1. Effective Strategies to Secure and Win RFPS for Hotels and Destinations Keith Johnston PlannerWire.net

2. About me How do I know what I know

3. I currently consult with corporations and associations that are looking to build effective online strategies using social media to promote meetings and events Keith Johnston I have been in the meetings industry for 15 years I have worked with clients including The Economist, Cisco Systems, Microsoft, Pepsi Cola, The State Bar of California and many more companies and associations I am a board member of the Chicago Chapter of Site International I have brought many programs to Mexico where thousands of my attendees have had amazing experiences Today, we are talking about strategies to secure and win RFPs Publisher and Chief Writer for the Industry Blog PlannerWire.net

4. Your current situation A look at what many hotels and destinations do to win RFPs

5. Getting RFPs from a CVB or other destination organization What are you currently doing to secure RFPs Sending Brochures? Making Phone Calls Relying on technology solutions that deliver RFPs Attending some industry events This is OK, but it is also the reason you lose RFPs

6. You need a new equation Winning RFPs is the easiest thing to do if you are securing good RFPs

7. Forward Thinking + Strategy = Quality RFPs Quality RFPs convert faster to a sale The most effective strategy to winning RFPs is to start long before a planner ever sends you the RFP

8. How do you secure and win quality RFPs 5 Simple Ideas

9. Lose the bad habits

10. Be 100% clear about numbers in the proposal Get out of bad habits to win RFPs Return the RFP on time Return the RFP according to instructions Do not try and hide or bury costs Do not try and deceive SPELL EVERYTHING OUT Biggest Problems Meeting Planners “Know” They Have with the RFP process -

11. Winning and securing RFPs is more than a technology solution. Technology is a tool; you should have many tools in your toolbox to get good RFPs You cannot build a house with just a hammer

12. A relationship is the most important tool to secure and win RFPs “Relationships! We all got ‘em, we all want ‘em. What do we do with ‘em?” --Jimmy Buffett

13. Patience and Understanding The keys to a successful sales relationship Honesty Peer to Peer Interaction Respect Trust

14. If you are not building relationships, you are losing RFPs to hotels and destinations that are.

15. When you have a relationship A planner will give you more information than they give others A planner will let you revise the RFP A planner overlook simple mistakes A planner will choose your property even if it costs more A planner will fight to give you the business A planner will be more honest about the RFP process

16. This process is good but slow How do you start the relationship? You can meet planners at industry events You can meet planners on site inspections There is a better way

17. Attack social media

18. Use social media to find and interact with planners Social Media is an untapped market for most hotels and destinations Hotels and destinations that are using social media properly are winning RFPs Social media builds HONEST relationships with planners Twitter, Facebook and LinkedIn are all you need Allows you to be in contact with hundreds of planners on a daily basis A planner will buy from who they know

19. Destinations use social media

20. Destinations use social media

21. Destinations use social media Partnering with sites with a strong social media presence is very effective

22. Hotels use social media This is the Facebook page of the Atlantis in the Bahamas (if 1% of the 200,000 fans are planners, that leaves 2000 meeting and event planners)

23. Planners use social media This is the Twitter page of Mike McCurry of Experient

24. Planners use social media MPI Chapters use social media effectively to reach and educate their members and other planners

25. If you are not using social media, you are losing RFPs to hotels and destinations that do

26. Answer what you can win

27. Stop answering RFP’s that you will not win Planners price point is too low Identify if the meeting planner is fishing Program does not fit your property Concentrate on RFPs that are in your sweet spot Respond to ALL RFPs (even those you turn down, explaining why you are not submitting)

28. If you are wasting time on RFPs that you cannot win, you are losing the time to properly win GOOD RFPs

29. Confront the mediA

30. Facts and figures are confusing Violence and H1N1 issues in the case of Mexico Confront the media head on Americans are the smartest stupid people in the world Stick to simple to understand narratives Other destinations should do the same – The Gulf Coast, Japan, etc.

31. You must confront the media issues facing your destination because other destinations are using it against you to win RFPs

32. Dress for success

33. Question Would you let this man operate on you? Then why would you book a resort destination from this man?

34. Khakis and a simple button down are perfect Wardrobe has a lot to do with winning RFPs American Meeting and Event Planners are more casual than in other parts of the world Leave the suit at home, it makes Americans uncomfortable (suits usually mean bad news) Sell me your destination by what you wear

35. If you are not dressing for success, you are losing the battle with other destinations and properties

36. Stop Answering BAD RFPs The Wrap Up Eliminate Bad Habits Build relationships Confront the American Media Dress for Success

37. THAnk You

38. QUESTIONS - Contact Me: PLANNERWIRE.NET keith@plannerwire.net Twitter: @plannerwire Facebook: fb.com/plannerwire LinkedIn: KeithGJohnston