site visits: revisited

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)

@socialtables

RFPs

Reg

Speakers

Room Block

Signage

Menus

Surveysdiagrams

@socialtables

37

Events 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:

go.socialtables.com/site-visit-revisited

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:

go.socialtables.com/site-visit-revisited

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:

go.socialtables.com/site-visit-revisited

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!

@socialtables

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?

@socialtables

Planners vs Properties: Why Select a Space?

@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

Close Rate

56%

@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

Response Distribution

@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

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?

@socialtables

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

Who am I dealing with?

@socialtables

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?

@socialtables

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

What does the space look like?

What does the space look like?

@socialtables

Communicate

Customize

Close

The 3 C’s of Site Visit Success

@socialtables

Communicate

Customize

Close

@socialtables

Too Salesy Not Enough Communication

#1 Response #2 Response

Communicate

@socialtables

Share More Information

Be Honest and Transparent

Remember it’s a Two-Way Street

Communicate

@socialtables

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

@socialtables

Communicate

Customize

Close

@socialtables

74%Customize Site Visits

6%Higher Close Rate

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

How Properties Customize Site Visits Today

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

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

@socialtables

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

@socialtables

Communicate

Customize

Close

@socialtables

Properties

Get the Decision Maker On-Site

Have Contracts Ready

Customize Contracts

Close the Deal At The Site Visit

@socialtables

What can planners do to better prepare for site visits?

@socialtables

What Properties Need From Planners

@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

Planners

More Details

Who’s Attending

More Lead Time

More Communication

Past Successes / Failures

@socialtables

What can everyone do to make sure we collaborate?

@socialtables

What is Trust?

Sincerity

Competence

Reliability

@socialtables

#FuseDC@socialtables

Dive Deeper: Access the Full Reportgo.socialtables.com/site-visit-revisited

#FuseDC

Email: dan@socialtables.comTwitter: @danberger Snapchat: danjberger

#SiteVisit