Authored by:  Marty Schillaci, The Resource Group

Once you have your customers convinced this is THE conference to attend, getting them prepared to make it a successful event is really important, particularly if they are first-time attendees. Here are some ideas to help you get your own plan.

1.    First and foremost-Get your customers excited about attending Convergence with your team!

a.    Send them information about the conference and about the area. Houston has a lot of great things to offer

b.    If this is their first time to attend, send them quotes from previous attendees

c.    Send them photos from previous Convergences of you and your customers (Ok, so maybe that is not such a great idea - scratch that).

d.    Highlight the keynote speakers (we have some great ones this year)

 

2.    Review your customer's registration information

a.    Find out their arrival and departure dates.

b.    Which hotel they are booked at.

c.    Who from their team is attending.

d.    Document it for your team's reference while there.

3.    Help your customers plan 3-5 goals to meet while at Convergence

a.    How? Accomplish this with either a face-to-face meeting or setting up a conference call with the customer's team and executives to discuss.  Make sure to document the goals so you can revisit them.

b.    Why? This will show the customer (and the executives who approve their Convergence registration) that this is an event for learning and networking.  It will allow you to plan ahead on how to meet their Convergence goals when there and you can review at the end of Convergence that they were met.

4.    Setup a Customer Appreciation Dinner while at Convergence

a.    Plan ahead to book a private dinner with all your customers and your team attending Convergence.  I would recommend a private dining room so your group can speak easily amongst themselves.  Plan your dinner well in advance to Convergence so you can share the date and place with the customers attending. This is always a great way to build relationships with your customers, and between customers. And don't go on the cheap!

b.    This is a good night to take them out for a "night on the town" after dinner. You will soon find out who the party goers are - it might surprise you!

 

5.    Setup an easy way to communicate with your customers while at Convergence

a.    Setup a twitter feed for your group

b.    Get each attendees cell phone for texting group announcements and updates

 

6.    Help your customers plan their daily schedules while at Convergence

a.    Assist each customer by recommending sessions or industry groups which would be beneficial to them and their company

b.    Understand each attendee's skill level and role so you can recommend sessions that fit their experience level.

 

7.    Give your customers a guide to navigate Convergence 2012

a.    Help your customer get ready for Convergence with a personalized guide from you, their Partner.  Include the following information in the guide:

                                          i.    Who is attending from your team and how to reach them.

                                         ii.    Items to bring (e.g., mosquito spray?)

                                        iii.    Highlight important Convergence events

                                       iv.    Quick links to the schedule and session catalog

                                        v.    Explain the Community Experience, Expo and Side Meetings available

                                       vi.    Maps of the conference facility and transportation

 

See you in Houston!

Marty Schillaci, CEO, The Resource Group and member of the Convergence 2012 Partner Advisory Council