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Tips for venues to help close more meetings and events

Tips for venues to help close more meetings and events
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by Michele Nichols

It can be tiresome to follow up with a meeting planner who can't make a decision or commit to your event; and trying to understand what keeps a group from signing a contract can be even more frustrating.

In actuality, the answer to the problem might be changing the questions you have for the meeting planner or group. Closed-ended questions that require a yes or no answer will allow the real objections to come forward. If you're at the point of sale, these types of questions will allow you to be more direct and get to the answers you need right away so you can close the deal or move on to another prospect or group.

Here are some examples:

• Does our pricing fit your budget?
• Are you happy with the meeting space we've proposed to you?
• Are you ready to sign a contract?

I think salespeople have the hardest time with the last one - asking for the business. If you ask the questions in a closed-ended fashion and then stop talking, you'll get your answer. It will either be a yes or no and you'll know exactly where you stand! Give it a try.
During this global pandemic, the team at Unique Venues has been working to serve our industry planners and venues with free resources including roundtables, webinars, and workshops. You can visit our COVID-19 Resources page to learn about our upcoming programs this month and next that you may be interested in registering for. Be sure to follow Unique Venues on Facebook (@uniquevenues) and be on the lookout for Facebook Live sessions from Unique Venues CEO, Chuck Salem who will be providing tips and trends for weathering the storm.