‘Tis The Season For Thanks And Giving

giving
November 9, 2018

In the hotel industry, we are always thanking and we are always giving…. especially in November and December.  Unless you are a winter destination or resort, this is the time of the year when business drops off a cliff and we scurry to scare up anything we can to help our occupancy, ADR, RevPar. It is a known fact that if road warriors are traveling over the holidays it is because…

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May Day: Day to Celebrate or a Cry for Help?

April 30, 2018

On Tuesday, May 1st we celebrate May Day.  It’s a sure sign that warmer weather is upon us and that summer cannot be far behind.  May Day is a happy day.  We pick and give flowers, we dance around May Poles, we dig out pastel colored clothes, and we start thinking of beach days.  Why then, do people in distress cry “mayday mayday mayday”?  Surely, they could have found a different…

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Trends: Jump on the Bandwagon or Jump off the Cliff?

trends or gimmicks
March 9, 2018

In our industry, trends are often shared about anything and everything to try to impress the customer.  Some are great!  Some are, well, a bit over-the-top (i.e. installing sensory deprivation tank for wellness treatments…1,000 pounds of Epsom salt, free of sound, free of gravity, total darkness, just you and your thoughts, floating in the water, promising total-body rehabilitation).  Everyone wants to offer ideas on what will bring in the most…

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You’ve Quoted Too High. Now What Do You Do?

High price
March 7, 2018

You went for the moon and priced high.  You wanted to show the market who’s the boss.  You made your stand, but the customer hasn’t called you back and won’t return your call.  You are frantic because you want and need their business.  What do you do now? Oh boy.  What does a salesperson do when they have overpriced their product in a competitive market? In order to address the problem…

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Is Selling Just Marketing, or is Marketing Just Selling?

January 22, 2018

There is often confusion as to whether a good salesperson is actually selling or whether they are just wandering around the community marketing their hotel and hoping a sales contract drops in their laps. In order to try to specifically define the difference, I called on my old friend Wikipedia to help me with the definition: Sales:  The activity of selling, or the number of goods or services sold in…

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Love Is In The Air. Or Is It?

Love Love Lov
January 12, 2018

The Beatles say “All You Need Is Love”.  John Paul Young says “Love Is In The Air”.  The Captain and Tennille say “Love Will Keep Us Together”.  It really doesn’t matter how we define Love or why it works – we just need to create a “Love Story” for our guests and help our loyal customers feel “The Power of (our) Love”  especially in February – the month of “Love Actually”. So,…

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Creating a Social Strategy and Social Calendar for Social Media Posts

social media tree
October 13, 2017

Several of our portfolio hotels employ a company for social media postings.  Some of you do your postings in-house.   And, some hotels I am responsible for your social media.  No matter the vehicle, it is imperative that whoever is doing your social media posting thinks logically, has a written social media plan and creates an organized calendar of what and when to post. Being organized helps your page feel purposeful,…

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Google Alerts… Free Sales Prospecting Tool

Digital news, Google alerts
October 12, 2017

Do you have Google Alerts set for all your customer companies?  What about companies you want as your customers? One of the biggest advantages a salesperson has is his/her knowledge of the market and customer base.  Knowing everything about your clients is imperative to relationship building.  If you know the “latest and greatest” about your client companies, competition, and information about what people are saying about you and your hotel,…

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Be A Star When Analyzing Your STR Report

Star on your STR
August 18, 2017

You’re in an owner’s review meeting, and your hotel owner asks, “Why did our comp set beat us?  What did they have that we didn’t have?”.  What do you respond?  Continually saying “I don’t know” is not star behavior.  We must be great “star analyzers” of STR (Smith Travel Research) reports, and hotel GMs and sales managers must keep track of what’s going on in our communities, areas, and in competitive…

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Direct Bookings: Why Anything Else Is Like Flushing Money Down The Toilet

Direct bookings: Don't Flush
April 26, 2017

Every hotel manager wants every guest to make direct bookings on either their hotel/brand website or by calling the hotel/brand.  So why do we consistently shoot ourselves in the foot by making it too easy for them to book on indirect websites…. primarily third party websites? Yes, we want all the supermarket shelves to be open and our hotel to be visible everywhere – but we also want our best…

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Leaders of the Pack – Motivating GSRs to Gather Wool

Lead Generation
June 29, 2016

Every person who walks through our front door is a potential customer and our Front Desk staff is an integral cog in the sales conversion process. Face it, there is someone at your desk 24 hours a day, 7 days a week and if we are not training these very valuable associates in the lead generation process, then we are missing great opportunities. Lead Generation encompasses a variety of information and…

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Lettuce Turnip the Beet and Sell!

Fruits and Veggies
June 15, 2016

Selling is a very broad-based activity.  Everyone’s style is different – kinda like listening to the different music genres. Because June is National Fresh Fruit and Vegetables Month, tomorrow (June 16) is Fresh Veggies Day, and Friday (June 17) is Eat Your Vegetables Day, wouldn’t you stand out from the crowd visiting a client with a basket of tomatoes? “Lettuce Turnip The Beet”! It’s very simple: you come up with…

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Body Language. Getting The Upper Hand In Sales

Body Language
May 24, 2016

Your body language is an important and integral piece of the salesmanship puzzle.  The right body language will exude confidence. (Please watch this Ted Talk about Body Language and it’s role in the sales process.)  The wrong body language will put off buyers and send the wrong message.  It’s not all about what we say, but how we present ourselves while we talk. Body language can be learned at a very…

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“Darn Good Advice” If I Do Say So Myself

May 20, 2016

I got a notification today that someone had “liked” one of my blog posts.  Just for giggles and to stroke my own ego because someone outside my company read my stuff, I went back and reread the blog.  It was originally published in 2013.  As I was reading http://theroomermill.net/who-are-you-and-what-have-you-done-with-my-sales-person/ I decided that even after 3 years it was worthy of republishing given the fact that there was just so much darn good advice…

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“Big Game” Starting Line-Up

"Big Game" Starting Line-Up
February 4, 2016

The “Big Game” weekend is about to unfold. “Big Game” parties have been planned, invitations are out, game colors are washed and ready to wear, shopping and preparation for the game-day spread are done, and people are looking forward to cheering for their favorite team!  Some fans actually care about the two teams playing, some will gather for the camaraderie, and others will watch just want to see the commercials….

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Elf On The Shelf and Other Silly Holiday Traditions!

Elf-On-The-Shelf
December 1, 2015

One of my favorite activities around the holidays is the Elf On The Shelf.  Originally designed as a family tradition, where a little elf figurine is displayed around the home, helping Santa by “watching” for good little girls and boys.  Over the years, it has morphed into a fad with creative displays and unique dioramas.  You just have to Google “Elf on the Shelf” images to see examples of cute…

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Measure Twice, Cut Once – The Value of Planning Ahead in Sales

July 10, 2015

While I am not a “carpenter”, I have often thought this to be sage advice and applicable to most any task worth doing right.  I’d like to think that I typically do look first, and leap later.  I’ve found that one seems to get into trouble when moving too fast and not really thinking things through or planning ahead. I suppose I should alter the title of this blog, as…

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