Implementing A Lead Generation Program At Your Front Desk

April 12, 2012

While reading the industry news today I came upon a story with an interesting headline “Business travelers going rogue”. The highlights of the story are: Unmanaged business travelers make up 70% of the market, according to PhoCusWright. Hoteliers should shift focus from travel managers to the end user. Unmanaged travelers are more likely to research travel on OTAs, but they’re more likely to book on brand.com. So how do we…

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Is All Business Good Business?

April 9, 2012

While your product or service may be beneficial to the vast majority, not every client is worth the effort. A business filled with clients who are consistently looking for a “better deal” – or are otherwise causing you to lose sleep at night – is a clear sign that it’s time to redefine your target market. Start by creating a list of characteristics of your best customers and then research…

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The Early Bird Gets The Worm

April 4, 2012

Event Networking: Practice 24-Hour Follow-Up In-person networking is still an important way to grow your referral network. The key is quickly turning those new contacts into active connections in your network. Do this by practicing 24-hour follow-up. Reach out to new contacts within a day of first meeting. Mention the specifics of your conversation and recommended next steps. And don’t forget to let them know you’ll be connecting to them…

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Finding The Groove

April 4, 2012

Finding the rate groove. What is the rate range by market segment that generates demand for your hotel? You know it when you see reservations pace increase. The rate groove is not only in relation to the comp set rates but the value the consumer finds in the rate. Leisure this year is expected to remain strong despite high gas prices as the unemployment rate ticks down, allowing rate to…

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Stand Out In The Crowd

April 3, 2012

Stand Out: Send a Spring Thank You Customers often expect cards and gifts during the winter holidays, when your message is just one of dozens they receive. But they won’t expect a note sent off-season, such as in Spring or Summer. So go ahead, send a Thank You when they least expect it and you’ll truly stand out! What a great idea! I have a friend who does not send…

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m.02. 411 on EMSGing and TXTing

March 29, 2012

Translation: “My Two Cents. Information on Email Messaging and Texting” I cannot tell you how many times I receive emails using text lingo, poor grammar and typographical errors. What the heck are you trying to say to me? Are you asking a question or making a point? These kind of emails are just a WOMBAT! (Waste Of Money, Brains and Time) In this age of technology and digital communication, we…

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Packages, Deals, Promotions and Special Offers

March 23, 2012

Many of you tell me – “my packages just don’t sell so I am not going to put anything on this year”. Let me assure you – you don’t want to miss these opportunities to sell! You need to think of your hotel as a bottle of ketchup. When you go to the supermarket and look for a bottle of ketchup in the condiments section, you have all different options…..Heinz,…

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Prospecting Doesn’t Have To Be A Dirty Word

March 22, 2012

I love this topic! I also hate this topic! And, even though we love to hate “prospecting” (unless it is for gold), it is a necessary evil for all hotel sales people. I (we) can all relate to the fact that we can come up with every reason in the book and do every other task on our To Do list first before we tackle prospecting. We all have prospecting…

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The Birth Of A Blog….

March 21, 2012

In the past, my MO has been to “cut and paste” sales tips and training tips from experts in the industry, then send them out to our company’s sales and management staff. These tips range from simple one line messages, to articles that require you to sit down and focus on a topic. While I think everything I send out to you is valuable and worthwhile – I also realize…

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The First Day Of Spring – What’s A Sales Person To Do?

March 21, 2012

I know what I want to do. Not sit at my desk today! I want to move my computer out on the back porch and breathe in this beautiful spring day, enjoy the sunshine, and basque in the sun….but what I have to do is quite different. I need to focus on the Sales Tip of the Day. The first day of Spring is a great opportunity to go out…

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