The Conference Organiser does not make a decision based on Price.
So Stop Pitching your Conference Hotel Based on Price!
I am regularly asked in my workshops how to deal with negotiating on price. I am told all decisions come down to price and competitors keep lowering their price so in order to get the business they have to lower their rates.
I completely disagree.
Over the last few years as a Venue Finder, no conference organiser has ever said to me Ciara the only thing that matters to me is price. There is always something more important behind it. That “something” is what must be discovered. This statement is not just made based on my experience of speaking to hundreds of Conference Organisers , it is based on biology. The part of the brain that makes decisions does not understand price or language. The part of the brain that makes decisions does not understand price or language! So why are the majority of hotels leading with price? 8 out of 10 hotel websites that I go to have an annoying pop up window with a “special offer”.
If everything else seems the same, then a decision will be made on price, so you must pitch your venue at another angle and stop the “Price Pitch”.
Qualifying the client at first contact is critical to successfully selling your property and getting the rates you need to sustain profitably. Focusing on the conference and meetings market is the key to getting higher rates and more profitable business.
For more insights into how to understand the decision making process of the Conference Organiser, come to one of my workshops.
Next one is this Monday, November 25th, Dublin, Clyde Court Hotel. 2-5PM. Email or call to sign up.
I also do private mentor sessions or bespoke in house trainings for the whole team, Chef and Housekeepers too! Showing them how they can help create an amazing conference experience.
Ciara (at) Finda ConferenceVenue.com
086-3611428
