1. Global Delegate Boosting Strategies
“Why” we do what we do is clear: We believe that when people come together, magic happens.
And we do it, because we understand that it creates success, for both the business and our own personal and professional lives.
We are a different partner because:
We understand and leverage the value of human capital and connections to create personal and organizational success.
We listen to our clients to better understand their needs and expectations.
We aim to inspire thought-provoking dialogue, based on our track record and global experience.
We’re committed to mobilizing our collective expertise to create difference and raise performance. 1

2. DIVYA KIRAN THAPA About Myself Indian, in Dubai for 5 years
MCI Dubai, 3 years
Sales & Key Account Management for 7 years

3. Agenda Objectives of Delegate Boosting Delegate Acquisition Process
Our Story
Going Global
Case Studies
Wrap up
Q & A

4. Why delegates attend?

5. Increasing Attendance
Objectives
Increasing Attendance
Increasing Revenue

6. The Acquisition Process

7. ? Identify the Delegate Market – Business Multipliers
Delegate Acquisition ?

8. Colleges & Universities
Targeting Your Ideal Delegate Composition
Corporates
Associations
Colleges & Universities
Delegate Acquisition
Ministries
Individuals
Government
Entities

9. Process Implementation
Pre-Sales Process : Building an effective Delegate Sales Strategy
Process Implementation
Sales Know How
Establishing our Credibility
Market Trends
Overview of Sales Cycle
Price Relevance
Key Motivations & Buying Triggers
USP of the Congress
Mapping Different Customer Types
Sales Team

10. Tele-calling & Sales Strategy
Defining Sub Processes
Data Mining
Tele-calling & Sales Strategy
Delegate Acquisition

11. Turning Prospects Into Paid Delegates
Stage 1 –
Delegate Research by Market
Stage 2 –
Defining Event USPs of the event
Stage 3 –
Prospective Database Building
Stage 4 –
Registration Fee Strategy

12. Turning Prospects Into Paid Delegates
Stage 5 –
Direct Sales Campaign
Stage 6 –
Follow up
Stage 7 –
Negotiating & Packaging the Deal

13. Value Add Services – Our Secret
Hotel Bookings
Visas
Flights
Transfers
Tours
Dinners
Our arrangements is comparable to a concierge service to make the
whole event a seamless experience !!

14. 10% - 15% 25% - 35% >50% Delegate revenue comprises of 30% - 50%
Delegate Revenue Contribution to Congress Budget
10% - 15%
25% - 35%
>50%
Delegate revenue comprises of 30% - 50%
of overall congress revenue

15. Our Middle Eastern Story

16. Progressive Results Delegate Demography Snapshot 2010 - 2013
Attendance Snapshot
Delegate Demography Snapshot

17. Going Global

18. Regional Sales Hubs BEIJING CHINA DUBAI UAE DELHI INDIA ARGENTINA
BUENOS AIRES
ARGENTINA
OUTREACH
Indian Market
Chinese Market
Bahrain
Egypt
Jordan
Lebanon
Oman
Qatar
Saudi Arabia
UAE
Argentina
Chile
Colombia
Mexico
Peru
Uruguay
Venezuela

19. Participants World Congress Cardiology 2012, Dubai UAE
Success Stories / Case Studies
Participants World Congress Cardiology 2012, Dubai UAE

20. Tracking Conference Metrics & Progress Analysis
Outreach to Business Multipliers
& Tele-marketing
Campaign

21. Tracking Conference Metrics & Progress Analysis
Market Feedback
Attendance Tracking

22. Colleges & Universities
Revisiting the Ideal Delegate Composition
Delegate Acquisition
Corporates
Colleges & Universities
Individuals
Government
Entities
Ministries
Associations

23. Reasons of Success Focused outreach to participants from the region
Sales support network in multiple markets with local knowledge, expertise and relationships
First-hand feedback and a feel of the market dynamics
Consistent Communication with potential participants in their local language
Sell to prospects what you have with customization

24. Keys to Effective Delegate Acquisition
Identifying your key audience
Outreach to your key audience
Communication with your key audience

26. Divya Kiran Thapa Delegate Sales Manager
MCI Middle East