Excerpt from Planner Pet Peeves, Chapter 1
Times are a-changin', but you already knew that. What you are doing is not working the same way it used to. In the meetings and events industry, we don’t buy the same way we used to buy, and we don’t communicate the same way we did before. Do you still sell the same way? The economy has changed, our industry continues to evolve, and technology continues to transform everything. To those who think the way they have always sold is still fine—this is your wake-up call.
In today’s over-communicated, media-glutted world, we need to relearn how to talk and connect and do business with one another. This means suppliers have to approach sales in an entirely different way, or we planners won’t respond.
More than ever before, buyers are expecting to build relationships, not just make a purchase and move on.
“I wish all vendors approached our working relationship as a partnership,” said Daphne Meyers, CMM, Events Marketing Specialist with AE2S out of North Dakota. “I am there to work with them and meet their business needs, and I want the same in return.”
Yet while we expect these partnerships with our suppliers, we’ve made it harder than ever for you to form them with us. We are so busy keeping our heads down and getting through the day’s workload that we have cocooned ourselves away from the distraction of interaction. It is rare these days for us to actually pick up a phone call, respond to an email, or make time for an industry event.
In order to cut through all the clutter and noise in our day and get our attention, suppliers have to be willing to try new sales tactics because the same-old-same-old will not do. Do you ever feel, as a supplier, that you’re just spinning your wheels these days? That is because in all likelihood, you are. So how do you fix it?
In researching this book, I heard the same recurring pet peeves from planner after planner across North America. We have definite preferences for how we want to do business with suppliers, yet we never share those with you.
If you could read our minds, you would learn how to build the perfect relationship, and how to sell to us in the way we want to be sold.
Wouldn’t that be a game changer? Wouldn’t that make your job so much easier? I think it would make the planner’s job a lot easier, too.
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