Party Professor – April 2017

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Today Is a Good Day for a Party

Get Inspired to Build an Outbound Sales Effort Today!

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Beth Standlee

By Beth Standlee, CEO, TrainerTainment

People often ask me, “What is the best day to call on companies, churches, or school groups?”
My answer is always the same, “TODAY!” There is no day in the world that people don’t want to have fun or make a memory. They may choose to skip the party on a Monday, but the truth is that none of us gets a do-over on any day that is past.

So, whether you are the sales person responsible for booking parties or the operations team delivering on the next great event, I’m challenging you today to do what you do on purpose at the highest level possible. Why? Because you don’t get a second chance.

I’ve shared in the past that reaching out to business groups, youth organizations, schools, churches and fundraising groups is a consistent way to grow your revenue. I’ve said if before and I’ll say it again: Many times people come to your center for the first time because they came to a group event. No doubt, I must sound like a broken record, but I’m going to keep making this case because I think it’s important that you see what an impact growth in group sales can have on your center.

I know that most of the tixme it’s easier to take calls that come in on their own rather than initiate a strong, outbound effort. No one likes to be rejected. BUT if you really want to grow your group and party business, why don’t you take the bull by the horns and decide to start creating business on purpose rather than simply accepting that accidental business that calls you!

After all, you deliver fun for crying out loud! You make memories! You improve morale! You have venues that accommodate lots of people. You have a one-stop shop and can deliver food and fun. There is opportunity outside your door, and people are missing it because you haven’t gotten intentional about going out into the community and learning how you can help companies, schools and churches hold their next great event! (Oh brother, it sounds like I’m preaching.)

I’m not talking about marketing. I’m suggesting a real targeted sales effort where you reach out to others and find out what they do and when they are planning outings for their management teams or end of school parties for their students. Find out how they decide where to hold their company party so you’ll know if you are a good fit.

Notice how I’m not suggesting that you go blab about you. That’s NOT why people book events at your place. It might be tough news to hear, but it ain’t about you! They book events because of their needs so that’s what YOU NEED to go find out.

Ask questions like:

When do they book events and why?

How many people normally participate?

How do they decide what to spend?

Where have they been in the past?

I promise, when you go out into the world and have these kinds of conversations with the principle, business owner, executive director of a charitable organization, the ways and means chairman of the band, you’ll begin to create the kind of relationships that count on YOU to hold their next event!

My hope is that you are inspired to pick up the phone right now and call that company you’ve been wanting to do business with. Make a list of your top 10 opportunities. Make that list for each target market and then call today! Nothing is ever going to be perfect enough. There will always be something else to do. I want to encourage you to do the MOST important things right now. Don’t wait. You won’t get a do over for today. When it’s done, it’s done.

Zig Ziglar used to give people “a round tuit,” a coin-sized token that read “TUIT” he used as a motivational sales tool. It came out of frustration with the excuse he heard most of the time: “I’ll sell more, I’ll make one more call, I’ll, etc., when I get around to it.” The truth is, there’s no better time than the present! I hope you’ll get around to whatever it is you want to accomplish and I hope you’ll do it today.


Beth is the CEO of TrainerTainment LLC, a training company devoted to the family entertainment and  hospitality industries. Beth and her team are focused on helping the companies they serve make more money through sales, guest service, leadership and social media marketing training. Training products and services are delivered in person, through books and DVDs, and virtually with e-learning courses, webinar development and 24/7 online access. Visit her company’s website at www.trainertainment.com.

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