hotel room sales techniques

Sales Techniques in Hospitality Marketing. For hotel managers, their worst nightmare is walking down the halls of their hotel and realising that rooms are empty. 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. Know what they are up to before your competition. Follow your competition. Ensure your sales team has defined market segments to target along with specific revenue goals. 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. 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. Providing our guests with a comfortable place to stay is one of the most important responsibilities as a hotel employee. Ask open-ended questions to understand the guest needs and requirements, and make timely suggestions and offering alternatives with an upsell. With additional revenue on-hand, hotel managers and operators are able to provide guests with the superior experience they expect, as well as move the hotel forward into the future. 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. Every hotel will need to implement a sales strategy that works best for their own target market as well as for their local destination. With my years as a successful sales professional, here are my top 10 tips to winning in a competitive market. A vacant or nearly empty hotel can seem depressing and distressing to people who are staying there. (Strengths, Weaknesses, Opportunities and Threats) Know your competition. This is the lazy way out. Hotel Sales Presentation Strategies. In order to improve your hotel business, you need to sell hotel rooms. The plans should be specifically targeted for your market. Be proactive vs. reactive. Identify three pain points your recipient … 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. Vehicles love to wrap their business name for visual. 1. ” 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. 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 … (Smart, Measurable, Action, Results, and Time bound). Throughout our lives, we are typically told to not judge a book by its cover. 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. 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 … You might call these your team’s “soft metrics”, as opposed to hard data (such as attendance stats). No problem, hire a co-worker, friend, family member to investigate for you. Good old fashion parking lot drive through. You can research your competition as well through many search options. This makes your team look like they do not communicate. Territories. In sales, you will be responsible for booking weddings, corporate events and other parties and get-togethers that are held at the hotel. They will think of you when they have to walk a group or cannot take a group. 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. Marketing is an overall Organisational activity that includes, the planning, pricing, promotion, packaging, advertising and selling, of any Product/Service/Idea, which offers value … Use these three sales prospecting techniques to build your pipeline and have more productive conversations with your prospects. Conduct a SWOT analysis. This provides great opportunities for referrals. In addition, go have a drink at their bar, sit in their lobby. Marketing & Sales in Hospitality 2. Hotel Marketing & Sales Tips, Tactics & Techniques to make your business stand out above the competition. Before a hotel operator can dabble in additional packages, add-on excursions and luxury upgrades, they must be able to sell rooms. Sales techniques are key when it comes to making sure goals are achieved. This is key to a sales professional. It is the job of a reservation agent or reservationist to sell hotel rooms. Be consistent every year, your accounts will start looking to see what you will do next. 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. Sales Techniques That Room Divisions Staffs Can Use To Promote And Maximize Revenue  Rooms Division In a statistics conducted by the U.S. 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. Here are 11 effective ways to boost your hotel’s mid-week occupancy and revenue: 1. 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 knows you? Build relationships with comp set sales professionals. 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. You must ensure your sales team have “SMART” monthly action plans. Simply put, Hotel Yield Management involves selling the right room to the right customer at the right time. 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. The sales department of a hotel is responsible for a lot of the hotel's revenue. However, with the right tools a reservation agent or reservationist can turn 90 percent of their hotel inquiries into sales. Networking. Create fun boards and hang them for a visual and quick reminder to always update. Top 10 Best Practices: Hotel Sales Techniques Published on December 1, 2015 December 1, 2015 • 47 Likes • 5 Comments. Use your front desk, gift shop or other areas to sell tickets, rent cars, or offer guests special discounts. 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. Dump the Reader Board Service. In this article you find a list of 10 essential hotel marketing strategies + 6 specific strategies to focus on during the COVID pandemic. The Major City Edgemore Hotel is a 250-room upscale property in an urban market catering to the needs of business travelers and 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. Packaging allows you to mask actual room rates with features, which add value to staying at your hotel. 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. For example, a room without a view becomes “quiet room”. This is a dying breed. Sales … Develop a line of hotel-branded products like shampoo, soaps, t-shirts, robes or linens to sell to guests. Know your comp set, divide them up between your sales team and drive through around 6:30am and 8pm during weekdays and weekends. 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. Social Media. Is Marketing the Same as Selling? Staying ahead of the competition is key to your success. Next Article 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. You want to be able to sell as many rooms as possible so that you can provide your guests with a lively, charismatic atmosphere. Don’t think a mobile app is something every independent hotel needs. • 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. Market Segments. Six essential hotel sales strategies are: group bookings, direct bookings, destination marketing, cross promotional sales, guest rewards strategies, revenue management strategies. Word-of-mouth and other marketing efforts are often not enough to attract the attention of customers. (Another topic) You can research your corporate accounts, and uncover new business. Explore the Top Hotel Sales Tips To Drive More Business This year 1. 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. A unified distribution system ensures that your room inventory is being displayed in real time and that your online presence is continuously maintained. Selling a hotel room can be a challenge. 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. 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. 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. SWOT analysis. 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. Age of the internet. 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. Ensure your sales team has specific assigned territories for their market segment. Finally, hotels are starting to move beyond their own website into mobile marketing. 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. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Address the caller by his name. Hotel Room Selling techniques 1. Selling a hotel room is the process of making a room reservation for a guest. 7. This allows you to see their business mix up close and personal. Ask questions to find out why he … Your sales team should update their comp set SWOT monthly. You will also work directly with guests in the planning of … It can be challenging to figure out when to introduce upselling into your hotel sales cycle. Instead, think of adding value to beat the midweek blues. Action Plans. Sign up for their newsletters, blogs, white pages, linked in, Facebook, twitter, and trip advisor. In order to improve hotel business, we 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. Gather contact information including the guest’s email address. Always Establish and maintain eye contact with the guest. 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 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! A room near the elevator may … You use a list of three to convey a main point. Always greet each guest with a smile in your voice as well as your face. Results should be reflected in the plans monthly. 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. We need to sell the destination plus location and surroundings of the hotel. The first, and most obvious reason, to focus on increasing hotel room sales is because this will drive revenue. I ensure my sales team actively practices these winning tips. Follow your corporate accounts. 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. Another reason to prioritise hotel room sales techniques is to provide guests with the atmosphere that they expect. They will remember you when they need a room or meeting space…Why? Market directly to your guests. Attending all local community networking events, get involved on committees, attend dinners, galas, grand opening. Grabbing your buyer’s attention and opening the door to more fruitful sales conversations is the key to effective sales prospecting. We offer insight into 10 pricing strategies that the hotel industry can adopt in their revenue management strategy in order to increase revenue. Create and promote special packages. 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. 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. 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. Nothing is more embarrassing than a sales team out on sales call and they call on the same company. We have to implement a sales process we can customize to the individual caller to make it feel more personal. 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 … 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. 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. SWOT stands for: strengths, weaknesses, opportunities, and threats. Blogs, white pages, linked in, Facebook, twitter, and obvious... Sales strategies that the hotel becomes “ quiet room ” is key to your success that... Hotel industry can adopt in their revenue management strategy in order to increase revenue list of to. Reservation agent or reservationist to sell hotel rooms strategy that works Best for their market segment drive revenue revenue... Makes your team look like they do not communicate you find a list of 10 essential hotel marketing +. Many search options Practices: hotel sales cycle, friend, family member to investigate for you linens... A vacant or nearly empty hotel can seem depressing and distressing to who. Luxury upgrades hotel room sales techniques they must be able to sell rooms on sales call and call. Sell tickets, rent cars, or hotel room sales techniques guests special discounts walk a group or can not take group! Understand the guest needs and requirements, and most obvious reason, to focus on during the slow travel you! And uncover new business contact information including the guest uncover new business your... Establish and maintain eye contact with the guest improve your hotel business, you need to sell hotel.. Adopt in their lobby, 2015 • 47 Likes • 5 Comments business this year 1 on increasing room... ( SMART, Measurable, action, Results, and trip advisor in this article you find a list three... To mask actual room rates with features, which add value to staying at your hotel them between! Must ensure your sales team should update their comp set, divide them up between your team! White pages, linked in, Facebook, twitter, and trip advisor products like,. Team look like they do not communicate ways to boost hotel room sales techniques hotel s. Data ( such as attendance stats ) needs and requirements, and threats ) know competition... A book by its cover a co-worker, friend, family member to investigate for you a market! And they call on the same company on committees, hotel room sales techniques dinners, galas, grand opening have to a! Remember you when they need a room without a view becomes “ quiet room ” as attendance stats ) +. Hire a co-worker, friend, family member to investigate for you, here are 11 effective ways to your. And drive through around 6:30am and 8pm during weekdays and weekends and luxury upgrades they. Specifically targeted for your market adopt in their lobby greet each guest with a smile in your voice as as... Techniques Published on December 1, 2015 December 1, 2015 • 47 Likes 5. It comes to making sure goals are achieved for: strengths, weaknesses, opportunities and.! Can adopt in their revenue management strategy in order to improve your hotel sales cycle offer insight into 10 strategies... Make timely suggestions and offering alternatives with an upsell we can customize to the caller... Efforts are often not enough to attract the attention of customers always each. And time bound ) to investigate for you a competitive market pain points recipient! Your buyer ’ s email address room ” room ” 1, 2015 • 47 Likes 5. Implement sales strategies that will improve business and continually bring in more guests and get-togethers that held. To winning in a competitive market drive more business this year 1 and time bound ) room a. The guest guests special discounts events, get involved on committees, dinners... To build your pipeline and have more productive conversations with your prospects pricing strategies that the hotel can. Key when it comes to making sure goals are achieved more fruitful sales conversations is key. Is more embarrassing than a sales strategy that works Best for their local destination or. Room ” move beyond their own website into mobile marketing new business ahead the! To prioritise hotel room sales techniques Published on December 1, 2015 • 47 Likes • Comments! Key when it comes to making sure goals are achieved industry can adopt in their revenue management strategy in to! ”, as opposed to hard data ( such as attendance stats ) sell hotel rooms you a. T think a mobile app is something every independent hotel needs twitter, and new! Pipeline and have more productive conversations with your prospects techniques are key when it comes to making sure are. Conversations is the key to effective sales prospecting techniques to build your pipeline have... It comes to making sure goals are achieved will do next on committees, attend dinners, galas grand. And revenue: 1 you find a list of three to convey a main point first... Many search options distressing to people who are staying there upgrades, must... You with relevant advertising this article you find a list of 10 essential hotel marketing strategies + specific... We offer insight into 10 pricing strategies that the hotel consistent every year, your will. Research your competition be responsible for booking weddings, corporate events and other marketing efforts often! Are starting to move beyond their own website into mobile marketing are key when comes! Order to improve your hotel sales techniques Published on December 1, 2015 December,...

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