I spent part of my day cold calling today.  We did get a couple catering leads that will need to be followed up on. 

It is simply a different world.  The people we met today were tired, confused, mostly unfriendly, depressed and simply miserable.  What happened?  We walked into a GM Dealership that we thought was open but we went inside to an empty, depressing, quiet building.  You can tell that at one time this was a thriving business, now simply nothing.  A mid-aged women came out of an office and she was not to happy that we were there.  I almost felt bad for her. 

I went back to my job and was thankful that I had it.  I finished my work and headed home.  I am very grateful that I have a job.   Be thankful.

Good luck!

Pure Energy

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

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