When a new Sales Person is hired, it is almost mandatory for them to schedule an appointment with another Sales Person to tour a competitor hotel.  It is smart to tour every hotel that is listed on your Star Report.

As a Sales Person myself, I welcome them and give them a full tour and explain about our hotel without giving away confidential information.

Sales is based on networking and relationships.  The more people you connect with the better.  Why not establish a relationship with the Competitor for referrals and a partnership?

If I don’t have space, why wouldn’t I refer a hotel that I toured and liked and why not assist the inquiry with as much information as possible?  From there make a trace and trace them out.  The inquiry will appreciate the referral and possibly book business with you in the future.  You never know.

In return, based on my relationship with the Competitor, they will refer me.

Also after I have toured the competition I am better educated with what they have to offer and I can use this information to my advantage.  Clients like Sales People that are educated.

Along with property information, you will be more comfortable quoting rates to Groups and Corporate clients if you know what your competition is offering.

So if a new Sales Person reaches out to you for a tour of your hotel, make the time for them as like a client.  It will be rewarding to you in the end.

Good luck and BE NICE!

Pure Energy

Made it through another day.  STILL the office renovations are annoying and distracting and not yet completed.  I watched another almost fatal crash as the metal from the ceiling swiped past the Administrators desk just missing her.  Believe me, it would of hurt.  She steered clear after that…but she had nowhere to go, nothing to do.  What a waste of precious time.

The glue smell towards the end of the day was pretty bad.  If I gave out rates that were too low I’m going to blame it on the glue!  And if anyone complains about my sales over the last 3 weeks, I’m going to punch them and it’s going to get ugly.

Still unresolved issues with the advanced checks for the military convention.  I provided all of the information to Accounting ….. everything…… but still they have not been credited for their overcharge and still they keep calling me every day for help.  There is nothing I can do.

Yesterday I found out one of my clients was killed in a freak car accident.  Today they pulled a body out of a guestroom of a person who had chosen our hotel to commit suicide.  A couple of months ago another client overdosed in their room and died.  All of us in Sales knew her pretty well.

I’m trying to stay focused.  I’m trying to be patient with the renovations, I’m trying to stay alive …and I’m trying to be the best damn SMERFE Sales Person in the market.  So many challenges.  It just shouldn’t be this hard. 

I pretty excited that I am getting a lot of rate requests from a third party that I have recently partnered with.  No, I have not captured any of the leads and I have lost all of them to the City.  I’m not going to think failure and give up.  I’m going to work them harder and find my niche that will make my property stand out.  To keep them out of the city, I will have to add value.  I must find that niche.

All of the convention leads are truly awesome.  So much potential revenue that I drool when I review them.  So many hotels to choose from.  Here is another thought that I have recognized…..once again, I need to find my niche and add value. 

Besides the basics…..less taxes, less traffic, less hassle, free parking…ok, that is a lot but nothing makes me go “WOW – really – that’s included?”  To compete against the city, I will need to keep on my game, network, be the first and find my niche…without loosing, of course, rate integrity.  I need to know what is the ADR in the city to make sure that my quotes are in line.  Pricing to high, I won’t win the RFP. Prices too low, they can’t trust us. 

I need more knowledge of the city and their operations.  Do they work with attrition…on the rooms, on the food…what are they doing?  How much is their meeting space?  How about breakfast prices, internet, parking…..I have a golden opportunity here. 

I’m playing with the big boys…..the 3 & 4 star franchises….Marriott.  Here we are.  Newly renovated but still not a perfect product.  New Management yet still constant service issues.  New opera system and yet no return.  Is this a vicious cycle here?  WHEN IS IT GOING TO CHANGE!

Finally Friday and a three day weekend.  Time to relax, enjoy the family and surf the web for leads!  For all those who are off…..YE HA!  For those who are not, good luck.  I’ll be praying for a easy shift for you.

Pure Energy