Monthly Archives: March 2009

Respect Each Other!!!

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We are all on the edge of our seats no matter what industry, no matter Operations or Sales.  The hotel industry is certainly feeling the impact of the dwindling economy.  

Groups are still booking….but they are not picking up as much as forecasted.   Corporate Travel is down.  What will we do?

Sales People – don’t give up.  Focus and make a commitment to prospect and book.  That is your job.  Operations – keep the property nice and service exceptional.  Give the Sales People what they need.

I say “Respect Each Other” because it is still crunch time.  There has been no relief.  Us Managers are stressed out, working may hours and covering line employee jobs due to lay offs and terminations.  The show must go on.

Its tough for everyone and we are all working hard.  If the Team respects each other then it won’t be so stressful and with a bit of humor, going to the job won’t be so bad.  It will get better, but its going to take time.  In the meantime support the Sales Efforts and work together as a team.  Be proud!

Good Luck!

Pure Energy

Cold Calling….are you getting results?

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Cold calling.  Sales People have been cold calling forever.  Sometimes it’s fun, most times it’s not. Are you that Hotel Sales Manager who cold calls each day?  Are you getting results?

I read an article today that was right on the money about cold calling.  Check it out at on www.gamingindustrywire.com~ Back to Hotel Sales Basics: The Basics Have Changed Big Time! – by Carol Verret.  She offers great ideas on finding leads without driving around all day accomplishing nothing but adding up miles. 

Other good ideas I have found helpful are on www.hotelsalesmanager.com.

I do not mind cold calling and I have had to do it for almost 20 years.  But, now a days I can look up anything on-line, find what I want, who I want and most times…..emails and phone numbers are listed right there.  Pretty simple.  If you are a good surfer you will save hours and hours of precious time along with additional costs for mileage that you will have to charge to your company.

Old School….yes, most of our Manager’s are from the Old School.  They believe that you will succeed if you spend your time cold calling.  I always think of that copier guy or office products fellow who cold called the Sales Office at the hotel.  It is hard to change the minds of an Operations Manager or Regional if they still believe that Cold Calling is the answer in this recession. 

Is cold calling the answer?  Do people really want to be cold called in the middle of their day?  Yea, sure some are receptive.  But when you leave are they thinking of that annoying copier guy who pops in anytime and bugs you?  

I’m torn on this subject.  If my DOS wants me to go out and cold call, I do my best to bring back information that might bring results.  Most of the time I find that I head back to the office and google them anyway.

Good luck to all of us Cold Callers!  Hope it works!

Pure Energy

Cold Calling, Meeting with Clients and a couple crazy stories…..

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I never minded cold calling.  I put on my detective hat and off I go.  I found it very helpful when I took a job in another market that I did not understand.  It helped me do better and back then, it worked!  Now a days you have to try and get past the guards, gates, locked doors…..it’s much tougher.  Even the funeral homes, churches and other organizations are not as easy to cold call anymore.  And most places that I actually get in I rather them just spit in my face and get it all over with….they’re nasty!!!

Have any interesting stories from Cold Calling and/or Meeting with Clients?  Here’s a couple of my personal experiences:

I brought the contract out to one of my potential corporate clients and we chatted….I thought it was going well.  I brought out the contract.  He reviewed it.  Then looked right at me and said that “I reminded him of his ex-wife”.  He did not sign the contract and I lost the business.

I was involved in a sale effort (sales blitz) with several Marriott properties that were local.  As always, when I cold call I ask for a business card, envelope…letterhead….something to take back with me.  I walked into an office in a business park and this woman was like meeting with the devil.  I was sweet, simple and she basically told me to leave.  Ok, I reached out to grab a business card (maybe I should of asked but I didn’t) and she slapped my hand and told me that I couldn’t have one.  I wish I could of seen my face!   So I left.  No biggie, I’m used to some rejection and thought this would be a story I could tell forever.  I couldn’t believe it!

I was on another sales effort with several hotels that we managed.  We met with the Regional Sales & Marketing, set our plan and off we went - 5 teams of two from different products and different states.  It was awesome.  It was a 3-day deal and the area was rich in corporate parks and buildings.  I was excited.  On the last day my teammate and I were kicking butt and ahead of the other teams.  There was a prize for the team with the most “hot” leads and I wanted it!  And she wanted it too!   The last day, we were flying into those offices.  It was near lunch and we had a pile of cards….some of them for my property possibly back in New Jersey.  Morning’s almost over!  Still have the whole afternoon.  What does she do…..she locks her keys in the car.  Back then we all didn’t have fancy cell phones.  We didn’t know who to call, what to do and of course, what Sales Person has money?  LOL.  It took all day to get us back in the car.  We lost!

Got any interesting stories….I’m sure you do!  Post them under comments.  It will give us all something to laugh at!

Good luck!

Pure Energy