Site Visits: Revisited Little Known Ways to Enhance the Site Visit Process* *Backed by Georgetown University Validated Studies @socialtables
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Site Visits: RevisitedLittle Known Ways to Enhance the Site Visit Process*
*Backed by Georgetown University Validated Studies
@socialtables
I am a believer.
I am a supplier.
I am a planner.
I am a participant.
@socialtables
z
AgendaWhat Goes Into The Site Visit Process Today?
The Divide Between Planners and Properties
What Do Planners Want Most Out of Site Visits?
The 3 C’s of Site Visit SuccessHow Can Properties and Planners Get the Most Out of Site Visits
@socialtables
zWhen I say site visit,
You say...
@socialtables
350 Property Managers
350 Event Planners
@socialtables
PlannersEvents Planned Per Year
PropertiesSpace Managed (sqft)
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RFPs
Reg
Speakers
Room Block
Signage
Menus
Surveysdiagrams
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37
Events Per Year
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To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
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56%Events Require
a Site Visit
21Events Per Year
Require a Site VisitTotal Visits Per
Event
2.15To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
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45
Site Visits Per Year
@socialtables
To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
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100
Hours
@socialtables
To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
#Fuse2016
Where do properties fail to meet expectations?
Desire to make money rather
than an invaluable experience
Ideas are not creative
enough for the space
Staff that underestimate how well I know our attendees and VIPs
Site Visits are under 30 minutes
Questions are met with, "we'll get back to you," instead of direct answers.
They don’t answer emails!
Customer service is lacking, site manager
never prepared.PUSHY, unprepared staff.
Property DOESN’T match marketing materials!
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What Planners Find Important
Location
Cost
Meeting Space
Other
Amenities
What’s Actually Important to Planners?
@socialtables
What Planners Find Important What Properties Think Is Important to Planners
Location Location
Cost Meeting Space
Meeting Space Other
Other Amenities
Amenities Cost
What’s Actually Important to Planners?
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Planners vs Properties: Why Select a Space?
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To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
Close Rate
56%
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To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
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Response Distribution
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To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
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VALUE@socialtables
Why Planners Go on Site VisitsPe
rcen
t of T
otal
Res
pond
ents
Primary Reason for Going on a Site Visit
@socialtables
To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
Why Planners Go on Site VisitsPe
rcen
t of T
otal
Res
pond
ents
Primary Reason for Going on a Site Visit
@socialtables
To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
Is it the right vibe?
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Why Planners Go on Site Visits
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To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
Who am I dealing with?
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Why Planners Go on Site Visits
@socialtables
To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
Will my event fit?
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Why Planners Go on Site Visits
@socialtables
To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
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What does the space look like?
What does the space look like?
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Communicate
Customize
Close
The 3 C’s of Site Visit Success
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Communicate
Customize
Close
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Too Salesy Not Enough Communication
#1 Response #2 Response
Communicate
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Share More Information
Be Honest and Transparent
Remember it’s a Two-Way Street
Communicate
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Asks or Offers
Timeline
Accurate Floor Plans
F&B Needs
A/V Needs
Event Diagram
Train Onsite Team
Willing to Be Flexible
Know the Attendees
PlannersProperties
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Communicate
Customize
Close
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74%Customize Site Visits
6%Higher Close Rate
Customize
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To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
How Properties Customize Site Visits Today
Customize
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To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
Perc
ent o
f Tot
al R
espo
nden
ts
Primary Reason for Going on a Site Visit
Why Planners Go on Site Visits
Customize
@socialtables
To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
Customization is About Visualization
Be a Sponge, Learn as Much as You Can
Create One Memorable “Wow” Moment
Customize
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Asks or Offers
Event / Floorplan Diagram
Block Out Time And Set the Room
3D Mock-Ups
Program Agenda
Walk-through the Event
What Other Venues Are In the Mix?
Past Successes / Failures
Special Requests
Memorable “Wow” Moments
PlannersProperties
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Communicate
Customize
Close
@socialtables
Properties
Get the Decision Maker On-Site
Have Contracts Ready
Customize Contracts
Close the Deal At The Site Visit
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What can planners do to better prepare for site visits?
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What Properties Need From Planners
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To see the data, and more insight into the
site visit process download our full report.
Sign Up to Access the Full Report:
go.socialtables.com/site-visit-revisited
Planners
More Details
Who’s Attending
More Lead Time
More Communication
Past Successes / Failures
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What can everyone do to make sure we collaborate?
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What is Trust?
Sincerity
Competence
Reliability
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#FuseDC@socialtables
Dive Deeper: Access the Full Reportgo.socialtables.com/site-visit-revisited
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