Page 31 - GBC winter 2016 Eng

We conducted a survey among Tournament Planners and their answers indicated there is room for improvement. These questions and answers appear at the end of this article.
The good news is that we can increase tournament revenue through these 3 steps:
1. Know and understand your customer’s needs
2. Sell new clients
3. Help your customer with new ideas
KNOW YOUR CUSTOMER
The Tournament Planners are the ones who organize the events and bring golfers to our course. We must know our customers inside and out to best serve their needs and help them be successful.
If they are successful with bringing more golfers to your facility, then your bottom line will benefit. The misconception is that they already know what they are doing, when often they do not. Typically, Tournament Planners are volunteers, administrative assistants and staff from charities. This is not their full time job.
The best way to get to know them is to ask lots of questions. Pretend that you are dating and you want to know everything about them. Here are some things that we need to know about our customers:
What type of organization?
a. Non-Profit b. Corporation
What is the purpose of the event?
a. Fundraising b. Entertainment
What is the goal of the event?
a. How many golfers would they like to participate?
b. How much money would they like to raise?
Have they done an event before?
a. When?
b. How many golfers?
c. How much money raised?
Do they have a committee?
a. Yes b. No
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