Effective strategies to win rfps for hotels and destinations

  • View
    2.036

  • Download
    0

Embed Size (px)

Transcript

Effective Strategies to Win RFPS

Effective Strategies to Secure and Win RFPS for Hotels and DestinationsKeith JohnstonPlannerWire.net

ON TARGET

1

About me

How do I know what I know

ON TARGET

ON TARGET

2

I currently consult with corporations and associations that are looking to build effective online strategies using social media to promote meetings and eventsKeith JohnstonI have been in the meetings industry for 15 yearsI have worked with clients including The Economist, Cisco Systems, Microsoft, Pepsi Cola, The State Bar of California and many more companies and associationsI am a board member of the Chicago Chapter of Site International I have brought many programs to Mexico where thousands of my attendees have had amazing experiencesToday, we are talking about strategies to secure and win RFPs

Publisher and Chief Writer for the Industry Blog PlannerWire.net

ON TARGET

3

Your current situation

A look at what many hotels and destinations do to win RFPs

ON TARGET

ON TARGET

4

Getting RFPs from a CVB or other destination organizationWhat are you currently doing to secure RFPsSending Brochures?Making Phone CallsRelying on technology solutions that deliver RFPsAttending some industry eventsThis is OK, but it is also the reason you lose RFPs

ON TARGET

5

You need a new equation

Winning RFPs is the easiest thing to do if you are securing good RFPs

ON TARGET

ON TARGET

6

Forward Thinking + Strategy = Quality RFPsQuality RFPs convert faster to a sale

The most effective strategy to winning RFPs is to start long before a planner ever sends you the RFP

ON TARGET

7

How do you secure and win quality RFPs5 Simple Ideas

ON TARGET

8

Lose the bad habits

ON TARGET

ON TARGET

9

Be 100% clear about numbers in the proposalGet out of bad habits to win RFPs

Return the RFP on timeReturn the RFP according to instructionsDo not try and hide or bury costsDo not try and deceiveSPELL EVERYTHING OUTBiggest Problems Meeting Planners Know They Have with the RFP process -

ON TARGET

10

Winning and securing RFPs is more than a technology solution.Technology is a tool; you should have many tools in your toolbox to get good RFPs

You cannot build a house with just a hammer

ON TARGET

11

Relationships! We all got em, we all want em. What do we do with em?

--Jimmy Buffett

A relationship is the most important tool to secure and win RFPs

ON TARGET

12

Patience and UnderstandingThe keys to a successful sales relationshipHonesty Peer to Peer InteractionRespectTrust

ON TARGET

13

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

ON TARGET

14

When you have a relationship

A planner will give you more information than they give othersA planner will let you revise the RFPA planner overlook simple mistakesA planner will choose your property even if it costs moreA planner will fight to give you the businessA planner will be more honest about the RFP process

ON TARGET

15

This process is good but slowHow do you start the relationship?You can meet planners at industry eventsYou can meet planners on site inspections

There is a better way

ON TARGET

16

Attack social media

ON TARGET

ON TARGET

17

Use social media to find and interact with plannersSocial Media is an untapped market for most hotels and destinationsHotels and destinations that are using social media properly are winning RFPsSocial media builds HONEST relationships with plannersTwitter, Facebook and LinkedIn are all you needAllows you to be in contact with hundreds of planners on a daily basisA planner will buy from who they know

ON TARGET

18

Destinations use social media

ON TARGET

19

Destinations use social media

ON TARGET

20

Destinations use social media

Partnering with sites with a strong social media presence is very effective

ON TARGET

21

Hotels use social media

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

ON TARGET

22

Planners use social media

This is the Twitter page of Mike McCurry of Experient

ON TARGET

23

Planners use social media

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

ON TARGET

24

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

ON TARGET

25

Answer what you can win

ON TARGET

ON TARGET

26

Stop answering RFPs that you will not win

Planners price point is too lowIdentify if the meeting planner is fishingProgram does not fit your propertyConcentrate on RFPs that are in your sweet spot

Respond to ALL RFPs (even those you turn down, explaining why you are not submitting)

ON TARGET

27

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

ON TARGET

28

Confront the mediA

ON TARGET

ON TARGET

29

Facts and figures are confusingViolence and H1N1 issues in the case of MexicoConfront the media head on Americans are the smartest stupid people in the worldStick to simple to understand narratives

Other destinations should do the same The Gulf Coast, Japan, etc.

ON TARGET

30

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

ON TARGET

31

Dress for success

ON TARGET

ON TARGET

32

Question

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

ON TARGET

33

Khakis and a simple button down are perfect

Wardrobe has a lot to do with winning RFPsAmerican Meeting and Event Planners are more casual than in other parts of the worldLeave the suit at home, it makes Americans uncomfortable (suits usually mean bad news)Sell me your destination by what you wear

ON TARGET

34

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

ON TARGET

35

Stop Answering BAD RFPsThe Wrap UpEliminate Bad HabitsBuild relationships

Confront the American MediaDress for Success

ON TARGET

36

THAnk You

ON TARGET

ON TARGET

37

QUESTIONS - Contact Me:

PLANNERWIRE.NET

keith@plannerwire.net

Twitter: @plannerwire

Facebook: fb.com/plannerwire

LinkedIn: KeithGJohnston

ON TARGET

ON TARGET

38