“EVENT PLANNING TIPS FROM AN EXPERT” “EVENT PLANNING TIPS FROM AN EXPERT” JORGE ZURITA’S Y YY Your regular source of expertise

JORGE ZURITA “EVENT PLANNING TIPS FROM AN EXPERT” Y YY Your regular source of expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES Peter Kinnane Founder & Managing Director at OFF SITE CONNECTIONS Founder & Managing Director at OFF SITE CONNECTIONS

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” CAN YOU SHARE WITH US SOME OF YOUR PRIOR KNOWLEDGE AND EXPERIENCES THAT LED YOU DOWN THE PATH TO CREATING A SUCCESSFUL EVENT DESIGN AND MANAGING BUSINESS OWNER? Your regular source of Expertise

“EVENT PLANNING TIPS FROM AN EXPERT” I was very lucky to have the right people around me, to have creative ability, and also knew how to look outside of the box. PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” My parents owned a large operation in Australia, which was a family business. I think that gave me a lot of self confidence, knowing about running a business during good times and bad times. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” CAN YOU PLEASE TELL US THE PROCESSES OF HOW YOU FORMED YOUR BUSINESS, INCLUDING SOME THE STEP-BY-STEP ACTIONS INVOLVED IN STARTING AN EVENT PLANNING CORPORATION? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I think the biggest step for me, really, was resigning after 18 years in the same company. At the age of 35, I had to make my own move, and I thought the move was right at that time. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” Starting up a business wasn’t difficult. What I found extremely difficult was working out what the company name was, what we would represent. Writing the content of a web page is a commitment to you, to your clients, and total disclosure of what your company does. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I needed to create an edge for the business -- the reason why clients would stop using their existing suppliers and change to me. So I went out to find different and unusual venues and places to offer to my clients. I started looking for off-site venues with a difference. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” HOW DID YOU SELL YOUR VERY FIRST FIVE TO TEN EVENTS? DID YOU HAVE A CLEAR PLAN TO MAKE YOUR POTENTIAL CUSTOMERS ACTUALLY BUY FROM YOU, OR WERE YOU JUST IN THE RIGHT PERSON AT THE RIGHT TIME AND PLACE? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I had a pretty solid networking system. I knew a lot of people in the right places, so I went out and told them that I was starting my own events company Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” We targeted a lot of PCOs (Professional Conference Organizers) that really had no experience in producing these sorts of events in remote locations. So not only did we help them with the creative concepts, but we delivered the end product. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” WHAT MAKES AN EXCELLENT SALES PERSON FOR AN EVENT BUSINESS? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I found that the best sales people are the ones that are passionate, they’re good listeners, good communicators, and more importantly, they don’t oversell. In most cases, you are selling an experience. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” CAN YOU DESCRIBE THE TYPICAL PROCESS IN YOUR COMPANY FROM WHICH A LEAD TURNS INTO A PAYING CUSTOMER? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” We get the brief, which is then passed on to the event manager who takes ownership and makes contact with the client to start putting the concept together. Make sure you address the brief in detail. Don’t forget anything! Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” Once you have all the content completed, putting together the pitch is really important. The pitch is putting together the presentation and then presenting it to the client. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” You need to take the client on a journey and make them want to buy the experience. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” TELL ME AT LEAST THREE OF THE TECHNIQUES YOU USE TO GET NEW CUSTOMERS. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I’m a real believer in tradeshows, but don’t become a tradeshow junkie. You really need to make sure that the targeted audience at the tradeshow is also part of your target market. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I’m a great believer of going to the travel or trade magazines, talking to the editors, and doing some case studies. They are always looking for content for their magazines. If you are prepared to write the articles, there’s a lot of free publicity available for you. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” ONCE YOU GET THEM COMING TO YOUR DOOR, DO YOU HAVE A SECRET STRATEGY TO MAKE THEM ACTUALLY ENTER THE DOOR? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” If you can make a customer get into their comfort zone, and you can truly make them feel that you really are Passionate, and that you believe in what the customer is saying, then you can share this journey with them. If you don’t have passion, then you can’t survive in the events industry. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I think a wonderful tool is to exceed the customers’ expectations. Making that customer look fantastic within his own company is also a very important thing. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” WHAT DO YOU DO TO GET A CUSTOMER BACK AFTER THEY HAVE GONE TO YOUR COMPETITION? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” If you’ve lost a business, try to see them after the event because that event may not have been 100% successful. It’s a nice way to keep the customer on your side. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” WHAT WAS YOUR INSPIRATION FOR EXPANDING THE COMPANY TO AUSTRALIA AND CHINA, SPECIFICALLY VERSUS ANY OTHER COUNTRIES YOU COULD HAVE ENTERED? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I certainly didn’t start the company knowing we would one day have offices within Asia. China came to us by chance. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” WHAT WAS THE PROCESS INVOLVED WHEN SETTING UP YOUR COMPANY IN CHINA, INCLUDING DETAILS OF ANY ETHNIC, CULTURAL, OR REGULATORY ISSUES THAT HAVE TO BE SATISFIED OR RESOLVED BEFORE BEING ALLOWED TO OPERATE WITHIN THEIR COUNTRY? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” I’ve got a Chinese partner up here, and he helped me with getting the business established. It took about 3 years to go through the legal process of getting our business fully registered. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” PLEASE SHARE WITH US HOW YOU WERE ABLE TO SET UP SUCCESSFUL VENDOR RELATIONSHIPS WITH VENDORS OVERSEAS, INCLUDING, HOW THOSE RELATIONSHIPS DIRECTLY CONTRIBUTED TO THE SUCCESS OF THE OFFICE LOCATED THERE? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” My two biggest assets up here are my staff and my suppliers. I consider our suppliers as a vital component to our company. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” CAN YOU PLEASE SHARE WITH US YOUR PHILOSOPHY OF LIFE AND HOW THIS PHILOSOPHY HAS ASSISTED YOU DURING YOUR JOURNEY TO BECOMING A RESPECTED GLOBAL LEADER AND SUCCESSFUL BUSINESS OWNER? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” One thing I really believe in is believing in yourself. It plays an important part in all our lives. I love creative energy and getting people together to work as a team, to create the best possible result. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” Our industry is built on change and that’s why I love it. And I think the majority of people in our industry love change. Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” If you’re ahead of the rest with your creativity and you’re surrounded by great people, then you’re on your way to having a successful business! Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” PLEASE TELL US HOW OUR SUBSCRIBERS CAN FIND OUT MORE ABOUT YOU, YOUR BUSINESS, YOUR WEBSITE, YOUR BLOG OR ANY OTHER INFORMATION THAT YOU WOULD LIKE TO SHARE WITH US? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES Peter Kinnane Founder & Managing Director at OFF SITE CONNECTIONS Founder & Managing Director at OFF SITE CONNECTIONS

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” IN YOUR PERSONAL OPINION, WHAT IS THE NUMBER ONE SECRET TO BEING SUCCESSFUL AS AN EVENT PROFESSIONAL? Your regular source of Expertise

PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES “EVENT PLANNING TIPS FROM AN EXPERT” TO ME, SURROUNDING MYSELF WITH GOOD PEOPLE. Your regular source of Expertise

JORGE ZURITA “EVENT PLANNING TIPS FROM AN EXPERT” Good bye everybody, have a great event! PETER KINANNE on HOW TO IMPROVE YOUR RESULTS WHEN SELLING YOUR EVENT SERVICES