The Secrets of a Preferred Vendor List

1. The Secrets of a Preferred Vendor List Michael Testagrossa CPCE CHE Associate Director of Weddings and Events Ravella at Lake Las Vegas

2. The Seven Secrets • What is the purpose of a vendor list? • Applying for the job • Finding your niche in the market • Hard sell vs. soft cell • Networking strategies • Strategic Alliances • Dress for success

3. Seven Secrets • What do you expect to get out of this presentation? • Why do you want to be on a list? • Are there really secrets to get you ahead and guaranteed business?

4. What is a Preferred List? • What is the difference between a phone book and vendor list? • How many professionals on a list is too many? http://www.alternativeconsumer.com/2010/04/09/ban-the-phone-book/ http://www.docstoc.com/docs/12827625/Preferred-Vendor-List

5. What is a Preferred List? • Can you be successful without being on a list? • Does being on a list guarantee referrals? • Can you be referred and NOT be on a list? http://www.123rf.com/photo_2670235_young-man-waiting-for-a-phone-call.html

6. What is a Preferred List? • A preferred list SHOULD have • A mix of people with different expertise and styles • Be representative of the venue or business referring other professionals • Be comprised of people who work well together

7. Return on Investment • Is there a difference between a referral list and an advertisement? http://articles.businessinsider.com/2012-05-09/news/31638722_1_billboard-14x48-website

8. Return on Investment • Maintaining your work ethic • Paying for placement • Kickback vs. referral fees • Included in the package

9. Apply for the Job • How many of you have applied for a job? • What type of preparation did you do? • How did you know you wanted to work there? http://tippnews.com/category/schools/

10. Apply for the Job • Is there any difference applying for a new job than trying to get on a suggested “vendor” list?

11. Finding your Niche • Do you try to sell to people who are not a match for your services? http://www.adrants.com/2009/06/igrp-square-peg-in-round-hole-or-online.php

12. Finding your Niche • What is your niche in the market? • Do you know who your target market is? • Do you have a set price point? • How do you know who is your customer? • Are the clientele of the venues you are referred YOUR customers?

13. Networking Strategies • Hard Sell vs. Soft cell • To ask or not to ask? • Who is the right person to ask? http://salereaping.com/sales/why-hard-selling-fails/

14. Strategic Alliances • What is a strategic alliance and how does it benefit you? http://sharpedgepros.com/StrategicAlliance.html

15. Strategic Alliances • “Vendor” is a four letter word • Who can be your ally? • What is the benefit of mutual referral? • Who is the real person to talk to?

16. Dress for Success • Make sure you dress the part. • Walk the walk – talk the talk! http://www.houstonrelocationblog.com/2010/09/dress-for-success-when-working-with-relocation-clients/

17. Dress for Success • What does the venue expect or require? • Insurance & license • Responsiveness • Promptness • Courtesy • Professionalism

18. Secrets of Success • What is the purpose of a vendor list? • Applying for the job • Finding your niche in the market • Hard sell vs. soft cell • Networking strategies • Strategic Alliances • Dress for success