Embed Size (px)
Citation preview
PRESENTATION
How to Maximize your ICEF Experiencefor educators and service providers
Myriam Marchand, ICEF
icef.com | 2
THE BASICS
What you’ll find at an ICEF Event
Badges for each participant (blue = educators, red = agents, purple = service providers, green = work & travel)
Catalogues, indexed programmes and country listing 25-minute business meetings 36 meeting slots available, option to unblock breaks Marcom Onsite – Opt In service to book additional
meetings during the event Message function on Marcom Onsite | “No show” policy
| “no selling” rule
icef.com | 3
MEET AGENTS
Key Data
icef.com | 4
HIGHLIGHT
Succeed at an ICEF Event with the 20 | 30 | 50 Rule20% before the event
20%30%
50%
30% during the meeting
50% follow-up
icef.com | 5
20 | 30 | 50 Rule
5
Pre-Event
Researching markets and deciding strategy
Remember that meeting existing partners can be just as valuable as meeting new partners
Make promotional material available in advance to “confirmed” agents and upload documents to your eSchedule PRO profile
Carefully craft your message to request meetings. “I am looking for…”
HIGHLIGHT
20%
icef.com | 6
20 | 30 | 50 Rule
6
During the Event: Maximising Your Time Use the catalogue as a resource Schedule additional meetings with your mobile devices
using Marcom Onsite Search & message others, take then export notes, report
no-shows & access event info using Marcom Onsite Introducing Marcom Onsite:
youtube.com/watch?v=AbAGSSIxPOw Any additional meetings booked on-site will automatically
appear in your Marcom eSchedule PRO account
HIGHLIGHT
30%
icef.com | 7
20 | 30 | 50 Rule
7
During the Event
Have a well-planned meeting strategy. Use an elevator pitch that clearly articulates your value proposition
Avoid death by PPT! This is not a training session. Ascertain fit
Build relationships at a personal and professional level
Listen!
Use networking events to your advantage
HIGHLIGHT
30%
icef.com | 8
20 | 30 | 50 Rule
During the Event: Cultural Awareness Be aware of regional ways of behaviour
Start and finish your meetings on time—some agents out of consideration may not interrupt your meeting to let you know they are waiting
Book additional appointments if you need extra time or utilise refreshment breaks, lunches, and evening functions
Look out for agents interested in having a meeting with you—some agents might not approach you directly
HIGHLIGHT
30%
icef.com | 9
20 | 30 | 50 Rule
Post-Event
Follow-up after the meeting ie call, wechat, line, skype, facebook, LinkedIn, WhatsApp, etc.
Keep in touch regularly, answer queries promptly
Invite agents to visit your institution
Conduct agent training, webinars, etc
Distribute materials
Create a special agent access only area on your website
HIGHLIGHT
50%
icef.com | 10
20 | 30 | 50 RuleHIGHLIGHT
50%
Post-Event: Ensure you have a written agreement outlining: Respective roles and responsibilities Targets in terms of student numbers and quality Compensation model, payment terms Cost recovery of marketing and other expenses Cancellation Policy / Deposits Exclusivity if and when Dispute resolution guidelines, legal jurisdiction,
limitation of liability Duration of contract including termination clauses
icef.com | 11
Dealing with the Hard Stuff
HIGHLIGHT
What happens when an agent asks for ahigher commission structure?
When agents try to sell you their fairs or advertising in their magazines — remember the ”no selling” rule!
When agents ask for exclusive relationships.
icef.com | 12
MEET AGENTS
ICEF Events
ABOUT US
icef.com | 14
Please visit the ICEF registration and information deskin the foyer at any time throughout the event.
For further information please see our video tutorial„How to Maximise Your ICEF Experience”
http://ow.ly/nqh230ifMzN
We wish you a successful ANZA 2019!
Use our official hashtag#ICEF19 to share your event
experiences, pictures orvideos on Twitter.
#ICEF19
@icefmonitor | @myicef
Thank you.
