Local Catering Halls and the Hotel Sales Manager

Nov 13

Posted by Pure Energy at 8:44 pm in Sales Manager Tips

Local Catering Halls that that free stand are constantly asked “where they should house their guests”. As a Hotel Sales Person you will need to identify who they are referring and find out how they can refer you.

Most Catering Halls will want more than one hotel to refer. It only makes sense since each hotel is a bit different and has a variance in room rates and property features. The bottom line depends on what the clients needs are. And the key is to be sure that your property and name is mentioned as an option.

The Catering Halls are busy and most of them doesn’t really care where their client stays. Of course if they get complaints well you might as well forget about being referred. They don’t have the time to deal with that.

As a Hotel Sales Person you will need to figure out how to be the “go to” Sales Rep. Stay in their face by cold calling, dropping off treats and keeping in touch with them. If you start the ball rolling and do not keep at them, then they will not consider you as the “go to” person. You will need to develop a relationship and they will need to learn to trust you. Make sure that the groups that they refer are “Wowed” and this will increase your chance in being the first referred and recommended hotel.

For the out-of-town wedding guests, take some time to develop a relationship with local transportation companies. You will be asked about transportation to and from the catering hall. The client will appreciate your referral.

Find out who the owners are and meet with them. They will have the authority to insist that your property is referred if you are not getting the support from their team.

Make a flyer that they can hand out to their clients with your information on it. Make it as easy for them as you can. Don’t put rates on your flyer since your rates may increase based upon demand.

I’m taking the time to review this subject because I have won over a local catering hall and I can barely keep up with the inquiries. Now I am working on the others to establish the same relationship.

So Good Luck in your venture! Don’t forget to stay consistent and don’t give up. It takes time for the partnership to become true. Be patient and persistent.

Pure Energy

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