Tag Archives: hotel sales

Sales Managers and keeping up with the follow up

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Follow up plays a very important role to every Sales Manager in every industry.  You follow up on inquires.  You follow up on generated leads.  You follow up on plans that your bosses are asking you to do.  You follow up on your kids school work.  Everything requires follow up. 

Many Sales People fail to provide the proper follow up thus possibly losing the sale.  Remember, a Sales Person is to build relationships.  Sales People that establish the relationship, wins the sale.  If the Sales Person does not “follow up” they will lose the sale. 

Follow up consists of client traces – potential, repeat or referred, collecting contracts and deposits, rooming list, inquiries and maintenance calls and more.  I find that I am on the phone a lot and I do miss some of my incoming calls.  They leave a message, I am to call right back.  If you make the client wait too long, they will assume that their business is not important to you and THEY WILL CALL SOMEONE ELSE.

This is why it is very important for you to keep a close eye on your incoming calls, no matter who they are, and to call the right back.  It’s bad enough that they couldn’t reach you and now they have to wait.

Most hotel sales offices consists of a sales software program to enter in client data and set the client traces.  Take advantage of this system, learn it’s features and do it.   This is a very efficient way to increase your calls and the more you get out, the more you will get back. 

Remember the old “index card trace cards”, pulling files and papercuts?  Well, if your property is not using a sales software program then get with your owners and purchase one.  It is best to purchase a sales software program that interfaces with PMS (Property Management System) however that could be costly.  Instead take a look at Goldmine, Hotel Sales Pro and other programs. 

As I make my trace calls throughout the day, handle inquires and do things, I put it all in my sales software program which currently is Hotel Sales Pro.  When I’m done with my call, I put in my notes, then I trace it.  Although the client may not have needs currently, as you qualify you may identify something that you would want to follow up on.  Any leads for 2010 I trace at least 3 other times to keep in touch with the client.  When a need arises, I want them to call me first. 

The beauty of email – these days you don’t even need to call the client.  You can email.  I will email them simply to say hello and let them know that I was thinking of them and here if they need anything.  With the super highway accessible to everyone there is simply no excuse not to follow up.  Your 30 second email can turn into revenue. 

When you get an inquiry these days be very grateful and make sure that you thank the potential client for taking the time out of THEIR busy day to call you. 

Be sure to take the time to trace your clients appropriately and be sure to make your calls and follow up!

Good Luck

Pure Energy

Hotel Sales Manager and Christmas Bonus

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In the past it is common for Hotel Sales Manager to get Holiday Bonuses.  With this economy if you get one this year be thankful.

It is more important that you have a job and put food on the table.  So don’t be upset or bash your hotel management if you do not get a bonus this year.  Times are tough all around.

This is the time that you as a Hotel Sales Manager try to close on any pending business by years end.  The more that you have on the books the better you look.  Most of your budget and goals are done for next year so you know what you are facing.  And, as like most all hotel companies – independent or corporate – they will expect an increase in revenues from you.  Be prepared and work hard.

Remember, you are replaceable and there are a lot of people who are in need of jobs…..with more to come with layoffs in 2009.  Let’s hope that our new President can turn this economy around.

Good luck!

Pure Energy

Hotel Sales Manager getting Ready for the Holidays

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Thanksgiving Day is this Thursday.  A day to enjoy your families, overeat and some of us have the day off work.  I remind the Hotel Sales Manager of this Holiday and all the others because of one reason.

This is bonding time…..time to call you special clients and personally wish them a good holiday.  Not a time to email or fax.  A time to pick up the phone and wish them well.

Hotel Sales People, you have two days left to call your clients.   Bond with your clients ~ even if they are jerks ~ still call them.

Get your Christmas Card list together now.  Don’t wait until a week before Christmas.  You don’t need to send one to every single client.

Need help?  Ask the Front Desk to help in writing the envelopes.  Maybe they know special guest’s that should receive a card.  I bet they would enjoy a small project like that.

Ask the other Manager’s if there are vendors that you should send a card out to.

It is best to pick a Christmas Card that simply notes “Happy Holiday’s”.  I don’t recommend choosing ones, no matter how cute they are, with Christmas Trees, Jesus or the Manger, or anything Religious.  You don’t want to offend your client.

Don’t be stressing out.  Get your stuff ready now,

Good Luck!

Pure Energy