Highlights from the Bring It On Webcast: July 22, 2021
With sales teams still ramping up, it’s important your teams be as efficient as possible. Bob Graham, CEO and Founder of Event Temple, a leading provider of modern hotel and venue event management software, joined Kristi White and discuss how technology tools can help to streamline sales efforts and create a rocket-fueled sales team.
With sales teams still ramping up, it’s important your teams be as efficient as possible. Technology tools you already have in place are probably the best source to fuel your team’s efforts.
Three unexpected insights from this conversation:
- Don’t just “do” sales. Prospect with a plan. Bob and Kristi both agreed that many sales teams in the past were order takers, responding to every RFP, and often ignoring the human element of the sales cycle. It is time to re-tool sales so that you ensure you are spending your time wisely, especially when you have limited staff. Focus on leads that are a match to your property. Take the time to speak to meeting planners and look to develop meaningful relationships with the clients that are the best fit for your hotel. Build a prospecting strategy such as a playbook for employees to follow. Nurture those relationships because today’s reality is that the competitive set has likely changed and it will be important to pay attention to markets beyond your comp set.
- Loyalty broke down during COVID. Consumers and meeting planners alike are more open to switching from brand to brand and travelers will be more demanding. Hoteliers will need to step up both from the guest and meeting planner perspective. For instance, be sure you communicate with guests ahead of their arrival. If there are additional fees, or if you aren’t cleaning rooms unless they opt-in to the service, tell them in advance. Train your employees and your guests and make sure you treat people the way you want to be treated. Excellent customer service is more important today than ever.
- Treat everyone right. The industry is feeling the pinch with regards to staffing. Employees who were happy working long hours for minimum wage found new opportunities as the market begins to re-open. Many have turned their backs on hospitality. Treat everyone right, including your staff as well as the guest and think long term. Keep in mind that when the right potential employee comes in the door, hire them if they are right for the job. Don’t wait because it is likely they have applied elsewhere. From a meeting planner perspective, Bob mentioned that today time kills deals. It’s critical for hotels to respond to inquiries within the same day whenever possible. Kristi noted that many meeting planners are doing inquiries and booking in the same phone call. Staff shortages are making it difficult to respond in a timely fashion and shorter booking windows are exasperating this problem. Answer the phone and make it easy to sign, easy to pay and take away the friction of booking for events.
Listen to Kristi and Bob talk about these and other interesting topics when you watch the webcast on demand.
If you’re a hotelier who’s ready to find and book more meetings while streamlining your sales process, schedule a demo with one of our prospecting pros. We’ll ensure you have the right information to capture the best opportunities for your property.