Getting ready for the hotel site inspection….
One of our goals in Sales is to get Site Inspections and people to tour the hotel with you. Once you get the commitment, get ready to do some work.
When I get a commitment to come for a tour – with a date and time, the first thing I do is make a list of questions and decide on what I want to get out of the appointment.
From there I google their organization and surf through there pages to get an idea who they are. This knowledge is also good to get for when they do come so you have something to talk about that is in their interest.
What are they coming for? Some will come to tour before they sign a booking agreement. Others for future business.
When I get an inquiry, lets just say for a wedding block, I always invite them out and I make time for them. Most Sales People won’t just ask them to come and meet with them. They rather quote a rate, hang up then shoot out an email. This is not “WOWING” the caller.
When you are sincere and welcome them to your “home” you will have a much better chance to book them. Always invite them to take a site inspection of your hotel. Not to mention that your General Manager will keep seeing you on tours. This looks good for you.
From there I route a Site Inspection Form noting their information and how much I feel the client is worth.
The day before I always call to confirm the appointment. I do not email them, I call. This shows that yes, I do have time for you. I think the clients like it better.
On inspection day, I will then choose the rooms that I want to show. To be sure I don’t have any surprises, I walk the route that I am going to take with them to pick up any trash or to get something done before they arrive. And I take the time to inspect my rooms. If I don’t like them, I pick more and keep checking until I find what I am looking for.
On a good day it may only take me 15 minutes and I always find something that I don’t like to get taken care of. On a bad day I have taken over an hour to find the perfect room and the perfect walk threw path. Based on occupancy the night before, I don’t always get the best pickings of the rooms.
I recommend getting show rooms if possible. A show room should look perfect. As perfect as the room looked when it first opened. It should smell good too. I must say that I wasn’t happy with the show rooms that my Management Team picked out but I will be sure to bring it up at our next Staff Meeting.
We put the show rooms in an out of order status but we sell them if we have to. We try to keep our show rooms out of order but with the past hurricanes and bad weather, we are running pretty good on occupancy so they had to use them. We are an Airport Property with much distress and airline crews.
If you have show rooms, don’t add a bunch of extra items…..flowers etc., that are not in all of the guestrooms. Show them a clean, clean smelling and fresh room. Don’t fudge too much.
During my inspection, I have my list ready for the client with my questions and I tell the client that I have questions for them. Then I ask approval to take notes.
Once they leave, I make it a priority to get the proposal or contract done to get it to them as fast as possible. Clients are impressed when they get their paperwork shortly after they left the property. It shows that YOU the Sales Person is interested in a partnership and that you will be committed to them and hopefully them to you.
If it is a Wedding Site or similar, I type up a thank you letter and get it out the next day. Then of course follow up on them if they are ready for a contract or not.
You will not close on every site inspection that you get. There maybe issues such as the facility, location, curb appeal or something that the client didn’t like about the property. Do the best you can and the more sites you get, the more you will book….but not every one.
If your property did not get chosen, ask why? This is important information that you can share with your Management Team. Maybe it’s something that you can have corrected so they will consider signing with you. Definitely follow up.
The more you “WOW” them, the better chance you will have to get their signature. And that’s what us Sales Manager’s are all about. Getting the ink on the paper!
Good luck tomorrow!
Pure Energy
