Sales Techniques in Hospitality Marketing

Written by debbie mcrill
  • Share
  • Tweet
  • Share
  • Pin
  • Email
Sales Techniques in Hospitality Marketing
Even small hotels or facilities can market events. (hotel image by Jerome Dancette from Fotolia.com)

The hospitality market can be an enjoyable career, but due to seasonal fluctuations and economic issues, consistently marketing and selling your facility can be challenging. The most important way to make an impact is to develop sales tools that are innovative in some way. You might base your technique on tried and true sales methods. Nevertheless, your personality and vision will create an enthusiasm around your facility.

Other People Are Reading

Repeat Customers

The hospitality market can be an enjoyable career, but due to seasonal fluctuations and economic issues, consistently marketing and selling your facility can be challenging. The most important way to make an impact is to develop sales tools that are innovative in some way. You might base your technique on tried and true sales methods. Nevertheless, your personality and vision will create an enthusiasm around your facility.

Customers that have used your facilities before are valuable. You don't have to sell them on the facility. The customer has been there. The customer knows how to get to your facility and knows what to expect. Promote off season deals for the "family" of previous customers to keep them coming back. Another important selling technique is to remind your past customers of what else you have to offer. If you have a small hotel, let your customers know that you can host an event, such as a wedding or a class reunion. An obvious technique is to simply call your past customers and learn about their upcoming plans. For example, during the conversation you may learn that the customer is a writer. A writer's conference can bring in many customers and they tend to stay several days for workshops.

Expand Your Targets

No matter what size of facility you market, there are groups that can use your services. You may be used to marketing to seminar groups, weddings or holiday parties, but you have probably missed thousands of potential gatherings that would appreciate your facility. For example, the World Wide Web displays over one million sites that promote meetup groups. The goal of the Internet connection is to "meetup" and share a common interest. The group might be a support group, a single's group or a quilting group. You can target these groups and offer a getaway. Customise the offer. For example, with the quilting meetup group you may offer a package tour as the group is probably older and you can promote a weekend quilt fest. Your customisation of their interests plants the seed of a getaway targeted just for the group.

Sales Call Distinction

Clients see sales representatives all the time. You must work to standout in a positive way. For example, if you are visiting a client, bring a special treat created in your kitchens or a candy dish with your customised brand as a wrapper. Let the client "taste" a bit of what you're about to convince them they want. Enthusiasm is important. Be determined to find out what the customer needs in a proactive way. For example, if you're meeting with an insurance company, the agent may need to have a regional meeting, but he isn't enthusiastic. Perhaps he doesn't want to arrange it. For a small fee or free, you or your team can get the ball rolling by helping him plan the event.

Don't Miss

Filter:
  • All types
  • Articles
  • Slideshows
  • Videos
Sort:
  • Most relevant
  • Most popular
  • Most recent

No articles available

No slideshows available

No videos available

By using the eHow.co.uk site, you consent to the use of cookies. For more information, please see our Cookie policy.