• What’s The Temperature In Your Back Office?
  • May Day:  Day to Celebrate or a Cry for Help?
  • Salesmanship… Walking The Line Between Marketing and Sales
  • You’ve Quoted Too High.  Now What Do You Do?
  • Super-Stay Me on Super Sunday

Create Your Own Damn News!

I am not even going to blog here – I am going to let this article stand on it’s own!  It is so full of great content that I cannot compete!  My favorite section is “Social Media Explained”.  Read on, and on, and on! Happy newsmaking! Lindy Loo Loo * * * * * * * * * Your Business is a Newspaper and You’re the Journalist By Rebecca Babicz…

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Negotiating – The Art of LindaKonomics

To make negotiations more straightforward and less intimidating, follow these steps: 1. Master the facts 2. Understand the other party’s position 3. Know what you’re willing to give and take to reach a win-win situation. This preparation will help you overcome nervousness and allow you to get what you want! Negotiating is hard. It takes practice and it takes time. When does a sales person’s job become easy? At one…

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BAR! Now That I Have Your Attention…

No – sorry….. not that kind of bar! Although, it probably is 5:00 somewhere….. and, I am a little thirsty – LOL. Best Available Rate…. yes, that kind of BAR! Are we just using this rate category as a base to build all other rates, or are we in fact strategizing in our revenue management and sales/marketing plans to get consumers to actually buy BAR rate? What are the advantages…

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Keeping Your Toes In The Operations Pool

I was in a meeting yesterday and was telling the participants about some of my favorite hotel strategies. While we were specifically talking about sales strategies, I did throw in an operations strategy that seemed to generate a bit of interest. Since many of you don’t know I have an operations background, I thought I would share this little tidbit. “You can take a girl out of operations, but you…

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Taking A Walk On The Wild Side

Cause a ‘Scene’… “Sometimes the most effective marketing techniques are the most unexpected.” Miki Agrawl, owner of Slice Before we get too far, when I say “cause a scene” I don’t mean “cause a ruckus”! I do not want anyone out there in hotel land to get in trouble, get arrested, violate company policy, or embarrass your hotel! What I am suggesting, is that sometimes it is appropriate to “dare…

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Help Search Engines Find You

Use your business’ keyword phrases in blog posts to help search engines find you. The most important phrases should be used within the first three words of your titles. Also, be sure to include a keyword phrase about every 100 words. These small steps can make a big impact on your search rankings and get more traffic to your blog. Keeping your website verbiage fresh should be a key strategy…

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The E’s of Management

Enthusiasm, Energy, Excellence, Example, Empathy, Effectiveness, Efficiency, Empowerment, Essentiality, Esteem, Equilibrium, and Education. Man, that’s a lot of E’s. While I agree that these twelve E-words are important management qualities, I also think that they are also very important qualities for sales persons to possess. Many, if not all of you have the word “manager” in your job title. You may not “manage” people, but you all manage sales activities…

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Reading Body Language

“When talking to your customers, don’t only pay attention to the words they are saying, but also consider their body language. Many times a customer will express what they really want with non-verbal cues. Decoding a customer’s unspoken signals will help you give them exactly what they want. You now have a secret sales weapon!” Yes, I know – “don’t judge a book by it’s cover” – but body language…

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The Power of Saying Thank You

I read an article today about the how often (or not) people say thank you to those in the service industry. (You know, waiters, waitresses, cashiers, gas station attendants, secretaries, help lines, mechanics, front desk clerks, housekeeping, maintenance, laundry, sales people, yada, yada, yada.) In the article, the author relayed a story about his experience in calling an airline to make reservations and the fact that the call center associate…

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QR Codes – As Easy as 1-2-3

http://www.qurify.com/en/ Need a quick QR code for your website? Follow this link and create your own as easy as 1-2-3! I made one for Great American Hotel Group in about 10 seconds. Once you create the QR code, test it, and then save it as TIFF or JPEG file to your computer. Make sure all your flyers, brochures, and correspondence have QR codes so that smart phone or tablet users…

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How Do We Get Our Parents To Buy Our Products?

“Every brand, independent and chain should have specific campaigns which target different demographics such as market, age, sex, target audience, and finally type of Social Network.”  While this article (copied below), and this phrase excerpted from the article, is technically about social media, I found that both make sense to me, especially as we are all working on our 2013 Sales & Marketing Plans. Yes, I am a firm believer…

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Do Your Guests Suffer From Buyer’s Remorse?

We can all take a lesson from today’s message….. it has to do with communication and being human! My comments will be primarily directed to our sales persons and GMs who perform in a sales capacity, and are specifically related to group business (BUT – feel free to add some of these human touch points to leisure and transient customer communications as well!). Many of you out there in “hotel-land”…

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Beating The Sunday Blues

Most of our hotels have struggles building occupancies on Sunday and Thursday nights.  I read an interesting article today (of course), and it offered a few ideas on how one could incorporate savvy sales and marketing strategies to develop soft nights. What if one of our sales strategies was to offer meeting planners lower rates if they started their meetings/conferences at 8 am on Monday morning instead of 1 pm…

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Signs You Are Losing A Sale

What do you do when the client you have been wooing for weeks tells you they are planning to go with a cheaper bid from a competitor?  Do you give up and move on?  Or, do you keep fighting until they say it is a done deal?  My hope is that we are asking our clients to give us every chance to show why what we do will stand out! …

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“The Power Of Advice”

http://www.powerofadvice.com/watch.html Follow this link (or copy and paste into your browser) to watch this short film (11:15).  It is well worth the eleven plus minutes it takes to view the interviews with some of the top hoteliers in the world. Some of my “light bulb” and “aha” moments were:  (paraphrased) ‘Gut is the muscle memory of the experiences you gain over time, of making the right and wrong decisions during…

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Do A Mid Year Review

Now that 2012 is half over, sit down and review where you are. Ask yourself: Are you on your way to meeting the goals you set? Where do adjustments need to be made? What next steps do you need to take? Truly assessing how you measure against your yearly goals will help you finish the year strong. It’s that time of year when I am going to bombard you with…

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Your Anti-Slow Season Serum

Up and down, up and down, just like riding a merry-go-round.  That is the worst thing about sales.  Sometimes you are up and sometimes you are down.  So how are we going to fix it so that we have more ups than downs? As we get ready to embark on our 2013 Sales & Marketing Plans, I encourage you to pull out this year’s plan and review your strategies.  Did…

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Plan, Prepare, Put It Together, Practice – The 4 P’s For The Perfect Pitch!

Score a perfect game for “SCORE”, America’s small business mentors! They have summarized the perfect selling scenario for us in their most recent article (published in it’s entirety below)! The best sales persons (in any industry) are the most natural talkers! For those who do not have the knack of being able to carry on a meaningful conversation at any time and in any situation, preparation, planning and practicing is…

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