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How can you convince clients to prioritize sustainability in their event budget?

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Sustainability is not only good for the environment, but also for your event's reputation, impact, and cost-effectiveness. However, convincing clients to allocate more resources to green practices can be challenging, especially when they have limited budgets and competing priorities. In this article, you will learn some strategies to persuade your clients to prioritize sustainability in their event budget, without compromising on quality or value.

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Beth Rees, CMP

The Event Runner | Helping purpose-driven organizations create exceptional events. | Certified Meeting Professional |…
Lourdes Escacena

Planificación y Producción de Eventos | Festivales | Giras | Espectáculos | Proyectos Audiovisuales
Gabriela Marques de Oliveira

Palestrante | Professora | Gest?o de crise | Reputa??o | Lideran?a | Consultoria | Reten??o | ESG

1 Explain the benefits

The first step is to educate your clients on the benefits of sustainability for their event. You can highlight how sustainability can enhance their brand image, attract more attendees, generate positive media coverage, and create a lasting impression. You can also emphasize how sustainability can reduce waste, save energy, and lower carbon emissions, which can translate into cost savings and environmental benefits. You can use examples from previous events or industry best practices to illustrate your points.

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Beth Rees, CMP

The Event Runner | Helping purpose-driven organizations create exceptional events. | Certified Meeting Professional | Event Planning & Production | Likes to Run??
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Embracing sustainability in your event budget isn't just a trend; it's a smart move. Eco-friendly practices not only benefit the planet but also enhance your event's reputation. From reducing waste to incorporating green elements, making sustainability a priority shows your commitment to a better future.

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Lourdes Escacena

Planificación y Producción de Eventos | Festivales | Giras | Espectáculos | Proyectos Audiovisuales
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Partiendo de la base de que sabemos que dise?ar la producción de eventos de una manera más sostenible nos ayuda a posicionar mejor nuestras ofertas y nuestra imagen como agencia, opino que la sostenibilidad no hace vender más, pero sí que ayuda a vender mejor, y este es uno de los beneficios primordiales.

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Karla Danitza A.

Gestora Cultural | Empreendedora | Colunista | Cervejeira ???
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Ampliar a compreens?o sobre sustentabilidade é uma passo fundamental para que todos os envolvidos no evento tenham campo para tomada de decis?o assertiva. Sustentabilidade é termo global que abrange desde as no??es de ecologia às de economia. Um evento saudável requer boas diretrizes para todas as partes interessadas. Diversifica??o Diversidade Perenidade de a??es Diálogos criativos Conex?es genuínas Negócios valorosos S?o alguns dos benefícios possíveis quando se constrói um or?amento global com base em sustentabilidade.

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Juliana Ferreira

Coordenadora de Marketing e Produto Panini | Gest?o de Projetos & Parcerias| Gest?o de Pessoas | Marketing Digital | Planejamento Estratégico
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Destacando os benefícios a longo prazo da sustentabilidade, como imagem positiva para empresa, economia de recursos e atra??o de um público mais consciente. Apresentando estatísticas sobre o impacto positivo de práticas sustentáveis e demonstrando como isso pode diferenciar o evento no mercado. Acredito que sejam pontos iniciais para trazer credibilidade e bons negócios para marca.

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Gabriela Marques de Oliveira

Palestrante | Professora | Gest?o de crise | Reputa??o | Lideran?a | Consultoria | Reten??o | ESG
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Eu mudaria até para ESG para ampliar a sustentabilidade dos projetos para a Governan?a também. Aproveitar a oportunidade de uma promo??o de evento para cuidar ao redor do local também, podendo ajudar outras pessoas. Na governan?a incluiria o processo de checagem e acompanhamento do projeto como um todo.

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2 Show the options

The next step is to show your clients the different options they have to incorporate sustainability into their event budget. You can present them with a range of solutions that suit their goals, needs, and preferences. For example, you can suggest choosing eco-friendly venues, catering, transportation, and materials, or partnering with local suppliers, sponsors, and organizations that share their values. You can also offer them alternatives to reduce or offset their environmental impact, such as using digital tools, donating surplus food, or planting trees.

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Gabriela Marques de Oliveira

Palestrante | Professora | Gest?o de crise | Reputa??o | Lideran?a | Consultoria | Reten??o | ESG
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Ter um leque de op??es para a sustentabilidade e ecologia do projeto também ajuda a promover e dar credibilidade através do cuidado que se teve na organiza??o. Essas coisas se divulgam sozinhas também porque hoje as pessoas olham pra isso muito muito mais que antes.

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3 Compare the costs

The third step is to compare the costs and benefits of each option with your clients. You can use a simple spreadsheet or a budget calculator to show them the breakdown of expenses and savings for each option. You can also include the intangible benefits, such as customer satisfaction, social responsibility, and competitive advantage. You can help your clients weigh the pros and cons of each option and find the best balance between sustainability and affordability.

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Gabriela Marques de Oliveira

Palestrante | Professora | Gest?o de crise | Reputa??o | Lideran?a | Consultoria | Reten??o | ESG
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No caso dos custos, eu prefiro pensar em termos de impacto. Que impacto o evento pode gerar para o entorno? Que impacto pode gerar para o marketing? Essas coisas s?o intangíveis em termos de custo, mas elevam a percep??o de valor.

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4 Provide incentives

The fourth step is to provide incentives for your clients to choose sustainability in their event budget. You can offer them discounts, bonuses, or rewards for selecting eco-friendly options or meeting certain criteria. For example, you can give them a lower fee, a free service, or a certificate for reducing their waste or energy consumption by a certain percentage. You can also leverage your network and connections to secure deals, sponsorships, or donations for your clients.

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Gabriela Marques de Oliveira

Palestrante | Professora | Gest?o de crise | Reputa??o | Lideran?a | Consultoria | Reten??o | ESG
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Eu gosto de separar uma parte do or?amento já para trazer conex?es de sustentabilidade. N?o só parcerias s?o importantes mas também mostrar que VOCê também se importa e n?o é só sobre dinheiro.

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5 Address objections

The fifth step is to address any objections or concerns that your clients may have about sustainability in their event budget. You can anticipate the common challenges and questions that they may raise, such as the quality, availability, reliability, or convenience of sustainable options. You can prepare clear and convincing answers that address their doubts and fears and demonstrate your expertise and credibility. You can also use testimonials, case studies, or data to back up your claims and show your results.

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Gabriela Marques de Oliveira

Palestrante | Professora | Gest?o de crise | Reputa??o | Lideran?a | Consultoria | Reten??o | ESG
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Sempre tenha exemplos práticos para endere?ar as obje??es e mostrando o sucesso de outros eventos devido esse investimento. Pense em termos de resultados. Quais resultados palpáveis foram alcan?ados através do investimento em sustentabilidade? Numero de seguidores, engajamento, comentários e marca??es? Quantos n?o palpáveis? Possíveis beneficiados com as a??es... E esteja atento a entender a principal obje??o antes de trazer esses exemplos. Ouvir faz muita diferen?a.

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6 Follow up

The final step is to follow up with your clients and monitor their progress and satisfaction. You can provide them with regular updates, feedback, and support throughout the event planning and execution process. You can also measure and report on the environmental and social impact of their event and celebrate their achievements. You can use this opportunity to build trust, loyalty, and referrals with your clients and showcase your value as a sustainable event producer.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Lourdes Escacena

Planificación y Producción de Eventos | Festivales | Giras | Espectáculos | Proyectos Audiovisuales
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La conclusión que obtenemos es clara, y es que la sostenibilidad debe ser algo transversal en toda la cadena de valor de los eventos, y aquellos que no la apliquen quedarán en algún momento dado fuera de la misma, y más que la ventaja de ser sostenible hablaremos de la “desventaja de no ser sostenible”. Asociar de manera correcta criterios de sostenibilidad al plan de producción de un evento, es importante en la medida en que somos capaces de transmitir al cliente que se ha prestado la correcta atención a estos aspectos en la propuesta.

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How can you convince clients to prioritize sustainability in their event budget?

1

2

3

4

5

6

7

1 Explain the benefits

2 Show the options

3 Compare the costs

4 Provide incentives

5 Address objections

6 Follow up

7 Here’s what else to consider

Event Production

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How can you convince clients to prioritize sustainability in their event budget?

1

2

3

4

5

6

7

1 Explain the benefits

2 Show the options

3 Compare the costs

4 Provide incentives

5 Address objections

6 Follow up

7 Here’s what else to consider

Event Production

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