As a salesperson in the hospitality industry, targets may often appear earthily impossible. You may have before you the task of getting people to stay at your hotel even when a good number of factors may be deterring them. To make it harder, you know that most people are quite resistant to sales calls!
However, there are numerous smart ways to fill up your hotel with guests and send them home happy. Go through the following points to get an idea of a few tactics you could be using as a salesperson in the hospitality sector.
Knowledge makes you feel confident while communicating with prospective customers, and it makes it easier for people to trust you. Prepare well on what questions could come up while you chat with your target customers and equip yourself well with answers. Be exact and honest with the information you give them. Learn about what makes the hotel you’re working for different from other hotels of the same category in the same location, and convey this piece of information to people.
It’s a huge mistake to be unaware of competition around you. With the aid of third-party booking websites and review portals, people are in a superb position to compare one hotel with the other. If you’re offering lower facilities at the same costs, there’s hardly a reason why a person would choose to stay at your hotel and not the other ones with superior facilities. Therefore, keep a constant vigil at what your competitors are doing and try to stay at the same pace, if not one step ahead. And when you know you’re offering the best, get it across to your clients as well.
The best tactic a salesperson, irrespective of their functional domain, can use is to employ excellent listening skills during a sales call. Warm up to a conversation, ask relevant questions and allow enough space for your prospective client to talk about what they are looking for. Once you know their requirements, you are in a better position to convince them of how your property is a fine bet for them. This may seem like a fairly simple idea but a lot of salespeople do make the mistake of making the conversation more of a monologue in which they are the ones primarily doing the talking.
We all know that sales pitches with their characteristic officious tone and “we are the best, try us” kind of attitude are a pain to listen to. You certainly don’t want to be at the receiving end of one. Unless you want to drive clients away, keep your pitch simple and honest. Talk of facts, give details on things that interest your prospect and be relaxed.
Use social media to get in touch with your clients, both existing and prospective. It expands your reach and lets you connect with people in a space where they spend a considerable chunk of time each day. Create pages, social media ads, blogs and microblogs to stay active and alive in the memories of people.
Let your sales conversation be precise and sweet. Don’t get all chatty and lose focus of what the call is intended to do. At the same time, talking endlessly about what you are selling without letting the other party put in any inputs is a rather ineffective way to sell. So have a dialogue, let there be short references and anecdotes in it, but stay focused on the goal of the meeting.
A little gift, a smart appearance, a bubbly demeanor – be the face that one can’t easily forget. Not to suggest being garish or over the top, but a bright and nicely put together outfit can add that essential flair to your appearance. If you give your guests a complimentary box of cookies or chocolates as a welcome gift, go ahead and give your prospective clients a sample of the same.
When you know that occupancy is going to be low and there is no other way to bring people to travel to your city and stay in your hotel, offer a discount that entices them. Even though this will lower your profit margins, it will still be better than having lines of unoccupied rooms for weeks. Moreover, this gives you the opportunity to hook guests who might as well get other guests to your hotel through their reviews.
Corporate discounts are an excellent idea. Tying up with a company would usually mean a fixed, high-volume business a few times a year. Also these are the people who’d be more interested in hotel facilities such as conference rooms and banquet halls than sightseeing the city – and therefore there’s potential for getting corporate clients stay with you even during the off-season months.
Getting repeat guests is far easier than getting new guests. And small gestures such as a thank you email go a long way in winning hearts and subsequently getting a reputation of being a really hospitable and courteous group of people. In addition, find ways to stay in touch in the longer term by sending emails, promotional offers or simply getting connected on social media networks.
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