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PRESENTATION
How to Maximise Your ICEF Experiencefor educators and service providers
Nick Stevenson, ICEF
2
THE BASICS
What you’ll find at an ICEF Workshop
Badges for each participantblue = educatorsred = agentspurple = service providers
Workshop catalogues – Index 25-minute business meetings plus 5-minute transfer times 36 meeting times available Agent message boxes | Message function on Marcom
eSchedule website “No show” policy | “no selling” rule
3
HIGHLIGHT
Succeed at an ICEF Workshop with the 20 | 30 | 50 Rule20% before the event
20%30%
50%
30% during the meeting
50% follow-up
icef.com |
20 | 30 | 50 Rule
4
Pre-Event
Researching markets and deciding strategy
Remember that meeting existing partners can be just as valuable as meeting new partners
Make promotional material available in advance to “confirmed” agents and upload documents to your eSchedule PRO profile
Carefully craft your message to request meetings. “I am looking for…”
HIGHLIGHT
20%
icef.com |
20 | 30 | 50 Rule
5
During the Event: Maximising Your Time Use the Workshop Catalogue as resource Marcom Meeting Report Function – All notes in one place Schedule additional meetings with your mobile devices
using Marcom Onsite (opt-in required) Search and message others, take notes, report no-shows
and access event info using Marcom Onsite Introducing Marcom Onsite:
youtube.com/watch?v=AbAGSSIxPOw
HIGHLIGHT
30%
icef.com |
20 | 30 | 50 Rule
6
During the Event
Have a well-planned meeting strategy.
Use an elevator pitch that clearly articulates your value proposition
Avoid death by PPT! This is not a training session. Ascertain fit
Build relationships at a personal and professional level
Listen!
Use networking events to your advantage
HIGHLIGHT
30%
icef.com |
20 | 30 | 50 Rule
During the Event: Cultural Awareness Be aware of regional ways of behaviour
Start and finish your meetings on time—some agents out of consideration may not interrupt your meeting to let you know they are waiting
Book additional appointments if you need extra time or utilize refreshment breaks, lunches, and evening functions
Look out for agents interested in having a meeting with you—some agents might not approach you directly
HIGHLIGHT
30%
icef.com |
20 | 30 | 50 Rule
Post-Event
Follow-up after the meeting
Keep in touch regularly
Invite agents to visit your institution
Conduct agent training
Distribute materials
Create a special agent access only area on your website
HIGHLIGHT
50%
icef.com |
20 | 30 | 50 RuleHIGHLIGHT
Post-Event: Ensure you have a written agreement outlining: Respective roles and responsibilities Targets in terms of student numbers and quality Compensation model, payment terms Cost recovery of marketing and other expenses Cancellation Policy / Deposits Exclusivity if and when Dispute resolution guidelines, legal jurisdiction,
limitation of liability Duration of contract including termination clauses
50%
icef.com |
Dealing with the Hard Stuff
HIGHLIGHT
ICEF staff are here to help you!
What happens when an agent asks for ahigher commission structure?
Agents try to sell you their fairs or advertising in their magazines — remember the ”no selling” rule!
Agents ask for exclusive relationships
11
MEET AGENTS
Key Data
THE BUXE Company12
ICEF events
connecting you to the world
14
For more info on how ICEF can help you with your education needs visit http://www.icef.com/educator/overview/
Educator Development and Advisory Services
Advisory Services
15
Thank you.
Please visit the ICEF registration and information desk in the foyer at any time throughout the event.
For further information please see our video tutorial: www.icef.com/workshops/how-to-maximise-your-workshop-experience
We wish you a successful ICEF Workshop!
Use our official hashtag #ICEF17 to share your event
experiences, pictures or videos on Twitter.
#ICEF17
@icefmonitor | @myicef