1. HOW TO SELL YOUR SPACE Tips, Tools & Techniques for Selling More! “ Big Dave” Staughton www.bigdave.com.au
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3. Business Background 2000 weddings over 15 years 56% W.O.M. 99% Satisfaction Best Reception Centre in Vic. 3 years in a row.
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8. THE FUNCTIONS & EVENTS MARKET REACTIVE Families & General Public PROACTIVE Groups & Companies Fashion Parades Barmitzvah WAKES Weddings 21sts Birthdays Corporate Parties Schools Clubs and Associations Government 18ths Anniversaries Charity VENUE SPECIAL EVENTS Uni & Tafe
11. DO THE FUNCTIONS! FOCUS ON YOUR DATABASE ENQUIRIES & MEETINGS PAST CUSTOMERS PAST PROSPECTS NEW PROSPECTS WEB POTENTIAL PROSPECTS TOO BUSY HUNTING FOR NEW WORK!
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15. SELLING IN TOUGH TIMES 3 x $ales ORDER TAKERS Vs SALES MAKERS HOW MUCH $$$$ DO THEY SELL? $ales
19. PEOPLE ARE DIFFERENT You can use Personality Profiling to better understand their work behaviour Round Pegs & Square Pegs
20. THE FOUR DISC PERSONALITY STYLES SERATONIN S Type Amiable Phlegmatic Peaceful DOPAMINE I Type Expressive Sanguine Popular CORTISOL C Type Analytical Melancholy Perfect ADRENALINE D Type Driver Choleric Powerful Feelings Facts Tell Ask
21. DISC TOOL for SALESPEOPLE TOP GUN SALESPEOPLE Higher D & High I HUNTERS Proactive Selling LOYAL SALESPEOPLE Higher S & High I FARMERS Reactive Selling PROCESS TECHNICIANS Higher C & High S EXPERTS IDEAL SALES BEST CLEANERS
32. Know Your Numbers! Web Visitors Email enq Phone enq Brochures sent Inspections Tentatives Bookings SALES $$$ Measure & Count your Activity & Results Calculate Your Conversion Rates Expo visitors Ad Spend Repeats
33. YOUR SALES FUNNEL Know Your Numbers 20,000 Web Visitors 2,500 Phone calls 1,500 Email enq 5,000 ENQUIRIES 1,000 Walk ins 1000 BOOKINGS 333 REPEATS 2 out of 10 Book – 20% 1 out of 3 Return – 33% $ALE$ ADVERTISING & MARKETING
34. IMPROVING YOUR CONVERSION RATE & AVG $ SALE PROSPECTS Number of Leads X CONVERSION RATE = CUSTOMER BOOKINGS Measure your conversion rate – most are Overestimated AVERAGE $ SALE X SALES TURNOVER =
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38. SELL MORE “OFF-PEAK” Demand Overcrowding and loss potential business Low occupancies Months Supply 5 Steps to Off Peak Success
43. MAKING SHIFT HAPPEN! Order taker or Sales maker! WED THU FRI SAT SUN MON TUE JUL AUG SEP OCT NOV DEC JAN FEB MAR APR MAY JUN
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46. ALWAYS USE A PHONE SCRIPT R & R Rapport & Relationship N & S Needs & Solution C & C Close & Confirm
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49. 7 REASONS WHY? Why You? Why your Venue? Why this Product/Service? Why this particular Day? Why Mid Year (off peak)? Turn Features into Benefits “ Which Means” and “Because”
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53. ASK AGAIN! Persistence & Resilience Follow Up! Follow Up! Follow Up! Ask for Testimonials & Referrals ! Ask for the Repeat Business!! Ask them to COME BACK!
61. GO Spread the LOVE! CARPE DIEM - SEIZE THE OPPORTUNITY
62. SALES IMPROVEMENT IDEAS GOALSETTING VISUAL TARGETS SALES MINDSET MEASUREMENT PRODUCT KNOWLEGDE COMPETITOR ANALYSIS PHONE SCRIPTS EMAIL TEMPLATE SALES AIDS SALES SYSTEMS RACK RATES SUPPLY/DEMAND L.A.MARKETING FIRST IMPRESSSIONS BODY LANGUAGE PRESENTATION SKILLS ICEBREAKERS RAPPORT BUILDING EFFECTIVE QUESTIONS LISTENING SKILLS CLOSING THE SALE PRESENTATION SKILLS CONFIDENT PITCH NEGOTIATION SKILLS PRICING CONFIDENCE ASK FOR REFERRALS GET EMAIL ADDRESS GIVE GREAT SERVICE PRODUCT DELIVERY FOLLOWING UP CUST SAT SURVEYS BUDGET vs ACTUAL FOLLOWING UP POSTCARDS/CONTACT E-NEWSLETTERS BUILD RELATIONSHIPS SEEK MORE REFERRALS WORD OF MOUTH BIZ GET REFERRALS VALUE IMPROVEMENTS STRATEGIC PARTNERS CELEBRATE SUCCESS BEFORE DURING AFTER
