyers. Prior to the pandemic, *58% of buyers said that sales meetings were deemed not valuable to them. Persuading buyers that a virtual event can drive exactly the results they need, requires stand out sales conversations that are personalised and results focused.
Many salespeople are forgetting what their client’s really care about – they are under-selling the value of virtual, and comparing their offering to a live event, when they should be differentiating a virtual event based on their client’s needs. Unsure of how to convince their clients, many salespeople are also focusing too heavily on the specifics of the event platform, rather than what success looks like from the client’s perspective.
To be successful through this next phase of event sales, sales professionals must have the right skills and confidence to navigate client conversation and collaborate with their clients to achieve the sale.
In this workshop you will:
Brand new buyer insight into what clients need to hear from you and what absolutely doesn’t work
A value proposition for your virtual event
An instantly usable way to position the case for sponsorship, thought leadership and sales-lead packages
A ready-to-go tailored question set
A brand-new framework for co-creating multi-channel campaigns
A toolkit to overcome client objections to virtual events
Outcome: A more professional and structured approach to driving sales
Who should attend?
This workshop is suitable for anyone operating within an events sales or marketing role. Individuals or teams are welcome
“Really good, and it definitely comes at the right time for us. Pivoting from being the event guys for the past 24 years to offering different channels has been incredibly tough, but the workshop made me realise that we have been approaching it incorrectly. We have been looking to replicate the live experience whereas we need to approach it as a completely new channel which offers a comparable but very different opportunity to the client. The workshop has given me some great takeaways to bring back to the business.”
Vice President, Sales at Questex Hospitality + Travel Group
