' Be The Best ' Package
UK & International Consultant Advisor
To Wedding & Events Venues
Thank you for taking the time to view my Consultancy Advisory page to Wedding and Events Venues.
I am an Award Winning, Wedding and Events Planner, Coordination, Toastmaster, Celebrant, Organizer, Compere, MC, Host, Quizmaster, Auctioneer and so much more.
Let me bespoke a package according to your wishes.
I have many years of experience within this industry, and I will be delighted to share my level of expertees with you, in order to assist your Venue to ' Have the cutting edge' and to be the best. It will be a pleasure to be invited to your venue, in order to discuss ways of potentially enhancing your existing Weddings and Events structures, in which you have in place within your Venue at present. This can only be very beneficial to you, and will assist in developing your client base further.
I cover both UK Nationwide and Worldwide.
I can offer both one to one or group sessions.
Please feel free to view below, which explains, how this service is beneficial to your Venue. It will be a pleasure to be invited to your Venue in order to assist in ' Sharpening your pencils ' in order to give you even more of a cutting edge to win more business and to potentially increase your revenue. If it is long jeverdy you are looking for it is wedding & event professionals as well as clients who can recommend you, and also discredit you if your system is potentially not up to scratch.
' Let me guide you gently with my professional hand '
' It is that friendly external hand that can inject fresh ideas into your venue '
' Long Jeverdy is the key '
I am an Award Winning, Wedding and Events Planner, Coordination, Toastmaster, Celebrant, Organizer, Compere, MC, Host, Quizmaster, Auctioneer and so much more.
Let me bespoke a package according to your wishes.
I have many years of experience within this industry, and I will be delighted to share my level of expertees with you, in order to assist your Venue to ' Have the cutting edge' and to be the best. It will be a pleasure to be invited to your venue, in order to discuss ways of potentially enhancing your existing Weddings and Events structures, in which you have in place within your Venue at present. This can only be very beneficial to you, and will assist in developing your client base further.
I cover both UK Nationwide and Worldwide.
I can offer both one to one or group sessions.
Please feel free to view below, which explains, how this service is beneficial to your Venue. It will be a pleasure to be invited to your Venue in order to assist in ' Sharpening your pencils ' in order to give you even more of a cutting edge to win more business and to potentially increase your revenue. If it is long jeverdy you are looking for it is wedding & event professionals as well as clients who can recommend you, and also discredit you if your system is potentially not up to scratch.
' Let me guide you gently with my professional hand '
' It is that friendly external hand that can inject fresh ideas into your venue '
' Long Jeverdy is the key '
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Here is a review from Parkwood Golf Club in Kent
Jonathan took time out of his day to visit my workplace so I could show him around the venue and discuss new opportunities for the venue. He was very knowledgeable about the industry and explained the variation of weddings and celebrations which they are across a few different religions, making it easy to understand.
Jonathan also was kind enough to help promote our company after just a few hours of meeting. He has been working in the industry for years and knows everything there is to know! I would highly recommend Jonathan's services, he invests a lot of time into his clients and is always happy to help!
I look forward to working with Jonathan in the near future.
Kind Regards
Ben Mehmet
Business Development Manager
Jonathan took time out of his day to visit my workplace so I could show him around the venue and discuss new opportunities for the venue. He was very knowledgeable about the industry and explained the variation of weddings and celebrations which they are across a few different religions, making it easy to understand.
Jonathan also was kind enough to help promote our company after just a few hours of meeting. He has been working in the industry for years and knows everything there is to know! I would highly recommend Jonathan's services, he invests a lot of time into his clients and is always happy to help!
I look forward to working with Jonathan in the near future.
Kind Regards
Ben Mehmet
Business Development Manager
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We can work together prior to me attending, in order to bespoke the plan of action you wish me to undertake with you.
We also offer refreshers and follow up's.
There is so much knowledge I can share with you, some of this includes:-
Promotion and Marketing
Social Media & Marketing & Reviews ( I will also take photos of the venue and spaces and
facilities and promote to 50,000 + followers ). Promotion will be on a regular basis, where you can also send me updated literature and this includes flyers about Wedding Fayres and Exhibitions.
Opening up as many sales pipelines as possible ( Wedding exhibitions, Social media posting, Google paid ads, Blogging about your venue and sharing, Blogging about suppliers, Reciprocal Marketing with suppliers.
Spying on the competition - Blogs, social media, Keywords and more.
Styled photo shoots of the venue spaces all dressed up nicely.
Share wedding and event planning tips on your social media networks and blog them out on your website.
Lead Magnet - Create something unique in your blog, give clients some free and useful information and in return ask for there email addresses, so you can put them on your mailing list for newsletters, and also contact them to introduce yourselves and see if you can assist at this moment.
Sales Funnel - Chat link on home page, Great Home Page, Promotions on Home Page, Videos and more, anything to make the sales process easier for the sales team
Drip Marketing
Figures to share:-
87 percent of couples - postponed -
62 percent - no change of budget
79 percent - venues and vendors have been responsive
Podcasts and Presentation Skills
Back links and writing blogs of interest
Branding needs to be strong and you need to move with the times it is all about brand awareness.
Branding ( All about what you promote and market ). People perception of you.
Giving clients tips on social media but also with a potential commitment to buy
Mailshots and Newsletters ( Some excellent software out there)
Direct Marketing ( Targeting people via post )
Analytics ( To see where the business is coming from and keywords being used and what the competition may be up to )
Venue should do competitions, seasonal promotions with good photos and contents, offers people love, and even polling in groups.
Venues to offer a small further discount maybe of 100.00 pounds to allow clients to purchase wedding insurance
Is there suppliers built into your package, if so you must advise the clients to meet or to communicate via skype , before signing any contracts, as the clients may not get on well with the supplier or may not resonate, and then the venue can be more flexible in a positive way.
Who is your avatar who needs to be identified ? Your perfect/ targeted client, who loved your venue, who never haggled, who loved the value you gave them, who gave you the review, who appreciated you.. this is very relevant as it paints the picture of your perfect clients that you need to target and replicate , branding needs to be strong and it will make life easier for those in sales.
Learn about being innovative - This is very important, that you stay steps ahead of your competition, you need to develop products and solutions that are unique to you, and the competition will find it hard to replicate and copy you. This will give you the edge, and clients will only come to you.
It is all about enhancing the clients experience.
Tells you what your customers are thinking. Type your keyword or search phrase, and the tool generates a diagram of related searches. ( https://answerthepublic.com/ )
Don’t include suppliers in your packages, let the client have total flexibility as long as they are insured
Talking about Marketing Funnell
Influencer marketing is always good - someone who is top in there field to endorse your services or products
Try and go live on social media at least twice a week
Exhibiting at Wedding and Event Shows
Have a personal hashtag for your venue that is unique to you ( Maybe something quirky )
Give suppliers regular shout outs and ask them to shout you ( Done on Facebook & Instagram and more )
Posts on social media showing and introducing all employees on your business page with a description, and this can be pinned to the top of your page.
Run Competitions - who ever invites the most people to your business page, will receive a little gift or if it is wedding or Event Professionals maybe shout out about there business by promoting them on your page.
When writing a blog post - Your headline needs to be compelling and striking
Share videos of what goes on behind the scenes, the staff at there desks working and interacting, the kitchen, the banqueting staff and more.
Post photos of employees whilst at work loving what they do , and post images of clients who love and enjoy your services .
Retention of clients
Share by posting professional tips on your social media or blog and share it round, and mention which member of staff provided the tip.
Get video reviews from clients and suppliers and share them,as they offer insights to your brand.
Have pictures and small bio of sales and banqueting staff on social media and websites.
Talk about E-Mail Marketing and Monthly Newsletters and on line brochures
Sales and marketing should resonate 100 percent, and they should have a meeting once a week to discuss what is working and what is not, and for fresh ideas to be discussed.
Always promote the core of the business- when promoting and presenting.
Feature weddings and events on your blog or social media, as it may entice the client, who have the same ideas ( also tag in the wedding or event professionals who were working ) and ask them to blog back about your venue, and there experience.
Post about competition prize draws incentives for the clients
Incentivise clients to book ( maybe offer a tickets to a local landmark with a private tour and then tea and coffee ) or maybe a pre wedding meal the night before in your venue for bride and groom, or if not a nice meal nearby ( compliments of the venue )
Most of us stick to the norm, learn techniques to go out of the box and attract more clients, with variation.
Learn how to be very engaging with various different types of posts on your social media and websites and blogs.
Have a styled photoshoot of your venue, with your venue looking its very best when set up in all areas.
Make your website look attractive with up to date photos, your website should not be dull.
Let people know of things in the pipeline and brand new developments
People are planning there weddings or special events from there homes, consider having a virtual tour of your venue on your website and potentially sharing it onto your social media. You may wish to view Venue Insider which gives you some ideas.
As well as Facebook, Twitter, Linked in and Instagram, also use Pinterest as it gives couples lots of ideas, as they maybe super specific and will help them find inspiration by finding what appeals to them.
Brand Identity is so important, create groups on Facebook,Instagram, Linked in and Pinterest and also Tic Toc, These groups must show for example ' Mercure Maidstone Weddings ' or ' Royal Lancaster Events '
Venues Asking Clients for Video and written reviews, which you can promote both on your
Website and your other social media platforms. Feedback is very important, and should appear everywhere.
Talk about Marketing Team always being able to resonate with Sales Team.
Lots of PR and Press / Radio/ Trade Magazines and Editorials and Interviews
Posting all reviews written and video on your Social Media. Also tagging wedding and event pros, to show your appreciation. Remember these are the people, that are regularly Blogging, and can share your content.
Everyone should be included, there is no distinction, everyone is as important as
each other.
Talking about ensuring your best and most high res photos are on your website and
social media.
Potentially organizing a professional photographer to come to your venue in order to capture a styled shoot of your ceremony rooms, ballrooms, outdoor areas and more ( This is with the venue rooms dressed and to look attractive )
I can also be booked to observe a wedding or event by the Venue, and make a report accordingly, always beneficial, as an external professional is coming into observe and report back on an independent basis.
Give future couples the opportunity to stay in contact in a slightly different way, by starting your own venue instagram page dedicated to this, this would also work on Facebook as a private group.
Reciprocal Marketing opportunities
Learn how to put all wedding and events staff members on social media and website with photos and a small bio explaining what they do, and maybe there interests and some history of that person ( How long worked with you and previous employment )
I will personally live interview who ever you would like me to from your venue on Linked In and Facebook asking you a good variety of questions, with guest interaction.
Fine tuning and enhancing of both your existing structures and future plans.
Times are changing, more and more Grooms are now just as instrumental in the planning as the brides. Try and put just as much emphasis on Grooms, in your marketing and publications.
Has your Venue got something extremely special that couples are not aware of, and is not published on your social media or website ( Re. Historical Rooms, Ceremony Landmarks nearby )
Wedding and Event exhibitions with a difference.
Website Presentation - Make sure your website is very visible showing that you cater for Weddings and Events, and it is very easy for the potential clients to surf to these areas. Some Hotels and Others do not even have a Wedding or Events section on there home / landing page.
Showrounds and On Line Brochures. Showrounds are dropping generally as there is so much about the venues that can be found on line, keep your marketing and images sharp.
Monthly Newsletters and Maybe Competitions
Live Interviews
Jonathan will Live Interview who ever you wish from your venue on Facebook, this will give you excellent PR and exposure, as it is shared around my very large social media networks and my blogs.
Sales and Sales / Telephone Techniques and Admin
Talk about Sales and Telephone Techniques and Opening and Closing as well as Handling Objections.
Encourage clients to have a skype/ zoom call, its so much more personal.
Talk about Lack of Motivation and to become more Motivated ( Marketing, personal, No belief, Success Mindset, Extrovert, Self Esteem, Passionate, Assertiveness, Emotional Intelligence, No passion, Resilience. Talking about opposites, Lack of Motivation, No Self Belief, Lack of Confidence, Question the Marketing and other Sales Funnels and more )
Weekly sales huddle with the sales manager to get together with the sales team, to discuss best practices, nurturing, closing and more. This can only improve your system.
Create a document of the sales process and share with the team, and then maybe all team members can write notes in an area on the document, where the sales process may be improved and ideas that may nurture clients all the way through in an enhanced fashion. It should be a dynamic document which can be reviewed and tweaked over time ( maybe an excel spreadsheet, white board )
Little Things – personal greeting card – app – explain – and customize
Invite clients in for afternoon tea and get to know them, makes it more personal
Also talk about how you keep clients after booking, or after clients you feel you may have lost.
Always send the buyer a nice welcome message after completing the sales, with who the contact is at your venue, and accounts details and more, and state how you look forever to being of assistance.
Nurture leads who may not be ready to buy ,first of all by taking there email addresses, and then sending across valuable content, send them videos, white paper ( detailed documents ), newsletters and more, as when they are in the position to buy, you may be there first port of call.
Being unique ( being out of the box and show reviews and more )
Discovery questions to clients
Retention of clients
Building trust with clients ( Confidence, Assertiveness, Knowledge )
Core Benefits of why our venue is for you.
Keep practicing your techniques
Changing clients way of thinking ( Take them away from the norm )
Learn to be proficient ( High degree of skill and product knowledge and expertees )
Selling to Millenials ( Generally those born between 1980- 2000 )
Always create something bigger to the clients
Sales to always email suppliers from all events and welcome them over email, and mention you can be of assistance, with any issues you may have.
Prices should only be given after venue has been articulated. Try to make it very personal with the clients and only discuss price over a Skype / Video Meeting or face to face meeting
Should you be away or of sick, ensure that everything in the relevant wedding or events client file is up to date, if you had promised to call a client back and you cannot, make sure a colleague is aware, and to ensure they are called with no delay.
Let me listen into both recorded and live conversations between those in the sales teams and the prospective clients.
Talk about being Confident, Passionate, Honest and Genuine
Taking enquiries and acting very quickly, always give your name when answering the phone and introduce yourself nicely, or the same procedure via email, if you need to call the client back tell them how long it will take for you to get back to them, the longer you take, the client will lose faith in you. If a client contacts sales via telephone and asks for a specific person as they make have been dealing with them, and that person may be in meetings, on holiday or of with an illness, deal with that query rapidly, always follow up via email in writing, and cc the person in the email, that the client asked to speak to, to keep them abreast of what is going on.
Talk about figures... The top 3 percent may buy / the next 17 percent are in gathering information mode / the next 20 percent know they need help but are not actively researching to solve the problem / 60 percent are not problem aware . ( Will show on Pie Chart )
Learn how to probe the clients minds and get to the bottom of there problem as they have come to you for a solution. Having awareness of the clients problems. What are there hopes and dreams ? What makes them tick ?
Learn how to not shout out about your features, but emphasize on your benefits. For example, nice walks, having a pre event party in your rooms, spa, restaurant, landmarks and more.
Talk about Always introducing unconsidered needs to the clients, this is things that they may not have thought of, this brings value to the clients, and may give you the edge over the competition ?
Learn How to emphasize what clients gain by going with your venue
Talk about sales skills you need to have are - Story Telling, Empathy, Adaptable, Active Listening, Marketing Psychology, Product Knowledge.
Important to build that client relationship quickly
Understading clients at a deep level
Always check out the competitors landscape and what they are doing
Chase prospects 3-5 days after making there enquiry , and then 1 week later. Sometimes its the prospects that you do not think will book, will be the ones who do book.
Concentrate on the clients that do have the budgets, others may just be fall away, which is not a bad thing
Learn how to Upsell your services if so you’re revenue will increase. But do it a nice way, and don’t be pushy. Don’t stumble ! Draw that thin line when upselling don’t be to pushy
Think about that long term relationship, and how the clients can recommend others and give you great reviews
Learn how to take clients out of there status quo which is vital, take them away from the norm, enhance there experience, be different and add lots of value.
Talk about Sales Team always being able to resonate with Marketing Team ( You will see the results if you bounce ideas of each other as well as facts and figures )
Talk about sales team members helping each other out, as everyone has the same interest to help the business grow
Learn how to educate clients as many need to be, and will draw conclusions from your expertees - also leverage your content nicely.
Learn how to analyse data reports which is always good and beneficial, to see the behaviour of what is working and what is not, and also on the websites, always ask a client where they saw you advertised. Trends are very important and can change very quickly
Always focus on the right leads / resonate with that type of client that may book you
Learn how to pay close attention to your marketing funnel what is working and what is not. What’s helps the sales team close more deals. What are the sales team stumbling over
Maybe zoom between sales and marketing team on Zoom or Skype once a week to discuss ideas and figures and so much more.
Clients are looking for a solution to there problem, listen to there requirements in detail. Do not disturb the clients when the talking.
Learn how to offer only a 5 star level of service ( Sir/ Madam )
Making the solution more interesting for clients, an improvement over what they have in mind ? Telling them examples of past, present and the future, overcoming the norm ... ( Giving Value )
Clients are looking for extra value on the services you offer ( Learn how to do this )
No client is too big or too small ( You never know who they may know and where your service and product leads too )
Learn how to do professional follow ups
Price or Quality / Credentials and professional portfolio
How People buy into people
Let me Listen to you , whilst you are speaking on the telephone
What makes your product or service better than the competition
Make sure sales and marketing resonate, so the prospect can cross reference
Learn how to close with lots of techniques and how to express yourself. I get the sense you are a little unsure of booking our services, what would it take for you to book today ?
Business Development revolves around your attitude, how you present, sales techniques, marketing skills,knowledge of product and services, trust, team work and more.
Giving clients a reason to book you, what extra can you offer to the clients
Role Play of Telephone Techniques and selling face to face
Learn how to be clear and precise on the telephone and face to face
Asking where the prospect saw you advertised, as that can have an impact on marketing decisions
Upselling
Share your skills with fellow colleagues, don’t hold the information in just for yourself, it is all about a team effort.
Maybe start an on line group or prepare a white board to share your good ideas.
What endears the prospect to you ? What value can you offer to close the sale ?
Learn how to take clients out of there Status quo ( Set in there ways what they have now and what may be the norm ) offer something very different, that distinguishes you ?
Talk about What distinguishes you from the competition ? What are your USP’s that will entice the client to buy from you ? How are you different ? Talk about Value ?
Learn how to discover the clients requirements and listen to there wishes
How to overcome the objections, if clients say they will get back to you
Learn about Feedback Loops
Your solution needs to be less stressful and engaging.
Learn How to ensure the client feels comfortable and they will think about your quality service over price
How to ensure the client trusts from your first contact with them, It is all about trust
Staying in touch with prospective clients from day one of the enquiry . Learn how not to come over as to desperate .
The client has come to you for a solution, learn how to understand and delve deep, with your friendly and positive attitude .
What sets you apart from the competition, what are your Unique selling points.
Learn how to work with clients closely from day one and an understand of there needs, so they can buy into you .
Learn how to speak with clients about Quality over price, whats important and how to overcome .
Learn What makes your service attractive to clients, and worth the price you demand and more .
What’s draws clients to book your wedding or events services .
Talk about setting up personal facebook pages to communicate with your clients and suppliers, and often adding input.
Venues needing to treat clients fairly. Venues need to have cancellation policies in place to cover their back. Shows the importance of well written (professional contracts). ...
Talk about E-Mail addresses, making them more personal ( Weddings, Events, Names) Not Sales. Also names, job titles and descriptions of the relevant people who are in your Weddings or Events team, showing there personal email addresses, this makes the clients experience more personal. These can be shown on your social media pages as well as your websites and other marketing material. Make it easy for clients to contact you, maybe even add direct phone numbers, as many clients, would like to speak rather than email. Some clients may want to have a facetime or Skype with you, when making there initial enquiries, having this option is another quick way of communication, just like a face to face meeting. Speaking with the client on the telephone opens the best line of communication and is a lot more personal.
Talk about beleiving in yourselves when selling, show passion, professionalism, enthusiasm, as well as drive.
Speaking to clients about outdoor areas in your venue where you can have a wedding or Event
Speak about Celebrant Led Weddings, as these are becoming more and more popular.
Speaking and implementing future Sales and Marketing strategies after you have had relevant meeting, who will take responsibility for this.
Speak about Access to all suppliers, making it easy, and supplying diagrams, and mentioning infractions.
Advising clients in advance of local festivals or Big Events, which could deter timings on there special day.
Speak about the opening and creation of new markets within your Venue, Such as, different types of Weddings, which include, Asian, Indian, Muslim, Jewish, Afro/ Caribbean, Greek, Turkish and more. And also exhibition and Event Opportunities. This is always good if you have unused space and grounds that could be utilized more.
Being very open minded about everything and show positivity ( Every client wants something
different ) don't become set in your ways just by talking about the norm. Working outside the box shows positivity.
Price maybe an issue, and you may be competing, but you need the edges and Angles to beat the competition.
Making your contact page as easy and concise as possible for clients to enquire, the more information you ask for may actually deter the clients from enquiring with you.
Sixty Sex Percent of clients are only personally viewing 3 venues on average, the rest is done on line, and this is why a nice 360 degrees Corporate Video, outling the spaces available comes in very useful. Clients nowadays are very technology and social media orientated, and the more they can view on your website, Facebook, Instagram and others, the better chance you have of wielding them in.
Use of Local Produce and Food Options is a good selling point.
Yurt and Tipi options are becoming extremely popular for Wedding Clients, this is something else that the Venue consider promoting, should they have the grounds available for this.
Every Wedding Couple & Events Client should be treated as VIP'S
How to attract Local Clients (Special evening inviting your local mayor & other local dignitaries to a special event or maybe a venues special anniversary, ensuring the press is present, this can give lots of coverage and you can blog on your social media )
Calling Clients back promptly and Telephone manner. Calling clients sir or madam or by Mr or first Name, always be very polite, and do not make false promises
Upsell to all clients.
Revenue
How to potentially achieve the most revenue from clients and through social media and other
Ideas.
Venue
Mapping out goals
Give your venue a kick start and let me help you fine tune everything
Both my consultancy meeting and your venue meetings, should potentially include, sales staff, marketing staff , event manager and banqueting. Service needs to engaging and perfect all the way down the line.
Sponsorship ( All aspects ) and its advantages.
Exhibiting at Wedding and Events Shows as a must, and if not attendance, to see what the competition is up to maybe, and to pick up some of there marketing materials.
Most clients are researching venues from there armchair, having a 360 of your venue is always beneficial, this should also have a chat portal attached so clients can ask you questions whilst they are virtually viewing your venue.
Podcasts about the venue and presentation skills
Invite clients maybe for afternoon tea and coffee and cakes, to keep them onside and nurtured.
Have your own ideas, be unique and do not copy the competition, look into areas that are untapped.
Have a good CRM ( Customer relationship management system ) in place ( Sales and Data Analysis system- Hubspot is good ) Manage your sales, marketing and admin and management tools. Helps keeps you organised, optimizes your marketing strategy, customer tracking, reporting and more.
Service is right the way down the line from start to finish and asking for reviews.
Having that modern twist at your venue is potentially of interest to clients, including food, settings, seating, communal areas and more.
Case Studies on previous work is important to show to clients on your website and social media and the variation of weddings and events with photos, videos, tagging, reviews and more.
Offer Dry Hire clients more than a blank shell, include other incentives, that will entice them to book you.
Ensuring you are a Gay Friendly Venue and creating an environment, as well as being respectable.
Talk about Service which needs to be fluent down the line from enquiring to closure of the event
Clients Cancelling Destination Weddings outside there country due to emergencies, maybe put on your blog that you would be delighted to help those getting married, and how you can be of assistance, be as client service orientated as possible.
Always share your insights with marketing about content, prospects behaviour, likes and don’t likes, maybe more webinars. Share all reports with marketing team. Marketing should be enabling sales to be more successful. And vice versa....
Slide Show with Powerpoint can be boring for clients, Flipchart and live speaking is more of interest and brings guest interaction
Does your venue have the passion and desire to develop further and are hungry for success now and in the future.
At the end of your prospective clients meeting, always have an action plan .. pre arrange the next steps ( get the diary out, whilst you are with the client to either organise a follow up meeting or phone call )
Learn how to apologize with sincerity and in a professional manor if there is a service failure
Business Development revolves around your attitude, how you present, sales techniques, marketing skills,knowledge of product and services, trust, team work and more.
The attitude to exceed expectations
Have great social media presences with good keywords on Facebook, Linked In, Instagram, Twitter and more, and join groups and comment.
Offering clients flexibility, do not be set in your ways, be as personable and accommodating as possible.
Organisation of a template with wedding and events facts on, maybe checklists, accommodation near by, tourist attractions, proximity to Airports, phone numbers for taxis and transport , venue rules , insurances, and any other advice. You could even personalize this,. Or maybe password protected documents on your website , which clients can download, which may be relevant to them.
Take the client for a meal in your venue or outside, or to the venue or outside bar for a nice drink with nibbles, get to know your clients well, resonate with there interests , this is so more personal, they will relax more. If you discover that the client has an interest , maybe send them something in the post in relation to that interest. It builds up a nice rapport, and the sale may become more of a reality.
The more PR the better, coming from clients blogging, industry blogging, editorials in magazines, interviews , open days for trade and more.
Keeping your website updated and look to change the design once a year, to keep things fresh and modern. Trends change on a regular basis, and you may need to adapt your marketing accordingly.
Invite wedding and events planners in for lunch, give them full show rounds including accommodation, ask them to blog about your venue .
Is your Venues marketing ineffective and you are not getting the results
Follow ups to all clients must be professional and acted upon within a reasonable time frame , this maybe after a phone call, meeting, thanking clients. It is always advisable to send clients a feedback form, and maybe request a testimonial,which you can share on your marketing ( maybe create a good template )
Always send a monthly newsletter to clients, keeping them informed of new developments within the venue.
360 Degrees views of the venue on the website and social media
Lots of new sales techniques, can improve sales and revenue, this will make targets more achievable, put peoples name on a whiteboard , with the amount of sales needed to be achieved . And when a sale is achieved they can put a tick next to there name.
Clients are always looking for something extra, which will may encourage them to buy, maybe offer a free allowance up to a certain amount for drinks, throw is some AV and Lighting, throw in a DJ or Magician maybe. Just something that may entice them to buy. You may even consider throwing in some Accommodation for guests.
All areas of the Venue to be set up nicely for professional Photographer and Videographer to photo and video , and this footage should be used on your social media and websites, creates a nice clean image of your venue.
Guest Accommodation and Bridal suites to always be shown in detail, as well as showing around industry professional who work on your site, so they can also sell the venue to there clients.
Talking about not being negative
Implementation of putting new practices in place
How does your venue differentiate from others and what is your USP
Stay proactive at all times
Good Incentives for staff to exceed targets
Discussing Sound Limitations within the venue for weddings and events
Venues Charging suppliers to be in there brochure and commissions to venue if clients book
Recommended Suppliers - Do not be set in your ways, however check insurances.
Liability Insurance and PLI and method statements from all suppliers
Wedding and event insurance to be suggested by venues in Event of Cancellation and ask clients to check all exclusions. Talk about Client Disclosures. Clients can then search for an appropriate insurance and speak to various companies , about exclusions and inclusions in detail . Very highly recommended.
ng on 13/05/2020 is interviewing the ultra talented and very passionate Event Producer who is Jay Ben Sands. We will be talking everything about weddings and events. Please kindly share on your profiles and groups.
Venues - ensure all clients and suppliers have a floor plan with tables on potentially including dry hire to get the edge - this should be advertised -
Lots of client interaction through social media - venue maybe to start a personal group on facebook, or better still the clients and they can invite the venue and other industry professionals.
Venues to write back to all suppliers and thank them after every wedding or event , leaves a good taste in mouths.
Making sure that all wedding and events professionals who are working at the Venue on the day, should be fed, it is them from a marketing point of view, that can speak about you positively or negatively to clients, can recommend or not, and also write negative and positive reviews all over social media and the internet.
There should always be tea and coffee on hand for suppliers, who are coming t your venue early to set up. Also if you have a string quartet or violin or other musician in the registry marriage, they should also be offered refreshments as well as the registrar, makes them feel good, and want to put on an even better show !
There should always be someone at every wedding or event from your management to personal welcome every guest on arrival, and this will make them feel very special.
Talk live on social media about your venue with passion and also talk about forthcoming wedding fayres and other exhibitions.
Maybe invite me to observe a wedding or event in my professional capacity as an industry expert in this field, and then report back my findings and opinions to venue management and directors.
Potential for fireworks displays and fire shows.
Alcohol Licenses and Corkage.
Venue Management or Caterer Manager should go around the tables to check that guests are happy with the food and service that have been provided.
Venues and Caterers should not insist that clients should use the DJ, Toastmaster or any other service within there set package, as they may not like the style or service. Certain Venues should potentially be more open minded, providing the industry professionals that the clients may require, have all the relevant insurances documents and can supply these when required , as well as potentially a good portfolio and credentials. The clients are paying a lot of money for there biggest day, and they should have freedom of suppliers and choice.
When Venues procure the services of wedding and event professionals, to ensure if an agreement is in place in relation to payment, that payment is made on time or before the date. This will avoid negative reviews
Offering Clients and Wedding Professional genuine warm hospitality, such as the basics, which includes offering tea and coffee at planning meetings or showrounds
The Venue or wedding manager, should not be illusive, and should offer warmth to all clients, and introduce themselves professionally to both clients and industry professionals on planning meetings and showrounds. This puts a good taste in peoples mouthes, and are more likely to recommend you, which brings long jeverdy.
Ensure all clients have Wedding or Events Insurance, asking them to sign a disclosure, in the event that something serious may happen, that is unplanned.
Link ups with Car Parks if Parking at the Venue is limited / Special Rates organised
Showcase your on site accommodation on a regular basis and different options.
Family of the bride and groom, employees or bridesmaid or groomsman, should not be left to direct the day, it should be a professional toastmaster who can assist in every capacity all round, and the family, employees, or others should be left to enjoy themselves.
Venues need to make clients aware of why booking a professional toastmaster is beneficial to there day and prior , and making the day into the personal experience and style they are looking for.
Members of staff doing on line talks and Talks at the Venue and maybe Live Videos on Website
Talk about Corporate Videos
Formal Open Evenings to include special welcomes and talks by your staff. As well as presentation of the Venue.
Talk about signage required for every Wedding or Event.
Having Positive attitudes at all time, always smiling, and do not show negativity.
Offering Client Consultancy with Facetime, Skype or Video, as this is what a lot of clients are seeking this day and age.
Talking about implications of only using your preferred suppliers, and how this bring negativity to your venue. Being Open Minded, as long as the suppliers, have relevant insurances. If Venues are to set in their ways, this could deter the clients from booking.
Offering of refreshments during showrounds and planning meetings to both clients and industry professionals. This is a good sign of caring and professionalism.
Disabled Access & Accesses to the Venue for suppliers ( Making this easier,and offering Further levels of support and service)
Staff observing each other on a regular basis.
Talk about signage required for every Wedding or Event.
Stay open minded about suppliers, you can say you have worked with them, but don’t just say you are stuck to these, have an open mind, as long as they have the relevant documents and Insurance’s, it’s the clients choice. Make them always feel welcome , as it is suppliers who will promote you as well as clients, if you are client service orientated.
Talk about PLI, Method Statements, Risk Assessment and Health and Safety. With the Importance of health and Safety for both Suppliers & Clients.
On Line tours of the Venue, As well as On Line Chat Portal.
Themed Packages every month and Incentives for people to book
Staff doing regular group talks with clients.
Dry Hire & Marquee & A la Carte ( Not Set Items) & Tipi Possibilities
It is very important to gain a respect and mutual understanding with all Wedding or Event Suppliers, therefore it is important that if professionals are procured directly from the venue, payment is to be made as agreed mutually. Remember it is these suppliers, who Blog about you, and will recommend you or not.
Wedding and Events Professionals
Courteous welcome to all wedding and event suppliers by email prior to every Wedding or Event. There should be no distinction at all, whether the Venue is catering or Dry Hire. It shows common courtesy, and leaves a good taste in peoples mouths.
Place Videos of recommended suppliers on your website and other social media. Do not be strict with clients to use your recommended suppliers. Maybe mention ' Here are just some of the suppliers who we have worked with and who we would be happy to recommend on that basis ' , however you are welcome to use who ever you wish, as long as they have the relevant insurances, which we will be requesting.
How to get Wedding & Event Professionals on your side
Maybe invite local Wedding and Events Professionals for Networking Evenings & talks by Wedding & Event Professionals and also your Staff, maybe have Drinks & Canapes Event, maybe have Q&A Sessions, Showrounds and talk about blogging and social media, getting these Professionals to write about you, and you can write about the evening also and tag these people in. More publicity ensues more client confidence.
Maybe organize an Event, where you invite local professionals
How to attract Local Clients (Special evening inviting your local mayor & other local dignitaries to a special event or maybe a venues special anniversary, ensuring the press is present, this can give lots of coverage and you can blog on your social media )
Make sure all wedding professionals on the day are always looked after, make them feel very Welcome, offer them drinks, showrounds and More, these people can recommend ...
Recommended Suppliers -for free - supplier of the month- send in testimonials that are framed or flyers or something of relevance and the venue will make the decision. And then this goes on show, and changes at the end of every month.
Client Retention
This is exceptionally important as clients may wish to recommend other members of there family and friends, asking clients for reviews, put them on the mailing lists, feedback sheets, newsletters, incentives, Thank you card and more.
We can work together prior to me attending, in order to bespoke the plan of action you wish me to undertake with you.
We also offer refreshers and follow up's.
There is so much knowledge I can share with you, some of this includes:-
Promotion and Marketing
Social Media & Marketing & Reviews ( I will also take photos of the venue and spaces and
facilities and promote to 50,000 + followers ). Promotion will be on a regular basis, where you can also send me updated literature and this includes flyers about Wedding Fayres and Exhibitions.
Opening up as many sales pipelines as possible ( Wedding exhibitions, Social media posting, Google paid ads, Blogging about your venue and sharing, Blogging about suppliers, Reciprocal Marketing with suppliers.
Spying on the competition - Blogs, social media, Keywords and more.
Styled photo shoots of the venue spaces all dressed up nicely.
Share wedding and event planning tips on your social media networks and blog them out on your website.
Lead Magnet - Create something unique in your blog, give clients some free and useful information and in return ask for there email addresses, so you can put them on your mailing list for newsletters, and also contact them to introduce yourselves and see if you can assist at this moment.
Sales Funnel - Chat link on home page, Great Home Page, Promotions on Home Page, Videos and more, anything to make the sales process easier for the sales team
Drip Marketing
Figures to share:-
87 percent of couples - postponed -
62 percent - no change of budget
79 percent - venues and vendors have been responsive
Podcasts and Presentation Skills
Back links and writing blogs of interest
Branding needs to be strong and you need to move with the times it is all about brand awareness.
Branding ( All about what you promote and market ). People perception of you.
Giving clients tips on social media but also with a potential commitment to buy
Mailshots and Newsletters ( Some excellent software out there)
Direct Marketing ( Targeting people via post )
Analytics ( To see where the business is coming from and keywords being used and what the competition may be up to )
Venue should do competitions, seasonal promotions with good photos and contents, offers people love, and even polling in groups.
Venues to offer a small further discount maybe of 100.00 pounds to allow clients to purchase wedding insurance
Is there suppliers built into your package, if so you must advise the clients to meet or to communicate via skype , before signing any contracts, as the clients may not get on well with the supplier or may not resonate, and then the venue can be more flexible in a positive way.
Who is your avatar who needs to be identified ? Your perfect/ targeted client, who loved your venue, who never haggled, who loved the value you gave them, who gave you the review, who appreciated you.. this is very relevant as it paints the picture of your perfect clients that you need to target and replicate , branding needs to be strong and it will make life easier for those in sales.
Learn about being innovative - This is very important, that you stay steps ahead of your competition, you need to develop products and solutions that are unique to you, and the competition will find it hard to replicate and copy you. This will give you the edge, and clients will only come to you.
It is all about enhancing the clients experience.
Tells you what your customers are thinking. Type your keyword or search phrase, and the tool generates a diagram of related searches. ( https://answerthepublic.com/ )
Don’t include suppliers in your packages, let the client have total flexibility as long as they are insured
Talking about Marketing Funnell
Influencer marketing is always good - someone who is top in there field to endorse your services or products
Try and go live on social media at least twice a week
Exhibiting at Wedding and Event Shows
Have a personal hashtag for your venue that is unique to you ( Maybe something quirky )
Give suppliers regular shout outs and ask them to shout you ( Done on Facebook & Instagram and more )
Posts on social media showing and introducing all employees on your business page with a description, and this can be pinned to the top of your page.
Run Competitions - who ever invites the most people to your business page, will receive a little gift or if it is wedding or Event Professionals maybe shout out about there business by promoting them on your page.
When writing a blog post - Your headline needs to be compelling and striking
Share videos of what goes on behind the scenes, the staff at there desks working and interacting, the kitchen, the banqueting staff and more.
Post photos of employees whilst at work loving what they do , and post images of clients who love and enjoy your services .
Retention of clients
Share by posting professional tips on your social media or blog and share it round, and mention which member of staff provided the tip.
Get video reviews from clients and suppliers and share them,as they offer insights to your brand.
Have pictures and small bio of sales and banqueting staff on social media and websites.
Talk about E-Mail Marketing and Monthly Newsletters and on line brochures
Sales and marketing should resonate 100 percent, and they should have a meeting once a week to discuss what is working and what is not, and for fresh ideas to be discussed.
Always promote the core of the business- when promoting and presenting.
Feature weddings and events on your blog or social media, as it may entice the client, who have the same ideas ( also tag in the wedding or event professionals who were working ) and ask them to blog back about your venue, and there experience.
Post about competition prize draws incentives for the clients
Incentivise clients to book ( maybe offer a tickets to a local landmark with a private tour and then tea and coffee ) or maybe a pre wedding meal the night before in your venue for bride and groom, or if not a nice meal nearby ( compliments of the venue )
Most of us stick to the norm, learn techniques to go out of the box and attract more clients, with variation.
Learn how to be very engaging with various different types of posts on your social media and websites and blogs.
Have a styled photoshoot of your venue, with your venue looking its very best when set up in all areas.
Make your website look attractive with up to date photos, your website should not be dull.
Let people know of things in the pipeline and brand new developments
People are planning there weddings or special events from there homes, consider having a virtual tour of your venue on your website and potentially sharing it onto your social media. You may wish to view Venue Insider which gives you some ideas.
As well as Facebook, Twitter, Linked in and Instagram, also use Pinterest as it gives couples lots of ideas, as they maybe super specific and will help them find inspiration by finding what appeals to them.
Brand Identity is so important, create groups on Facebook,Instagram, Linked in and Pinterest and also Tic Toc, These groups must show for example ' Mercure Maidstone Weddings ' or ' Royal Lancaster Events '
Venues Asking Clients for Video and written reviews, which you can promote both on your
Website and your other social media platforms. Feedback is very important, and should appear everywhere.
Talk about Marketing Team always being able to resonate with Sales Team.
Lots of PR and Press / Radio/ Trade Magazines and Editorials and Interviews
Posting all reviews written and video on your Social Media. Also tagging wedding and event pros, to show your appreciation. Remember these are the people, that are regularly Blogging, and can share your content.
Everyone should be included, there is no distinction, everyone is as important as
each other.
Talking about ensuring your best and most high res photos are on your website and
social media.
Potentially organizing a professional photographer to come to your venue in order to capture a styled shoot of your ceremony rooms, ballrooms, outdoor areas and more ( This is with the venue rooms dressed and to look attractive )
I can also be booked to observe a wedding or event by the Venue, and make a report accordingly, always beneficial, as an external professional is coming into observe and report back on an independent basis.
Give future couples the opportunity to stay in contact in a slightly different way, by starting your own venue instagram page dedicated to this, this would also work on Facebook as a private group.
Reciprocal Marketing opportunities
Learn how to put all wedding and events staff members on social media and website with photos and a small bio explaining what they do, and maybe there interests and some history of that person ( How long worked with you and previous employment )
I will personally live interview who ever you would like me to from your venue on Linked In and Facebook asking you a good variety of questions, with guest interaction.
Fine tuning and enhancing of both your existing structures and future plans.
Times are changing, more and more Grooms are now just as instrumental in the planning as the brides. Try and put just as much emphasis on Grooms, in your marketing and publications.
Has your Venue got something extremely special that couples are not aware of, and is not published on your social media or website ( Re. Historical Rooms, Ceremony Landmarks nearby )
Wedding and Event exhibitions with a difference.
Website Presentation - Make sure your website is very visible showing that you cater for Weddings and Events, and it is very easy for the potential clients to surf to these areas. Some Hotels and Others do not even have a Wedding or Events section on there home / landing page.
Showrounds and On Line Brochures. Showrounds are dropping generally as there is so much about the venues that can be found on line, keep your marketing and images sharp.
Monthly Newsletters and Maybe Competitions
Live Interviews
Jonathan will Live Interview who ever you wish from your venue on Facebook, this will give you excellent PR and exposure, as it is shared around my very large social media networks and my blogs.
Sales and Sales / Telephone Techniques and Admin
Talk about Sales and Telephone Techniques and Opening and Closing as well as Handling Objections.
Encourage clients to have a skype/ zoom call, its so much more personal.
Talk about Lack of Motivation and to become more Motivated ( Marketing, personal, No belief, Success Mindset, Extrovert, Self Esteem, Passionate, Assertiveness, Emotional Intelligence, No passion, Resilience. Talking about opposites, Lack of Motivation, No Self Belief, Lack of Confidence, Question the Marketing and other Sales Funnels and more )
Weekly sales huddle with the sales manager to get together with the sales team, to discuss best practices, nurturing, closing and more. This can only improve your system.
Create a document of the sales process and share with the team, and then maybe all team members can write notes in an area on the document, where the sales process may be improved and ideas that may nurture clients all the way through in an enhanced fashion. It should be a dynamic document which can be reviewed and tweaked over time ( maybe an excel spreadsheet, white board )
Little Things – personal greeting card – app – explain – and customize
Invite clients in for afternoon tea and get to know them, makes it more personal
Also talk about how you keep clients after booking, or after clients you feel you may have lost.
Always send the buyer a nice welcome message after completing the sales, with who the contact is at your venue, and accounts details and more, and state how you look forever to being of assistance.
Nurture leads who may not be ready to buy ,first of all by taking there email addresses, and then sending across valuable content, send them videos, white paper ( detailed documents ), newsletters and more, as when they are in the position to buy, you may be there first port of call.
Being unique ( being out of the box and show reviews and more )
Discovery questions to clients
Retention of clients
Building trust with clients ( Confidence, Assertiveness, Knowledge )
Core Benefits of why our venue is for you.
Keep practicing your techniques
Changing clients way of thinking ( Take them away from the norm )
Learn to be proficient ( High degree of skill and product knowledge and expertees )
Selling to Millenials ( Generally those born between 1980- 2000 )
Always create something bigger to the clients
Sales to always email suppliers from all events and welcome them over email, and mention you can be of assistance, with any issues you may have.
Prices should only be given after venue has been articulated. Try to make it very personal with the clients and only discuss price over a Skype / Video Meeting or face to face meeting
Should you be away or of sick, ensure that everything in the relevant wedding or events client file is up to date, if you had promised to call a client back and you cannot, make sure a colleague is aware, and to ensure they are called with no delay.
Let me listen into both recorded and live conversations between those in the sales teams and the prospective clients.
Talk about being Confident, Passionate, Honest and Genuine
Taking enquiries and acting very quickly, always give your name when answering the phone and introduce yourself nicely, or the same procedure via email, if you need to call the client back tell them how long it will take for you to get back to them, the longer you take, the client will lose faith in you. If a client contacts sales via telephone and asks for a specific person as they make have been dealing with them, and that person may be in meetings, on holiday or of with an illness, deal with that query rapidly, always follow up via email in writing, and cc the person in the email, that the client asked to speak to, to keep them abreast of what is going on.
Talk about figures... The top 3 percent may buy / the next 17 percent are in gathering information mode / the next 20 percent know they need help but are not actively researching to solve the problem / 60 percent are not problem aware . ( Will show on Pie Chart )
Learn how to probe the clients minds and get to the bottom of there problem as they have come to you for a solution. Having awareness of the clients problems. What are there hopes and dreams ? What makes them tick ?
Learn how to not shout out about your features, but emphasize on your benefits. For example, nice walks, having a pre event party in your rooms, spa, restaurant, landmarks and more.
Talk about Always introducing unconsidered needs to the clients, this is things that they may not have thought of, this brings value to the clients, and may give you the edge over the competition ?
Learn How to emphasize what clients gain by going with your venue
Talk about sales skills you need to have are - Story Telling, Empathy, Adaptable, Active Listening, Marketing Psychology, Product Knowledge.
Important to build that client relationship quickly
Understading clients at a deep level
Always check out the competitors landscape and what they are doing
Chase prospects 3-5 days after making there enquiry , and then 1 week later. Sometimes its the prospects that you do not think will book, will be the ones who do book.
Concentrate on the clients that do have the budgets, others may just be fall away, which is not a bad thing
Learn how to Upsell your services if so you’re revenue will increase. But do it a nice way, and don’t be pushy. Don’t stumble ! Draw that thin line when upselling don’t be to pushy
Think about that long term relationship, and how the clients can recommend others and give you great reviews
Learn how to take clients out of there status quo which is vital, take them away from the norm, enhance there experience, be different and add lots of value.
Talk about Sales Team always being able to resonate with Marketing Team ( You will see the results if you bounce ideas of each other as well as facts and figures )
Talk about sales team members helping each other out, as everyone has the same interest to help the business grow
Learn how to educate clients as many need to be, and will draw conclusions from your expertees - also leverage your content nicely.
Learn how to analyse data reports which is always good and beneficial, to see the behaviour of what is working and what is not, and also on the websites, always ask a client where they saw you advertised. Trends are very important and can change very quickly
Always focus on the right leads / resonate with that type of client that may book you
Learn how to pay close attention to your marketing funnel what is working and what is not. What’s helps the sales team close more deals. What are the sales team stumbling over
Maybe zoom between sales and marketing team on Zoom or Skype once a week to discuss ideas and figures and so much more.
Clients are looking for a solution to there problem, listen to there requirements in detail. Do not disturb the clients when the talking.
Learn how to offer only a 5 star level of service ( Sir/ Madam )
Making the solution more interesting for clients, an improvement over what they have in mind ? Telling them examples of past, present and the future, overcoming the norm ... ( Giving Value )
Clients are looking for extra value on the services you offer ( Learn how to do this )
No client is too big or too small ( You never know who they may know and where your service and product leads too )
Learn how to do professional follow ups
Price or Quality / Credentials and professional portfolio
How People buy into people
Let me Listen to you , whilst you are speaking on the telephone
What makes your product or service better than the competition
Make sure sales and marketing resonate, so the prospect can cross reference
Learn how to close with lots of techniques and how to express yourself. I get the sense you are a little unsure of booking our services, what would it take for you to book today ?
Business Development revolves around your attitude, how you present, sales techniques, marketing skills,knowledge of product and services, trust, team work and more.
Giving clients a reason to book you, what extra can you offer to the clients
Role Play of Telephone Techniques and selling face to face
Learn how to be clear and precise on the telephone and face to face
Asking where the prospect saw you advertised, as that can have an impact on marketing decisions
Upselling
Share your skills with fellow colleagues, don’t hold the information in just for yourself, it is all about a team effort.
Maybe start an on line group or prepare a white board to share your good ideas.
What endears the prospect to you ? What value can you offer to close the sale ?
Learn how to take clients out of there Status quo ( Set in there ways what they have now and what may be the norm ) offer something very different, that distinguishes you ?
Talk about What distinguishes you from the competition ? What are your USP’s that will entice the client to buy from you ? How are you different ? Talk about Value ?
Learn how to discover the clients requirements and listen to there wishes
How to overcome the objections, if clients say they will get back to you
Learn about Feedback Loops
Your solution needs to be less stressful and engaging.
Learn How to ensure the client feels comfortable and they will think about your quality service over price
How to ensure the client trusts from your first contact with them, It is all about trust
Staying in touch with prospective clients from day one of the enquiry . Learn how not to come over as to desperate .
The client has come to you for a solution, learn how to understand and delve deep, with your friendly and positive attitude .
What sets you apart from the competition, what are your Unique selling points.
Learn how to work with clients closely from day one and an understand of there needs, so they can buy into you .
Learn how to speak with clients about Quality over price, whats important and how to overcome .
Learn What makes your service attractive to clients, and worth the price you demand and more .
What’s draws clients to book your wedding or events services .
Talk about setting up personal facebook pages to communicate with your clients and suppliers, and often adding input.
Venues needing to treat clients fairly. Venues need to have cancellation policies in place to cover their back. Shows the importance of well written (professional contracts). ...
Talk about E-Mail addresses, making them more personal ( Weddings, Events, Names) Not Sales. Also names, job titles and descriptions of the relevant people who are in your Weddings or Events team, showing there personal email addresses, this makes the clients experience more personal. These can be shown on your social media pages as well as your websites and other marketing material. Make it easy for clients to contact you, maybe even add direct phone numbers, as many clients, would like to speak rather than email. Some clients may want to have a facetime or Skype with you, when making there initial enquiries, having this option is another quick way of communication, just like a face to face meeting. Speaking with the client on the telephone opens the best line of communication and is a lot more personal.
Talk about beleiving in yourselves when selling, show passion, professionalism, enthusiasm, as well as drive.
Speaking to clients about outdoor areas in your venue where you can have a wedding or Event
Speak about Celebrant Led Weddings, as these are becoming more and more popular.
Speaking and implementing future Sales and Marketing strategies after you have had relevant meeting, who will take responsibility for this.
Speak about Access to all suppliers, making it easy, and supplying diagrams, and mentioning infractions.
Advising clients in advance of local festivals or Big Events, which could deter timings on there special day.
Speak about the opening and creation of new markets within your Venue, Such as, different types of Weddings, which include, Asian, Indian, Muslim, Jewish, Afro/ Caribbean, Greek, Turkish and more. And also exhibition and Event Opportunities. This is always good if you have unused space and grounds that could be utilized more.
Being very open minded about everything and show positivity ( Every client wants something
different ) don't become set in your ways just by talking about the norm. Working outside the box shows positivity.
Price maybe an issue, and you may be competing, but you need the edges and Angles to beat the competition.
Making your contact page as easy and concise as possible for clients to enquire, the more information you ask for may actually deter the clients from enquiring with you.
Sixty Sex Percent of clients are only personally viewing 3 venues on average, the rest is done on line, and this is why a nice 360 degrees Corporate Video, outling the spaces available comes in very useful. Clients nowadays are very technology and social media orientated, and the more they can view on your website, Facebook, Instagram and others, the better chance you have of wielding them in.
Use of Local Produce and Food Options is a good selling point.
Yurt and Tipi options are becoming extremely popular for Wedding Clients, this is something else that the Venue consider promoting, should they have the grounds available for this.
Every Wedding Couple & Events Client should be treated as VIP'S
How to attract Local Clients (Special evening inviting your local mayor & other local dignitaries to a special event or maybe a venues special anniversary, ensuring the press is present, this can give lots of coverage and you can blog on your social media )
Calling Clients back promptly and Telephone manner. Calling clients sir or madam or by Mr or first Name, always be very polite, and do not make false promises
Upsell to all clients.
Revenue
How to potentially achieve the most revenue from clients and through social media and other
Ideas.
Venue
Mapping out goals
Give your venue a kick start and let me help you fine tune everything
Both my consultancy meeting and your venue meetings, should potentially include, sales staff, marketing staff , event manager and banqueting. Service needs to engaging and perfect all the way down the line.
Sponsorship ( All aspects ) and its advantages.
Exhibiting at Wedding and Events Shows as a must, and if not attendance, to see what the competition is up to maybe, and to pick up some of there marketing materials.
Most clients are researching venues from there armchair, having a 360 of your venue is always beneficial, this should also have a chat portal attached so clients can ask you questions whilst they are virtually viewing your venue.
Podcasts about the venue and presentation skills
Invite clients maybe for afternoon tea and coffee and cakes, to keep them onside and nurtured.
Have your own ideas, be unique and do not copy the competition, look into areas that are untapped.
Have a good CRM ( Customer relationship management system ) in place ( Sales and Data Analysis system- Hubspot is good ) Manage your sales, marketing and admin and management tools. Helps keeps you organised, optimizes your marketing strategy, customer tracking, reporting and more.
Service is right the way down the line from start to finish and asking for reviews.
Having that modern twist at your venue is potentially of interest to clients, including food, settings, seating, communal areas and more.
Case Studies on previous work is important to show to clients on your website and social media and the variation of weddings and events with photos, videos, tagging, reviews and more.
Offer Dry Hire clients more than a blank shell, include other incentives, that will entice them to book you.
Ensuring you are a Gay Friendly Venue and creating an environment, as well as being respectable.
Talk about Service which needs to be fluent down the line from enquiring to closure of the event
Clients Cancelling Destination Weddings outside there country due to emergencies, maybe put on your blog that you would be delighted to help those getting married, and how you can be of assistance, be as client service orientated as possible.
Always share your insights with marketing about content, prospects behaviour, likes and don’t likes, maybe more webinars. Share all reports with marketing team. Marketing should be enabling sales to be more successful. And vice versa....
Slide Show with Powerpoint can be boring for clients, Flipchart and live speaking is more of interest and brings guest interaction
Does your venue have the passion and desire to develop further and are hungry for success now and in the future.
At the end of your prospective clients meeting, always have an action plan .. pre arrange the next steps ( get the diary out, whilst you are with the client to either organise a follow up meeting or phone call )
Learn how to apologize with sincerity and in a professional manor if there is a service failure
Business Development revolves around your attitude, how you present, sales techniques, marketing skills,knowledge of product and services, trust, team work and more.
The attitude to exceed expectations
Have great social media presences with good keywords on Facebook, Linked In, Instagram, Twitter and more, and join groups and comment.
Offering clients flexibility, do not be set in your ways, be as personable and accommodating as possible.
Organisation of a template with wedding and events facts on, maybe checklists, accommodation near by, tourist attractions, proximity to Airports, phone numbers for taxis and transport , venue rules , insurances, and any other advice. You could even personalize this,. Or maybe password protected documents on your website , which clients can download, which may be relevant to them.
Take the client for a meal in your venue or outside, or to the venue or outside bar for a nice drink with nibbles, get to know your clients well, resonate with there interests , this is so more personal, they will relax more. If you discover that the client has an interest , maybe send them something in the post in relation to that interest. It builds up a nice rapport, and the sale may become more of a reality.
The more PR the better, coming from clients blogging, industry blogging, editorials in magazines, interviews , open days for trade and more.
Keeping your website updated and look to change the design once a year, to keep things fresh and modern. Trends change on a regular basis, and you may need to adapt your marketing accordingly.
Invite wedding and events planners in for lunch, give them full show rounds including accommodation, ask them to blog about your venue .
Is your Venues marketing ineffective and you are not getting the results
Follow ups to all clients must be professional and acted upon within a reasonable time frame , this maybe after a phone call, meeting, thanking clients. It is always advisable to send clients a feedback form, and maybe request a testimonial,which you can share on your marketing ( maybe create a good template )
Always send a monthly newsletter to clients, keeping them informed of new developments within the venue.
360 Degrees views of the venue on the website and social media
Lots of new sales techniques, can improve sales and revenue, this will make targets more achievable, put peoples name on a whiteboard , with the amount of sales needed to be achieved . And when a sale is achieved they can put a tick next to there name.
Clients are always looking for something extra, which will may encourage them to buy, maybe offer a free allowance up to a certain amount for drinks, throw is some AV and Lighting, throw in a DJ or Magician maybe. Just something that may entice them to buy. You may even consider throwing in some Accommodation for guests.
All areas of the Venue to be set up nicely for professional Photographer and Videographer to photo and video , and this footage should be used on your social media and websites, creates a nice clean image of your venue.
Guest Accommodation and Bridal suites to always be shown in detail, as well as showing around industry professional who work on your site, so they can also sell the venue to there clients.
Talking about not being negative
Implementation of putting new practices in place
How does your venue differentiate from others and what is your USP
Stay proactive at all times
Good Incentives for staff to exceed targets
Discussing Sound Limitations within the venue for weddings and events
Venues Charging suppliers to be in there brochure and commissions to venue if clients book
Recommended Suppliers - Do not be set in your ways, however check insurances.
Liability Insurance and PLI and method statements from all suppliers
Wedding and event insurance to be suggested by venues in Event of Cancellation and ask clients to check all exclusions. Talk about Client Disclosures. Clients can then search for an appropriate insurance and speak to various companies , about exclusions and inclusions in detail . Very highly recommended.
ng on 13/05/2020 is interviewing the ultra talented and very passionate Event Producer who is Jay Ben Sands. We will be talking everything about weddings and events. Please kindly share on your profiles and groups.
Venues - ensure all clients and suppliers have a floor plan with tables on potentially including dry hire to get the edge - this should be advertised -
Lots of client interaction through social media - venue maybe to start a personal group on facebook, or better still the clients and they can invite the venue and other industry professionals.
Venues to write back to all suppliers and thank them after every wedding or event , leaves a good taste in mouths.
Making sure that all wedding and events professionals who are working at the Venue on the day, should be fed, it is them from a marketing point of view, that can speak about you positively or negatively to clients, can recommend or not, and also write negative and positive reviews all over social media and the internet.
There should always be tea and coffee on hand for suppliers, who are coming t your venue early to set up. Also if you have a string quartet or violin or other musician in the registry marriage, they should also be offered refreshments as well as the registrar, makes them feel good, and want to put on an even better show !
There should always be someone at every wedding or event from your management to personal welcome every guest on arrival, and this will make them feel very special.
Talk live on social media about your venue with passion and also talk about forthcoming wedding fayres and other exhibitions.
Maybe invite me to observe a wedding or event in my professional capacity as an industry expert in this field, and then report back my findings and opinions to venue management and directors.
Potential for fireworks displays and fire shows.
Alcohol Licenses and Corkage.
Venue Management or Caterer Manager should go around the tables to check that guests are happy with the food and service that have been provided.
Venues and Caterers should not insist that clients should use the DJ, Toastmaster or any other service within there set package, as they may not like the style or service. Certain Venues should potentially be more open minded, providing the industry professionals that the clients may require, have all the relevant insurances documents and can supply these when required , as well as potentially a good portfolio and credentials. The clients are paying a lot of money for there biggest day, and they should have freedom of suppliers and choice.
When Venues procure the services of wedding and event professionals, to ensure if an agreement is in place in relation to payment, that payment is made on time or before the date. This will avoid negative reviews
Offering Clients and Wedding Professional genuine warm hospitality, such as the basics, which includes offering tea and coffee at planning meetings or showrounds
The Venue or wedding manager, should not be illusive, and should offer warmth to all clients, and introduce themselves professionally to both clients and industry professionals on planning meetings and showrounds. This puts a good taste in peoples mouthes, and are more likely to recommend you, which brings long jeverdy.
Ensure all clients have Wedding or Events Insurance, asking them to sign a disclosure, in the event that something serious may happen, that is unplanned.
Link ups with Car Parks if Parking at the Venue is limited / Special Rates organised
Showcase your on site accommodation on a regular basis and different options.
Family of the bride and groom, employees or bridesmaid or groomsman, should not be left to direct the day, it should be a professional toastmaster who can assist in every capacity all round, and the family, employees, or others should be left to enjoy themselves.
Venues need to make clients aware of why booking a professional toastmaster is beneficial to there day and prior , and making the day into the personal experience and style they are looking for.
Members of staff doing on line talks and Talks at the Venue and maybe Live Videos on Website
Talk about Corporate Videos
Formal Open Evenings to include special welcomes and talks by your staff. As well as presentation of the Venue.
Talk about signage required for every Wedding or Event.
Having Positive attitudes at all time, always smiling, and do not show negativity.
Offering Client Consultancy with Facetime, Skype or Video, as this is what a lot of clients are seeking this day and age.
Talking about implications of only using your preferred suppliers, and how this bring negativity to your venue. Being Open Minded, as long as the suppliers, have relevant insurances. If Venues are to set in their ways, this could deter the clients from booking.
Offering of refreshments during showrounds and planning meetings to both clients and industry professionals. This is a good sign of caring and professionalism.
Disabled Access & Accesses to the Venue for suppliers ( Making this easier,and offering Further levels of support and service)
Staff observing each other on a regular basis.
Talk about signage required for every Wedding or Event.
Stay open minded about suppliers, you can say you have worked with them, but don’t just say you are stuck to these, have an open mind, as long as they have the relevant documents and Insurance’s, it’s the clients choice. Make them always feel welcome , as it is suppliers who will promote you as well as clients, if you are client service orientated.
Talk about PLI, Method Statements, Risk Assessment and Health and Safety. With the Importance of health and Safety for both Suppliers & Clients.
On Line tours of the Venue, As well as On Line Chat Portal.
Themed Packages every month and Incentives for people to book
Staff doing regular group talks with clients.
Dry Hire & Marquee & A la Carte ( Not Set Items) & Tipi Possibilities
It is very important to gain a respect and mutual understanding with all Wedding or Event Suppliers, therefore it is important that if professionals are procured directly from the venue, payment is to be made as agreed mutually. Remember it is these suppliers, who Blog about you, and will recommend you or not.
Wedding and Events Professionals
Courteous welcome to all wedding and event suppliers by email prior to every Wedding or Event. There should be no distinction at all, whether the Venue is catering or Dry Hire. It shows common courtesy, and leaves a good taste in peoples mouths.
Place Videos of recommended suppliers on your website and other social media. Do not be strict with clients to use your recommended suppliers. Maybe mention ' Here are just some of the suppliers who we have worked with and who we would be happy to recommend on that basis ' , however you are welcome to use who ever you wish, as long as they have the relevant insurances, which we will be requesting.
How to get Wedding & Event Professionals on your side
Maybe invite local Wedding and Events Professionals for Networking Evenings & talks by Wedding & Event Professionals and also your Staff, maybe have Drinks & Canapes Event, maybe have Q&A Sessions, Showrounds and talk about blogging and social media, getting these Professionals to write about you, and you can write about the evening also and tag these people in. More publicity ensues more client confidence.
Maybe organize an Event, where you invite local professionals
How to attract Local Clients (Special evening inviting your local mayor & other local dignitaries to a special event or maybe a venues special anniversary, ensuring the press is present, this can give lots of coverage and you can blog on your social media )
Make sure all wedding professionals on the day are always looked after, make them feel very Welcome, offer them drinks, showrounds and More, these people can recommend ...
Recommended Suppliers -for free - supplier of the month- send in testimonials that are framed or flyers or something of relevance and the venue will make the decision. And then this goes on show, and changes at the end of every month.
Client Retention
This is exceptionally important as clients may wish to recommend other members of there family and friends, asking clients for reviews, put them on the mailing lists, feedback sheets, newsletters, incentives, Thank you card and more.
It will be a pleasure to discuss my fees for this service with you.
You can also email me ongoing questions after your consultation.
I can also offer refreshers every six months or yearly .
I Look forward to hearing from you and working with you.
