Like some of us, we have been let go at least once in our career.  It’s a scary feeling, the feeling of failure….what will you do now?

Well, you can start with filing for unemployment.  Check out CareerLink or other opportunities to find a job that unemployment offers.

Update your resume and check on your references.

**Some ideas specifically for Hotel Sales Managers:

Reach out and network through your Chamber contacts.

Contact Sales Affiliates that you know to let them know you are looking.

Put your resume up on hcareers.com, monster.com and any other potential sites to get your resume out.

Contact any “head hunters” that might be able to assist you.

Check out hotel individual sites such as Marriott.com, Starwood.com – click on their career link and check it out.

DO NOT BASH YOUR PAST EMPLOYER.  It is not professional.

Good Luck!

Pure Energy

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

Good bye Holidays, Welcome 2009!

What do we face as Hotel Sales Managers in 2009?  Will we have to drop rates to gain new clients?   Will we take crappy business because we have to?  Do you look twice at business opportunities that you wouldn’t of thought about before you turn them away?   Are you offering more concessions to make your RFP more attractive and a better value?

What is your plan of action?  It’s time to take a fresh tour of your competition.  What are their features?  What is their pricing structure?  What type of business do they have?   WHAT CAN YOU TAKE?

Get the edge, work your game plan and take this week to check out the area hotels.  I’m sure most of you have completed a monthly action plan for the 2009 budget.  Take a look at your plan, put it in action.

What are all of the other hotels doing?  Is there something your missing?  Remember the more you learn about your competition the better you are at being able to sell your hotel.

I do not recommend or suggest EVER to trash your competition to a new client.  You will instantly lose the respect of many, many clients.  There are ways of going about discussing a competitors weakness to a prospect without sounding like a jerk.  You may mention “our property has recently completed a multi-million dollar renovation plan, or we have recently upgrading our internet services” rather then “their property is a dump and their service is terrible”.  You can even mention that you have recently toured the area hotels and you find that your property has much to offer and even at a possible savings.

Make appointments this week to tour your competition, do a rate analysis and educate yourself.

Good luck!

Pure Energy