E1: Making the Connection with Patrick Higgins
Welcome to In Any Event Podcast, a show about events for event planners. I’m your host Michael Kranitz, CEO of EventSquid. Today’s guest is Patrick Higgins, Vice-President of Connect Marketplace. Patrick is a strategic leader within the events space. He provides destination marketing organizations, hotels, resorts, and service providers with unique and impactful methods to fast track business development success and achieve lasting results.
Let’s dive right into Patrick’s expertise to learn what he does, how he does it, and how he is about to inspire positive change in the field.
[00:01 - 05:39] Opening Segment
Welcome to In Any Event, I’m your host Michael Kranitz
And co-host Marcella D
I introduce today’s guest Patrick Higgins
Vice president of Connect Marketplace
Topics for today
Experience in CVB sales capacities
Worked with the department of defense with events
Patrick gives a bit of background on himself
Wife and three children
Connect has been around since the ’70s
Doubling down on the hosted buyer platform
From tech to atmosphere
Patrick explains hosted buyers
Making sure they are the right fit first
Making them the guest
[05:40 - 12:58] Presenting an Event Like Speed Dating
We talk about the experience and set up of Connect
Like speed dating
Sometimes up to 100 tables depending on size
High energy and high impact
I talk about the value of a casual conversation and getting to the heart of the issue
Feedback to and from planners
This isn’t a cold call
Build lasting relationships
Collect all the information upfront then use your time wisely
I share a story from one of my presenting experiences in a Connect event
Distinguishing yourself by being human and relatable
[12:59 - 21:23] The Ins and Outs of Connect
Patrick talks about the progression of their yearly events
Started in 2011 with three events for the year
Early this year (pre-Covid) grew to forty-four live events
Different style per each event depending on theme and goals
Managing partnerships and the team
Patrick talks about a pain point within the company
No committee
Turning away planners that may not fit
How appointments are set up and processed
Collecting info on the front end by asking questions
Matching the data
Recommending the right people in the right places
[21:34 - 37:48] Managing Events in the midst of the Covid19 Crisis
Patrick shares a story about moving a show due to new regulations
The goal was to go back to New Orleans
Announced the change to L.V.
Finally moved to Orlando Marriott World Center four weeks before the show
Talking about the process of getting back to live events
Moving back from virtual back to live
60-40 supplier to planner ratio
Now flipped to the inverse
Putting new practices into the event for the first time
How to register
Links below
Protocols in place for the Connect Safe & Clean Plan
Masks still enforced
Outside of the meeting space is your own prerogative
Inside will be temperature checks
Testing on-site if needed
Masks at the events
Foggers (non-invasive saline solution) at the event
Six feet between planner and supplier
Running everything by the CDC
Clarifying how masks are registered
Masks will be mailed out and provided
Sticker on attendees to confirm their health
[37:49 - 47:37] Closing Segment
How Patrick understands the needs of both the planners and suppliers
Connects way of providing an organic and pure experience
Patrick talks about learning from a survey
I talk about Patrick’s example within the industry pertaining to safety
How other planners can get back in the game
It is possible
Stay tuned for a follow up with Patrick
Final words
Resources Mentioned:
Tweetable Quotes:
“The advice that we give people, especially our first-time attendees, is we try to emphasize, this is not a cold call, don’t treat it like it’s a sales pitch; relationships are absolutely critical.” - Patrick Higgins
“How can we be sure that by the time someone actually flies home, they have leads and RFP’s that they can go through when they get back to their office?” - Patrick Higgins
You can reach Patrick on LinkedIn or email [email protected]. Visit his website https://www.connectmeetings.com/ to learn more.
You can connect with me, Michael Kranitz, on LinkedIn or by emailing me at [email protected]. This show is brought to you by EventSquid. Visit the website and contact us so we can help you never worry about your event software ever again by tailoring our work to your specific needs. EventSquid: thinks like you, works like eight of you.
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