Congratulations! You just secured the dream role and now it's time to become a hotel sales pro… but how? As you step into your new sales role, one of the most important things you can do is make an impact as soon as possible. Whether you're a seasoned professional or new to the hospitality scene, setting yourself up for success early on is crucial. In this guide, we'll delve into actionable strategies and insights to help you hit the ground running and thrive in the world of hotel sales.
Before we dive into the nitty-gritty, let's take a moment to understand the pivotal role that sales teams play at a hotel.
The Role of Hotel Sales Teams
Hotels rely on their sales teams to drive revenue by securing bookings for a wide array of meetings and events. Hotel sales teams play an essential role in helping secure high occupancy for the property.
4 Ways to Make an Impact As Soon As Possible:
1. Know Your Property's Unique Selling Points
Just like every guest is unique, so too is every hotel property. Take the time to familiarize yourself with what sets your property apart from the competition. Are you situated in a prime location for destination weddings? Do you offer state-of-the-art meeting facilities ideal for corporate events? Understanding your property's niche will empower you to target the right clientele and maximize your sales efforts.
Example: If you work at a resort known for its breathtaking waterfront views, highlight this feature when pitching to wedding planners or couples looking for a picturesque venue.
Top Tip: In sales it is just as important to know what you do NOT serve well as it is to know what you do serve well. By being a specialist, you grow trust amongst your best guests.
2. Harness the Power of Your Sales and Catering System
Your Sales and Catering software is your secret weapon in the world of hotel sales. You should use it to your advantage by keeping track of client interactions, identifying potential leads, and scheduling follow-ups. Leverage the data within your CRM to uncover valuable insights about your clients' preferences and booking patterns, enabling you to tailor your approach for maximum impact.
Example: Suppose your CRM reveals that a particular corporate client frequently hosts team-building retreats during the summer months. Use this information to proactively reach out and propose customized packages for their next event.
Top Tip: One of the fastest ways to make an impact immediately is to not just look for all of your top accounts, but also to look for accounts that have not been talked to in a long time. Oftentimes these are the companies where you can create a new relationship with and drive new revenue that you were not initially expecting!
3. Stay Ahead of the Curve with Data Analytics
In today's data-driven landscape, success in hotel sales hinges on your ability to leverage insights and analytics to inform your strategies. Dive into your property's current booking data, Pace report, and event diaries to identify trends and anticipate demand fluctuations. Armed with this knowledge, you can develop proactive strategies to capitalize on peak periods and mitigate challenges during slower seasons.
Top Tip: Look for trends in your property's event diaries. They may reveal that there's a surge in demand for meeting spaces during certain industry conferences. Use this opportunity to reach out to conference organizers ahead of time, and offer exclusive deals or sponsorship packages to secure bookings.
4. Dream BIG (And Write it Down)
A recent study from Michigan State University found that 76 percent of participants who wrote down their goals, actions and provided weekly progress to a friend successfully achieved their goals. This result is 33 percent higher than those participants with unwritten goals. How does that apply? We recommend that you set weekly/monthly/quarterly goals that flow into each other as a way to keep momentum up.
Top Tip: One of the best ways to dream big is to come up with a list of top 200 dream accounts for your hotel and write down an action plan to build a relationship with them
Seize the Opportunity for Success
As you embark on your journey in hotel sales, remember that early success is within reach with the right mindset and strategies in place. It is in your control to make an impact fast. By understanding your property's unique selling points, harnessing your hotel sales tools (like Event Temple!), and cultivating relationships with both existing and potential clients, you position yourself as a valuable asset to your team and set the stage for long-term success. So, seize the opportunity, embrace the challenge, and let your passion for hospitality propel you towards greatness!
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