Prospecting may be one of the most challenging and frustrating aspects of sales but it is also one of the most important steps to successful selling.  Developing a solid pipeline of prospects is vital in the event industry.  We must constantly look for new business opportunities and new clients on a continual basis. 

This week’s assignment is to find either a corporate, association or SMERF group that will be meeting in Orlando within the next year or two.  Please submit online the following profile (short answers please):

Customer Profile:

1. Name of Group/Business/Association
2. Group HQ Address, City/State
3. Meeting/Event Planner or Primary Contact Name
4. Planner's Job Title
5. Telephone Number and Email Address of Planner

Group/Company/Association General Information:

1. Group Overview (who and what are they?)
2. What  professional industry do they belong to?
3. What part of the MEEC industry do they belong to (Corporation, Association, SMERF, Other)?
4. How many meetings/events do they conduct annually?
5. Where were their past meetings?
6. Where are their future meetings being held?

Meeting Information:

1. What are their program dates in Orlando?
2. What is their program location in Orlando (if applicable)?
3. Number of Attendees?
4. Room Blocks needed?
5. How much meeting space is needed (square footage)?
6. What is important to the primary contact/organization when holding a meeting/event?
7. Optional: What is their budget?  Any financials?

Now that you have conducted the necessary research/profile on the group, tell me what the best method(s) of contacting the meeting planner will be and why?  Also, please cite your sources.