Create and promote special packages. Marketing & Sales in Hospitality 2. Sales techniques are key when it comes to making sure goals are achieved. Finally, hotels are starting to move beyond their own website into mobile marketing. A hotel sales plan will not only help you brainstorm for fresh ideas on how to invite more clients into your synthetic paradise, but also to come up with ways on how to earn a leverage against your competitors. • The team is present in the main markets of origin, with each region having sales targets not only for their own market but also for abroad. When it’s the peak season or the off-season, you are going to want to come up with hotel room revenue techniques which are made to boost hotel room earnings. Is Marketing the Same as Selling? Market Segments. Hotel appraising is done in different markets ... lack of recent sales data and the numerous insupportable adjustments that are necessary often make the results of this technique questionable. Ask questions to find out why he … Be consistent every year, your accounts will start looking to see what you will do next. Territories. Another reason to prioritise hotel room sales techniques is to provide guests with the atmosphere that they expect. Social Media. This is key to a sales professional. Let’s start with a basic mobile website which allows you to easily navigate an image gallery of the hotel and has a simple click to call button. Know what they are up to before your competition. Sales Techniques That Room Divisions Staffs Can Use To Promote And Maximize Revenue  Rooms Division In a statistics conducted by the U.S. In hotel sales, that can be especially true and I believe at least a portion of those outcomes are based on the "high touch" side of our industry. Instead, think of adding value to beat the midweek blues. (Another topic) You can research your corporate accounts, and uncover new business. Gather contact information including the guest’s email address. 1. You might call these your team’s “soft metrics”, as opposed to hard data (such as attendance stats). Selling a hotel room can be a challenge. You can research your competition as well through many search options. Use your front desk, gift shop or other areas to sell tickets, rent cars, or offer guests special discounts. A vacant or nearly empty hotel can seem depressing and distressing to people who are staying there. Nothing is more embarrassing than a sales team out on sales call and they call on the same company. In regard to hospitality marketing, proven and useful means of increasing and stabilizing sales are essential in making sure your property or service is one that is used time and time again. For hotel managers, their worst nightmare is walking down the halls of their hotel and realising that rooms are empty. Be proactive vs. reactive. The sales department of a hotel is responsible for a lot of the hotel's revenue. I ensure my sales team actively practices these winning tips. Offering more rooms to wedding parties, or the ability to buy a bottle of champagne when you book a room for a special occasion, can be both convenient and valuable for your guests. Selling a hotel room is the process of making a room reservation for a guest. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Market directly to your guests. Sales Techniques in Hospitality Marketing. Your hotel room sales strategies should reflect your commitment to the guest experience while emphasising the importance of booking as many rooms as possible at any given time. Here are 11 effective ways to boost your hotel’s mid-week occupancy and revenue: 1. Address the caller by his name. Always Establish and maintain eye contact with the guest. Every hotel will need to implement a sales strategy that works best for their own target market as well as for their local destination. Throughout our lives, we are typically told to not judge a book by its cover. Your hotel room revenue plans should reflect your dedication to the guest experience whilst emphasizing the value of reserving as many rooms as you possibly can at any particular time. Simply put, Hotel Yield Management involves selling the right room to the right customer at the right time. This is the lazy way out. This allows guests to make a booking at your hotel from anywhere and at any time that suits them, while keeping you updated on each room sale … Whether it’s the peak season or the off-season, you will want to develop hotel room sales techniques that are designed to increase hotel room sales. With social media, internet, good old fashion outside sales calls and knowing your clients, and your comp set; will provide all the information you need. (Smart, Measurable, Action, Results, and Time bound). A channel manager can connect your rooms to a wider audience so you get more visibility, reach more travelers and ultimatel y increase hotel revenue and occupancy. Results should be reflected in the plans monthly. Sales … 7. For hotel staff working on Christmas morning, either behind the front desk or in the housekeeping department, a rooms sales position may look like a pretty cushy job! In addition, go have a drink at their bar, sit in their lobby. ” Build relationships The best sales people are those that are able to establish relationships with their customers and not make it seem like they are selling anything. The plans should be specifically targeted for your market. There’s a sad stillness that not only marks the sign of a quiet moment, but also the sign of a failing business strategy. Hotel Sales Presentation Strategies. (Strengths, Weaknesses, Opportunities and Threats) Know your competition. Hotel knows you? No problem, hire a co-worker, friend, family member to investigate for you. Networking. Ask open-ended questions to understand the guest needs and requirements, and make timely suggestions and offering alternatives with an upsell. Grabbing your buyer’s attention and opening the door to more fruitful sales conversations is the key to effective sales prospecting. You must ensure your sales team have “SMART” monthly action plans. Ensure your sales team has defined market segments to target along with specific revenue goals. Even during the slow travel season you need to implement sales strategies that will improve business and continually bring in more guests. Make Your Customer The Hero. Hotel sales is more than just selling rooms and F&B - you’re trying to help people get what they want, at the right price for you. Staying ahead of the competition is key to your success. How Innovative Sales and Marketing Ideas will Act as a Boon for Hotels All efforts to drive more business should stem from the standpoint of showing that you care for your guests. Age of the internet. A unified distribution system ensures that your room inventory is being displayed in real time and that your online presence is continuously maintained. The Major City Edgemore Hotel is a 250-room upscale property in an urban market catering to the needs of business travelers and Dump the Reader Board Service. Sign up for their newsletters, blogs, white pages, linked in, Facebook, twitter, and trip advisor. Your sales team should update their comp set SWOT monthly. Providing your guests with a comfortable place to stay and with an opportunity to get away from it all is one of your most important responsibilities as a hotel operator or manager – but at the end of the day, you are still running a business. Partner with your local chambers, visitors bureau, economic development council, beacon council, sports commission, etc… Join an association, attend meetings, these are open to public and members, know what is going on in your community. It can be challenging to figure out when to introduce upselling into your hotel sales cycle. Top 10 Best Practices: Hotel Sales Techniques Published on December 1, 2015 December 1, 2015 • 47 Likes • 5 Comments. In order to improve your hotel business, you need to sell hotel rooms. Action Plans. This provides great opportunities for referrals. Though using a channel manager is a great way to sell your room availability, you will have to pay a commission fee to the OTAs. This allows you to see their business mix up close and personal. We offer insight into 10 pricing strategies that the hotel industry can adopt in their revenue management strategy in order to increase revenue. Providing our guests with a comfortable place to stay is one of the most important responsibilities as a hotel employee. You use a list of three to convey a main point. Follow your competition. The first, and most obvious reason, to focus on increasing hotel room sales is because this will drive revenue. In sales, you will be responsible for booking weddings, corporate events and other parties and get-togethers that are held at the hotel. This technique allows you to compare apples to oranges (sort of) by breaking down historical hotel sales to a per room basis making possible the ‘unfair’ comparison of a 100 room hotel sale … Hallmark Blitz – these should be done quarterly, target them to a holiday, theme them during non-holidays, and go all out as a group to top and targeted accounts, such as dressing up like cows – pass out make your own chocolate milk kits – theme..Mooooove your business….or let’s keep moooooving in the right direction. Hotel Marketing & Sales Tips, Tactics & Techniques to make your business stand out above the competition. Explore the Top Hotel Sales Tips To Drive More Business This year 1. In order to improve hotel business, we Ultimately, it is up to the hotel operator or manager to create a customised sales strategy that will drive the most room sales at their own individual property, but these are some of the top hotel room sales strategies to consider: By using our site you are consenting to our use of cookies. Develop a line of hotel-branded products like shampoo, soaps, t-shirts, robes or linens to sell to guests. It is the job of a reservation agent or reservationist to sell hotel rooms. They will remember you when they need a room or meeting space…Why? However, this is not true when it comes to hotel sales.Presentation of your hotel is extremely important if you are looking to sell your property to a qualified buyer at a desirable price. They will think of you when they have to walk a group or cannot take a group. Next Article Don’t think a mobile app is something every independent hotel needs. It could be three words separated by commas, or more complex phrases sorted by bullets or numbered lists.Some ways to use this sales technique: 1. Identify three pain points your recipient … Since competitor price, customer preferences, budgets and demand levels keep changing, a variable pricing strategy also called as dynamic pricing is used to tweak room … Good old fashion parking lot drive through. Because you have separated yourself from other sales professionals in the market, you’re consistent and you target specific times of the year….This also allows you to review production for each quarter with your clients as well as building that rapport. Attending all local community networking events, get involved on committees, attend dinners, galas, grand opening. Whether it’s the peak season or the off-season, you will want to develop hotel room sales techniques that are designed to increase hotel room sales. Training Documents for Hotel Sales and Marketing department, Hotel Sales Manager Training, Marketing Manager Training, Hotel Sales Standard Training Documents, Free Hotel Sales Staff Training Documents, Resort Sales Training Documents This makes your team look like they do not communicate. Sell high, but avoid high pressure selling techniques; Always quote the full rate plus tax; Turn negative aspect of a room or rooming situation into an advantage for the guest. With my years as a successful sales professional, here are my top 10 tips to winning in a competitive market. You want to be able to sell as many rooms as possible so that you can provide your guests with a lively, charismatic atmosphere. Packaging allows you to mask actual room rates with features, which add value to staying at your hotel. Six essential hotel sales strategies are: group bookings, direct bookings, destination marketing, cross promotional sales, guest rewards strategies, revenue management strategies. When you’re writing a sales email trying to convince a complete stranger to take action, it is important to develop trust and convey value.This strategy is a simple way to turn on persuasion. Always greet each guest with a smile in your voice as well as your face. Your hotel room sales strategies should reflect your commitment to the guest experience while emphasising the importance of booking as many rooms as possible at any given time. This is a dying breed. In order to avoid this situation at any point during the year — even during the slow travel season — hotel operators need to design sales strategies that will improve hotel business and continually bring in more guests. Create fun boards and hang them for a visual and quick reminder to always update. Know your comp set, divide them up between your sales team and drive through around 6:30am and 8pm during weekdays and weekends. Build relationships with comp set sales professionals. Word-of-mouth and other marketing efforts are often not enough to attract the attention of customers. We need to sell the destination plus location and surroundings of the hotel. However, with the right tools a reservation agent or reservationist can turn 90 percent of their hotel inquiries into sales. Before a hotel operator can dabble in additional packages, add-on excursions and luxury upgrades, they must be able to sell rooms. Follow your corporate accounts. Lodging Industry in 1995, it has been shown that the majority of hotels revenues (60.2 %) are generated from Rooms Division Department under the form of room salesThis very department provides the services guests expect during their stay in the Hotel. SWOT stands for: strengths, weaknesses, opportunities, and threats. Vehicles love to wrap their business name for visual. You will also work directly with guests in the planning of … We have to implement a sales process we can customize to the individual caller to make it feel more personal. A room near the elevator may … For example, a room without a view becomes “quiet room”. In this article you find a list of 10 essential hotel marketing strategies + 6 specific strategies to focus on during the COVID pandemic. SWOT analysis. While we have the benefits today of technology that can track and measure statistics with incredible speed, the human interaction remains the fundamental core of success in hotel operations and sales. Conduct a SWOT analysis. Hotel sales and marketing: key trends and issues 9 Meliá Hotels International11 Sales • Bases its sales team on a regional structure with strategy for each segment, co-ordinated as a whole. Hotel Room Selling techniques 1. 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