Congratulations you won the account!! NOW it’s time for the HARD part making sure they book and your hotel sales increase!!

You are now officially accepted with the account you have been trying to capture all year! NOW WHAT? Getting approved is the just the first step, it means nothing if the revenue does not come in!

$$ Step One: CAN YOUR CLIENT SEE YOU? It is imperative to check with your client on how they view your hotel as preferred, whether it is obtaining a GDS screen shot, On-Line Booking tool review, Preferred Hotel Listing, etc.? If they can’t see you correctly they will not book your hotel!

$$ Step Two: Shifting Share! What hotels are they accustomed to staying at and why? You have to know whom you are competing against. Just because they have added you to their list of preferred hotels, does not mean they have eliminated other properties they have been using for years? How are you better than the comp set? Brand Points? Rate? Amenities? Be prepared with a plan of action to present to every person that books rooms as well as the guests staying with the company!

$$ Step Three: Build Awareness! Saturate EVERY contact within the organization, the agency and top guest staying! Be ready with all that you offer above and beyond the competition and why the guest should give you chance now that you are preferred! Do they even know you are preferred and an option for them? Have flyers they can e-mail to guest, booking links, anything to show your hotel off! Invite them all to an “Open House” or “Lunch and Learn Event”. Getting them to see, feel and touch your hotel is key! If they are not local, bring your hotel to them by way of presentation!

$$ Step Four: Know the Guest! What is it that the actual guest wants in the hotel they stay at? Ask the one’s booking, but most important watch for any guest that has stayed in the past or is trying you out! Watch your reservation reports and in-house guest list! Provide a welcome letter, thanking them for choosing your hotel, reminding them you are a new preferred. Ask them why they chose your property, who made the reservations and how can you get more? What office did they come from so you can contact the office directly?

$$ Step Five: Keep them Loyal! You may not stay on the preferred list if you are unable to keep them loyal to you and your hotel! Relationships, Service & Quality are KEY! The decision makers want to know they are placing their guest with the properties that have strong relationships, where they know they will be taken care of and offer the best quality for the rate offered. Top Accounts should be worked MONTHLY, then schedule smaller accounts for persistent rotation through the year to visit! Having the relationship allows you to not only capture more share, helps with increase rates every year and there are no surprises of them moving to your competitor!

Bottom Line is getting your hotel on the preferred list with an account certainly does not mean they will book your hotel or that you will get your fair share of business. There is a process and the accounts must be worked year round, year after year to ensure you are capturing your full share and more!

 

Hotel Sales Accountability CRM

What your Sales Person is doing for you today will effect your hotel revenues tomorrow and years to come…how do you know if your Sales Person is really working for you? Do you know what account they are targeting, what the action plan to close is and the relationships they are building with top accounts?

 

Accountability is a key factor to your Sales Person’s success….they need to keep on track and to focus on the right strategies developed for your hotel.   It is fundamentally impossible for any Sales Person to remember the details of every client need, the follow up, the action plans to close the business. Having a good CRM in place will not only protect the hotel revenues it will hold the daily activities of your Sales Person. Client interactions, negotiations, blitzing data, action plans belong to the hotel and is critical for the future success of the hotel.

 

You should know daily, weekly and monthly where your Sales Person is on their established goals, where are they spending their time, what accounts are in the pipeline to close and how much revenue they are working on. Every account, every client, every need is different, it is important to review this information as a team to help your Sales Person really prioritize their strategies. A small investment into a good CRM will get you there.

 

 

No “FEAR” Selling Hotel Sales Training

No FEAR logo Revised 5.4.1024aNo “FEAR” Selling

Has your revenue growth escalator stopped before reaching the top? Are you stuck…and getting nowhere? It’s time for YOU to take the final steps to the top with aggressive Sales & Marketing skills. Without YOUR efforts you will stay “stuck” right where you are.

No Longer are we in the days of “build your hotel and the business will come”. Competition is heavy out there, your sales efforts need to be strategic. Following “No “FEAR” Selling” will get you to the top faster!

“FEAR” of social settings & public speaking is ranked before “FEAR” of death? We all have common sales fears weather it is rejection of the sale, making that telemarketing call, asking for the business or just striking up that initial conversation at an event. “No “FEAR” Selling” brings you back to the basics, using classic sales steps that are proven to increase revenues.

Quarter One Sales Tips

F – Find the Revenue Opportunities
The best place to grow your revenues is understanding the guests currently staying at your hotel, engage in strategic conversations with them asking why they are staying and where they are working. There may be many more vendors working on the same project or you may find a new destination in your market that you can focus on growing your hotel brand awareness with.

E – Evaluate Your Clients Needs
Today’s Travel Managers are very savvy, research the company via the internet prior to setting your “Evaluation” appointment with them. Be prepared with what the company does, the size of the company, where the headquarter office is and their divisions.

The more you know about your clients needs and wants, the less likely you will leave valuable revenue on the table. Do your best to have that “Evaluation” conversation prior to them seeing your hotel!

A – Ask & Accommodate
NOW…get the client to your hotel , “home field advantage” ! After you have a full understanding of their business, invite them for a tour of your facility and be sure to present the features that pertain to their business and how it will benefit them. Once you have offered your rate, simply ASK them if you can have their business.

R – Resolve Objections
If your new opportunity says “no”, now is the time to “ACT “. “A” ask them if there was something the hotel is not offering or something you missed, you need to have a full understanding as to why they will not use your hotel. Once you fully understand, “C” communicate a solution to their objection and finally “T” thank them for the opportunity and “ASK” them for their business again.

My Hospitality Sales Pro Offers Hands On Training and Sales & Marketing Efforts in YOUR Market on Behalf of YOUR Hotel! Call Us Today For More Information 281.762.7726

Street Corner Sales Tactics

Street Corner Sales Tactics
Here are some strategies to sell rooms in your neighborhood.

Glenn Haussman

signs
If you want to be serious about getting heads in beds, then you have to look in your own backyard for business. Sure, industry-wide profits and RevPAR are down, but quite frankly that has nothing to do with you. Your hotel is a street corner business and it’s critical to look around your neighborhood to sell more room nights.

At this year’s Vantage Hospitality conference, held last week at the Golden Nugget in Las Vegas, an educational seminar armed attendees with myriad ideas for America’s Best Value Inn branded hotels and Lexington Collection properties. The idea was to pick the best ideas in the room to provide workable strategies that could be immediately implemented back at home.

As many of you have learned this year, it is no longer a world to build a hotel and they come. You need a unique approach to build business,” said Christine Ronning, Sales Management Professional with My Hospitality Sales Pro and the session’s facilitator. “It is very important to make sure you have a good presence in your market and in your backyard. That is critical this coming year.”

According to Ronning, backyard selling steps can be broken down into four easy steps, called FEAR: Find the Opportunity; Evaluate Client Needs; Accommodate & Ask; and Resolve Objections.

She said it’s all about finding places to generate new opportunities. “Ask your guests why they are there. It’s the number one way to find new business. Talk to them and find out why they are there. If there is one there may be more,” Ronning explained, adding that asking them how and why they made the reservation will prove to be an insightful exercise.

Suggestions that came from the audience included getting the names and phone numbers of trucking companies in your parking lot and those in your competitive set, then calling them. Also, work on getting promoted by your local convention and visitors bureau; do a sales blitz in your local region to the major companies in the area to see if they utilize hotels; and also visit the city and county building department to find construction jobs about to happen in the area, then call on those companies. One hotelier in attendance has had construction crews occupying 12 rooms for several months, a huge piece of business.

Other places to scope out include car rental counters, towing and limo companies, funeral homes, hospitals (for families coming to town to visit or the facility’s vendors), getting a handle on special events coming to town; visit employment and real estate agencies, as well as churches and bridal shops. Also, keep an eye out for motor coach companies and persuade them to send business for your area.

Another unique idea from Judy Di Pietro, Vantage’s VP Travel Industry Sales, was to auction off travel packages. “I used to be a GM for a Las Vegas property for many years and we put packages on eBay and Craig’s List. Put whatever rate you want on it and sell it,” she said.

“You have to be creative and unique. Partner with a local restaurant to put it in their lobby and offer a free night’s stay. Then find the cards from out of town and you can see who is staying in local hotels. I work with a hotel near a new power plant and once you get one vendor, the rest may come,” said Ronning.

It’s also important to ask the right questions such as where they are staying and why, uncover concerns potential guests may have and combat them with the answers that accurately reflect your hotel, and what price-point do you need in order to make this happen?

Elements of your hotel that will further drive business are to make sure your hotel has good curb appeal and nice signage, welcome the customer and greet them properly, list all your amenities on your website, give them coupons for future visits, and communicate to guests through social media such as Twitter.

“You have to show the client you appreciate them and are willing to help them out,” said Ronning. “You have to know your guests. If you have guys staying with you that are working out in the field every day, perhaps make them chili every night or some hot dogs – instead of dropping rate – to make it a better stay for them.”

But heed this warning from Vicki Schell, VP Distribution with Vantage Hospitality. “You should never drop rate or you’ll never get it back. Instead, ask them what you can do for them and do other things- like giving them in-room amenities or a personalized welcome letter and coffee in their room – so the customer feels they are being paid attention to,” said Schell.