When shopping for something new, there are mutliple reasons why you choose a certain product. You think about the basic, functional reason you are buying the product, then you outline what features and benefits are plausible for your budget, and then you start to consider personal preferences.
When groups are booking events, they go through this same process when choosing a hotel. Many hoteliers forget that event planners consider things other than solely the size, location and price of the meeting space.
So what are the different types of needs that meeting planners consider?
- Event Needs
- Business Needs
- Personal Needs
Event needs cover the basic foundation of the event. Dates, rates, and space are the main factors that a meeting planner needs to decide on before moving forward with any other details of the event.
Business needs ask the questions, “Why am I having this meeting? What needs to be accomplished?” Planners have to make sure they are booking the right space for the type of event they are holding to ensure they get the greatest ROI from the event. These needs may be given to them from people higher up in the organization based on company goals at a high level.
Personal needs require a little more effort to uncover when selling your space to the meeting planner. These needs include factors from their personal goals of the event (are they trying to impress a new boss or client?), to their preferred communication style while planning. Don’t assume you know these needs because of hearsay or implications, always remember to ASK those probing questions to ensure you are covering all your bases!
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