Tag Archives: rfp’s

Sales Manager Ready to “Stir Up” Some New Business….

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What a day.  Three days off to recoup and relax…..coming in the office this morning strong, focused with tons of energy…..ready for the attack….ready to stir up potential leads.  Took my trace calls out and got them ready.  Took my leads out and got them ready.   Ya hoo, ready to rock in roll!  The soliciting begins.

I promised myself I would learn more about the city that has been taking my rfp’s and convention leads.  So during down time I called a couple of the hotels to inquire, as a client, about rates and meeting space.  I need to know what they are charging so I can find my niche.  I must say, I picked low end and top end hotels to call…..I DID NOT GET ONE PHONE CALL BACK.  Yes, I called from my cell phone and there is no way that they knew who I was.  Can you believe it…not one phone call back.  There’s one niche!  Boy that’s a no brainier!

I found a lead today for 2,000 room nights annually in my area that usually books in the city.  Funny that I was working on her first lead (30 room nights for spring of 2009) and I simply asked one additional question……in a friendly and interested manner…..what other business needs do you have in my market?  I couldn’t imagine that she was sitting on a lead that was worth this many room nights.  Yes I know that is part of qualifying and I should be asking these questions anyway.  But I didn’t think she would have anything else…..now I’m sitting here thinking WHO ELSE?    Could I have missed something?

Maybe it’s time to slow down, think and better prepare prior to my calls.  I’m so busy rushing trying to get in volume calls and hoping that I can turn some around.  So many distractions and things on my mind noting still the office renovations not completed, need to support the revenue needed for the renovation plan, still the blitz this week and Opera Training next week…….all these pressures. 

I have all of these hot leads, great idea’s, plans, goals and I must follow up on what I already have stirred up.  I just can’t seem to get the perfect game plan together thus I flounder.  By the afternoon I was fully cooked and pretty much ready to throw in the towel and call it a day.  

I simply couldn’t be left alone to do the job I love…..selling.  I spent time on billing problems from this past weekend, complaints about this past weekend from my sports group, stupid annoying distractions that I don’t have enough room to note (you can imagine), issues, issues, issues.  Then at 3:00pm my GM came in my office area to tell me that I have to start cleaning the office….we are getting our franchise inspection this Thursday.  I turned and looked at him sincerely and said “it’s prime selling time”. 

Doesn’t he see the fire in my eyes, the will power, drive and desire to be #1.   What is he thinking?  IT’S PRIME SELLING TIME……any good GM will know this.  SET ME FREE!

I don’t mind cleaning and yes, I want the Sales Office to look as nice as it could for our inspection.  But right now at this time it’s prime and if I’m not calling, working and emailing then someone is…..and I don’t like that.

Needless to say, he said he wanted it done so I put a halt on my efforts, took a deep breath, packed up my stuff and started to straighten up.  Now I was fried flounder and definitely ready to just head for home.

Tomorrow I’ll be out on the road in the Corporate Parks dropping off information on the lunch buffet promotion…..the $14.95 lunch plus beverage, tax and tip……the one I must overcome my own personal opinion and must believe in……….yea right.  I’m going to find leads.  At least I’ll be left alone.

Good luck tomorrow! 

I’ll give you feedback on the wonderful lunch buffet blitz.  LOL

Pure Energy

Sales Manager Playing with the Big Boys…..

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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