Question

Topic: Strategy

Tactics To Get Immediate Action

Posted by Anonymous on 6/12/2009 at 9:32 PM ET 250 Points

Iam working for an International Events Organizer which holds worlwide events, exhibition and conferences and present , we are holding a global infrastructure in 2010 .

The way we get the news out is we do cold calling to the secretary of CEO and President Director and ask her / his help to disseminate the invitation letters to the right personnel and within 2 days we call them up to see what their thoughts are.

We are so far have done good job as from shortlisted names ( 250 companies) worldwide. We are able to send 70 % of emails well received. The rest of the names are just not fit with the events.

The problem now, once the letters are sent and they have given the confirmation letters to attend the event. But as the event takes place in 2010, they hold the upfront fee and delay it till near the events, eventhough, we have 3 different packages, early bird etc, and they choose the most expensive ones which is near the event take place.

Is there something we can do about it, or Do we need more agressive multi letters to do or we need some refinement in our delivery of our delivery , tone and wording for our telemarketers to say to them.

Is there any more effective ways to speed up the payment.

Your help and advice are appreciated!

Peter
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RESPONSES

  • Posted on 6/13/2009 at 9:21 AM Accepted
    Well, if you want the money more quickly, you could offer some additional benefit for earlier payment. For example, can you give early registrants some way to communicate with each other before the event so they can make connections in advance?

    Or, offer limited get-together opportunities available only to the first X paid registrants. Have break-out sessions or events divided by particular sectors or complementary industries, that are only accessible if you pay early.

    Of course, the problem may be that with the economy the way it is, companies would rather put off payment until revenue (hopefully) improves.

    Hope this helps

    Jodi
  • Posted by telemoxie on 6/13/2009 at 11:35 AM Accepted
    are there additional products which you could sell to confirmed attendees? for example, often trade shows and events sell sponsorships of certain parts of the program, such as a social hour or networking event?
  • Posted by Jay Hamilton-Roth on 6/13/2009 at 9:30 PM Accepted
    Provide a benefit to them TODAY for taking action TODAY. Savings money today for a future activity isn't as strong a benefit as a special pre-show teleseminar, personal consultation, etc. that provides special VIP access to information that they can't get anywhere else.
  • Posted on 6/13/2009 at 10:13 PM Author
    Thanks Jay,

    What personal consultation do you suggest ?

    Telemoxie,

    What social hour or networking do you specifically mean? As we are inviting CEO from 53 countries and govermental heads , it would be not fit to get them in one place for social networking before they attend the event. Iam not seeing how this work .

    Pls advise...
  • Posted on 6/19/2009 at 1:55 AM Author
    OK. I got the idea.

    Thanks
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