Tag Archives: Sales Tips

10 Sales Tips, Strategies And Other Nuggets For Sales Professionals

Resources

It’s Friday so I thought it would be a good idea to gather some of the articles that I have read this week and shared them with you.  I hope you enjoy them and that you will take some of the author’s wisdom and successfully apply it next week.  Enjoy!

The One Skill You Need In Appointment Setting – Sales skills – this is the one skill that you will need in order to be more effective in appointment setting. This does not necessarily mean the skill to make your prospect buy anything from you, but more along the lines of them needing something from you. If you have good sales skills, it becomes easier for you to deal generate B2B leads. And this is not something that only your sales and marketing team should have.
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How to Keep Your Sales Team Motivated to Succeed – If you work in sales long enough, you’ll eventually have a bad day where you just want to throw in the towel. Over the last few years, I’ve seen many good days and a few bad. One thing I’ve noticed is that depending on the organization; the number of bad days is often directly related to your manager. Read more

Twelve Common Words That Are Costing You Sales – The right words can help us make the sale, while the wrong words can blow it for us. The challenge is, often what we think are the right words are actually the wrong words. Read more

Attack Your Sales Pitch with Tips from The Shark Tank – Developing a sales pitch is both complex and time consuming. What may work for some buyers might not be right for others. Time is money and whether you’re selling a product, service, or a full solution, you need to captivate your audience immediately. Read more

The Social Era Demands Social Selling is a new ebook outlining how sales organizations can leverage social networks to grow business. Shifting the conversation from social marketing to social selling, the ebook explains how salespeople can attract prospects, retain customers, and grow business in the social era. Download the FREE e-here

The Shadow Problems Behind the Problem in Sales – The obvious problem in sales is the first one that comes out during that initial first contact or within the more formal fact finding meeting. And much of the marketing is geared to those plentiful small business problems.Sales Training Coaching Tip:  99.1% of all businesses worldwide have under 100 employees so most firms are small businesses. Read more

The Five Golden Rules of Customer Experience – “Treat others as you would like to be treated.” It’s a rule most of us learned early in life, probably from a parent or teacher trying to resolve a playground squabble. Few would disagree that this maxim is a basic tenant for human decency, no matter how old you are or what conflict you’re facing.
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Why Selling is About Service NOT Sales – If you think success in sales comes down to the product or ideas you offer, you’re wrong. Read more

If You’re Talking, You’re Not Selling – Good sales people talk less. Poorly performing sales people talk more. But the level at which this occurred was very striking. The poor performers used about 7 words for every word the customer spoke. For good performers it was almost the reverse–they only used about one word for every 7 words spoken by the customer! Read more

Networking – How Well Do You Know Them? – It is often said that it is not who you know that matters, it is who knows you. Well I would like to extend this statement by saying that it is not only who you know and who knows you, but how well do you know them and they you? Read more

Tom Costello is the CEO and Managing Director of iGroupAdvisors, a performance improvement firm, that helps hotels and their sales managers grow their business and generate more revenue.

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The Importance Of Follow Up – A “No” Strategy That Can Lead To A “Yes”

businessman-saying-yes-ID-100105082I read “Why 8% of sales people get 80% of the sales” written by Robert Clay with Marketing Wizdom that emphasizes the importance of follow up.

As a sales manager, you are tasked with contacting prospects on a daily basis in an attempt to educate them on the value proposition that your hotel has to offer but did you know that studies reveal that only two percent of sales occur when two parties meet in person or over the phone for the first time?

The two percent that are in a position to book your hotel have already conducted some prior research and already know what they are looking for.  One would assume that research included your hotel’s location, your brand, amenities and other identifiers that were made available through your hotel’s website.

That means that 98 percent of the prospects you meet or contact for the first time are not in a position to say “Yes” and will only book once a certain level of trust has been established by you.

Anyone who believes they can go into a sales situation armed with “101 sure fire sales closes” and make sales is seriously misinformed … and about 20 years behind the times. Professional sales people get to know their prospects; understand their issues; solve their prospect’s problems; and provide irrefutable proof. They build relationships and trust by engaging in on-going dialogue (otherwise known as follow-up). They don’t just peddle their products and services with an armoury of closing tricks.”

There are a variety of reasons why a prospect isn’t in a position to pull the trigger at your hotel and that’s OK because there are just psychological and transactional realities you must become aware of and recognize.  For these reasons, your follow up is key to your success in eventually winning over the prospect.

According to Clay, “Research shows, amazingly, that only 20 percent of sales leads are ever followed up … in other words 80% of potential opportunities are lost without trace simply due to lack of follow up.”

If you want to change that, read on.

Here are some stats that should open your eyes as to the importance of follow up.

  • 44 percent of sales people give up after one “No”
  • 22 percent give up after two “No’s”
  • 14 percent give up after three “No’s”
  • 12 percent give up after four “No’s”

Simply put, 92 percent of sales people throw in the towel after being rejected four times and only eight percent of sales people put themselves in a position to ask for the order a fifth time.

That means that eight percent of the sales people are getting 80 percent of the sales.

Consider developing a “No” strategy

Think of it this way.  If you contact a prospect on five different occasions, he will most likely say “No” four out of five times so if you design a strategy that includes a fifth contact at some point in time you will have a better chance in either solidifying your relationship and/or potentially booking business in the future.

Where are your “No’s” and how can you begin to transition them into a “Yes”?

How many leads come to your hotel direct, via an eRFP channel or through another source?  When you can’t place the business in your hotel for whatever reason, what happens with that lead?

The first place you need to look is in your hotel’s Customer Relationship Management (CRM) system.

Once you have identified those who said “No”, you will need to develop what Clay calls a ‘Five No’s’ strategy that will help to put you in a better position to convert that prospect over a period between nine and twelve months.

If you struck out once, the idea is that you will have to contact that prospect over the suggested timeframe four more times.

Your contact strategy should include a compilation of telephone, email, handwritten note, and an invitation to visit your hotel for breakfast/lunch/dinner/site inspection/FAM trip (whatever the budget will allow).

First, send a compelling email that contains a personal message from you and a call to action that is designed to produce a response.  Before you construct your email, read about these 4 Email Fails That Hotel Sales Managers Must Avoid.

Example:

Hi Bill,

This is Mary Jones from the ABC Hotel.  

We were unsuccessful in placing your annual business meeting at our hotel and would welcome the opportunity to work with you again in the future.

The ABC Hotel has (insert your value proposition here).

I will follow up with you again in the near future but in the meantime, please feel free to contact me at your convenience.

Thank you in advance for your time and consideration.

PS (insert a call to action here)

Mary Jones

Follow up the email with a personal call and make sure that you have something of value to discuss with the prospect other than just calling to check in.  If you follow the prospect, on say LinkedIn, you can glean something from his profile or his company’s page that can spark an intelligent conversation.

Feel free to leave a voicemail message that refers back to your previous email along with a call to action at the end of your message.

Follow up your call within 30 days with a handwritten note and another call to action.

Follow up your call with an email or other form of communication and invite the prospect to personally visit your hotel using any of the suggestions referred to above.

Your turn.  What other strategies would you include in this campaign?

Tom Costello is the CEO and Managing Director of iGroupAdvisors, a performance improvement firm, that helps hotels and their sales managers grow their business and generate more revenue.

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All Great Salespeople Sell With A Noble Purpose

Six years ago, a major biotech firm conducted a six-month double-blind study of its sales force. The goal was to determine what behaviors separated the top salespeople from the average ones. The study revealed something no one expected: The top performers all had a far more pronounced sense of purpose than their more average counterparts. The salespeople who sold with noble purpose, who truly want to make a difference to customers, consistently outsold the salespeople who focused on sales goals and money.

When firms see their sole purpose as making a profit, they tend to view their customers as objects. “Customers are no longer human beings,” says Lisa Earle McLeod, author of “Selling with noble purpose”. “They are anonymous targets and prospects whose sole purpose is to help the company make money. That kind of language creates a culture that says, we don’t exist to do something for our customers; customers exist to do something for us.

Examples of noble sales purposes

The book gives a number of examples of transitions to noble purposes.

For example, Meridian Systems used to focus on “becoming the number one provider of project management software in the world.” Meridian’s manager saw that the staff needed to reclaim their passion. Working with their senior leaders they came up with “We help people build a better world. Their NSP behaviors are: We connect. We collaborate. We care.”

CMIT Solutions is a franchise organization that provides managed information technology services for small businesses. CEO Jeff Connally says, “We went from ‘selling IT services’ to ‘We help make small businesses more successful.’ It’s a shift from being an IT provider to being a business partner.

Graham-White Manufacturing is the world’s technology leader in the drying of compressed air for locomotives and rail transit vehicles. Their tagline tagline used to be, “We provide reliable transportation solutions.” Now its purpose has become: We help make transportation safer, faster, and more reliable.”

The one question sales managers must ask

The question that sales managers must ask is often the question they don’t ask: “How will this customer be different as a result of doing business with us?” Asking  this question “ignites a chain reaction that drives outstanding sales performance.”

Asking this question helps reminding everyone about the impact products and services have on customers and preparing for the conversations salespeople will be having with customers. Having these discussions— about how customers’ lives would be different as the result of doing business with us— sheds a wholly different perspective on sales activity. What you look at not only focuses your mind but translates into your behavior, which shifts people’s perception and experience of you.

Source: Forbes

Are you a hotel sales manager who sells with a noble purpose?

Tom Costello is the President and Managing Director of iGroupAdvisors, a hotel consulting and sales training company that helps hotel owners and their sales teams grow their business and generate more sales.

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Cold Calling – A Sample Script For New Hotel Sales Managers

cold call script 3

Scripts are a great temporary tool, especially for those who are moving into sales from another position within a hotel or have limited experience calling on prospects.

A properly designed script allows you and your prospect to have a conversation to discuss his needs and for you to be able to identify if your hotel is the right fit for his next meeting or event.

Once you are comfortable handling objections and general questions, you should wean yourself off of the script as soon as possible.

When you take the time to conduct some basic research about your prospect, his company, corporate culture and his past meetings or events, you should know enough about him that your call becomes a conversation instead of a ‘cold’ call.

Your Opening Greeting

The minute that your prospects answers your call you should open with a professional greeting that contains your first and last name and the name of your hotel.  If you have never spoken to the prospect it is OK to use his first name.  This will most likely keep him from putting up his guard based upon his past experience with telemarketers who historically use “Can I speak with Mr. Jones?”.

“Hi/Hello Bill.  My name is (your first and last name) and I am with (your hotel name) in (your city).”

“Do you have a quick minute/moment to speak with me?”

Your opening greeting has established three things.  One – Since you conducted some research on Bill, you are somewhat confident that he is at least one prospect within this company that could potentially book business at your hotel.  Two – You have asked Bill’s permission to continue the conversation.  I prefer the question ‘quick minute/moment to speak’ over ‘Did I catch you at a bad time’ because often there is no good time, unless you made a prior appointment to call at a specific time, and using the word ‘bad’ often brings with it a negative connotation.  Three – Bill said the word “Yes”.

I have lost count as to how many hotel sales managers who have called me over the years and went right into their pitch without asking me if it was a good time or not to talk.  Your prospect’s time is just as valuable as yours so be respectful of it and avoid bowling him over with information overload.

Thank you, Bill.  I know that you are busy so I will make this brief.

You have once again shown your respect of Bill’s time and have let him know that your intention is not to waste it by suggesting that your conversation will be brief.

If, for some unforeseen reason, your end of the conversation turns into babble at this point, you have breached what little trust Bill has placed in you and there will be little to no room to win him back.

The Qualifiers

I looked at (name of Bill’s company’s website or some other source that you have identified) and noted that (Bill’s company) holds an annual meeting/event.”

If you know where Bill’s next meeting or event will be held then continue with this statement.

This year I see that (Bill’s company) is going to (hotel name) in (city/destination).”

You have demonstrated to Bill that you have done your homework and a statement of this nature is most likely more than your what your competitor will use when he speaks to Bill.  Once again, Bill said the word “Yes”.

The more you get Bill to say the word “Yes” the more time you will be granted to ask him questions.

Are you involved in the planning/organization of that meeting/event?

It is important that you uncover who the stakeholders or decision makers are, in addition to Bill, so you don’t spin your wheels with the wrong person.

If Bill is not the stakeholder or decision maker, follow up with this simple question.

Who do you suggest that I speak with?

For this exercise let’s say Bill is your guy.

Bill is (your destination) a potential destination for your future meeting/event?

If Bill says no, then you can thank him for his time and consideration and move on to your next call.

If you are a sales manager who wants to make the most out of each call, you can always ask Bill to refer you to another individual, company or organization that might consider your hotel for a future meeting or event.

Bill, as the (Bill’s title) with (Bill’s company) you probably run into a number of others like yourself who hold meetings and events.”   

“Is there anyone else that comes to mind who you think might consider (your destination) for a meeting/event?

It’s a long shot but you never know the answer if you don’t ask the question.

Let’s proceed with Bill as the decision maker.

Could you tell me what you look for in a hotel?”

 or drill down and ask

“Could you tell me the three most important things that you look for in a hotel?”

Listen closely to his response. How does your hotel stack up.  Is your hotel in a similar location (city/airport/suburbs)?  Does your hotel have enough guest rooms (singles/doubles/suites), meeting/event space, distance from airport/hotel, shuttle service, offsite activities, rate, chain affiliation, amenities etc.?

If Bill is not spilling his guts and you feel that he is open to answer a couple of questions, ask some of the above.  If you decide to discuss rate, ask for a rate range.  If your hotel is not in his rate wheelhouse, then you can opt to end the discussion or ask for a referral.

If your hotel appears to be an option for Bill’s consideration then it’s time to move to the next step and that is to send him your hotel’s collateral or kit for his review.

Bill, can I forward you some additional information about our hotel?  Would you prefer to receive that by mail or email?”  “Email?”  “What is your address, please?

The Wrap Up

Bill thank you once again for your time and consideration and when would be the best time for me to follow up with you?

One final note.  Take the time to practice your script before you use it on a prospect.  You can record it, practice in front of a mirror or use family or friends as the prospect.

A conversation is a two-way street where people talk and listen.  When your script eventually becomes a part of you and your personality, you will have a higher success rate calling on and winning over prospects.

Tell me about your script and what other elements that you would like to share with new sales managers.

Tom Costello is the President and Managing Director of iGroupAdvisors, a hotel consulting and sales training company that helps hotel owners and their sales teams grow their business and generate more sales.

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‘Stand Up And Stand Out’ From The Rest Of The Pack In 2013

photographerI have an idea that I think will make a difference in your sales career next year.

It’s called ‘Stand Up and Stand Out’ where you and I will come up with ideas throughout the year that you can use to separate yourself from the rest of the pack.

Let me use the Christmas e-card that you recently sent as an example.

I’m not suggesting that there is anything wrong with sending your holiday wishes through and email but consider the following campaign as an alternative for next Christmas.

Grab a camera.  Almost all of you have access to a camera.  I would venture to say that most of you have a smartphone and a majority of them come equipped with a 6.0 or 8.0 megapixel camera.  If you don’t have a smart phone camera consider purchasing an inexpensive digital camera through e-Bay, Amazon.com or through another online retail site.

Best budget digital cameras

Take pictures.  Take a picture of as many of your clients as possible throughout 2013.  If you are a hotel sales manager, for example, take a picture of your client in your hotel’s lobby, restaurant or in your meeting space when he/she visits your hotel for their site inspection or when they arrive to begin their meeting, conference or event.

Heck, why not ask an associate to take the picture to include you?

Tips to ensure great smartphone photography with an iPhone or Android

Catalogue.  Now that you are going to be taking pictures of your clients throughout the year, figure out an easy way to catalogue each picture so that when you print them off you will be reminded of who you are sending the photo to.

Send or post?  Schedule time in November or by the first week of December to print off all of the pictures that you took and include your client’s picture in next year’s Christmas card thanking them again for their business.

If the budget is tight, consider creating an album on your Facebook page, post the pictures to it, and invite your clients to visit the photo album to view their picture along with other happy and satisfied clients that also held meetings or events at your hotel.

Photo procedures for Facebook

Once again, if you have ideas or campaigns that you would like to share with others then send an email to info@igroupadvisors.com and in the subject line include “Stand Up and Stand Out” along with your idea and we will get it and publish.

Let’s get going!  2013 is just a few days away.

Tom Costello is the CEO and Managing Director of iGroupAdvisors, a performance improvement consulting firm that specializes in the hospitality vertical.

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8 Steps To Score New Business Through College Forums, Message Boards And Alumni Associations

I have two sons who are involved in college athletics and I spend a great deal of time traveling on the weekends to catch their home or road games.

I am also a subscriber to each of their university’s forums or message boards that allows me to get the latest news about their teams in between games.

It is amazing how much traffic and conversation is generated in these social communities and if you are a hotel sales manager, you should consider how these forums and boards can be a great source of new business for your hotel.

At the Division I level there are typically twelve games on the schedule….six home games and six road games.  Depending on the size of the institution, the popularity of the program, their opponents, and where the games will be played, the traveling audience can be sizable.

If you want to learn how to gain a portion of this market, continue reading.

Step 1 – In your local area, go to your institution’s sport’s or athletic’s homepage to locate each sport and their respective schedules.  In addition to this year’s schedule, you can also Google their schedules for 2013 and beyond.  This is an example of a site that provides information for Division I Football Bowl Subdivision (FBS).  There are also sites that list schedules for Football Championship Subdivision (FCS), Division II, Division III, and NAIA.

Let’s stick with football to continue this exercise.

Step 2 – Click on ‘Football’ in the menu and find the team’s 2012 schedule.  Click on the link and look for the teams that will be traveling to play in your city.

Step 3 – Make a list of those teams and then conduct a Google search for each one of those teams that looks something like this…’XYZ University sports message board’.

Step 4 – Check the search return to identify the forum or message board associated with that team, click on the site link and sign up so that you can become a member and be eligible to post messages on that board.  Sign up usually requires an email address, username, and password.

Step 5 – Sign in to the forum or message board to create a new post.  Start with a post title something like this – ‘Great hotel for fans traveling to (your city) to see the (insert the visiting school’s nickname – ‘Texas Longhorns’ for example) play the (insert your school’s nickname – ‘Ramblin’ Wreck’ for example)’.  Tweak your title to fit your style but make sure that you include your city, the visiting team’s nickname and your team’s nickname.

Step 6 – In your message body include something like this.  “We are excited that your Texas Longhorns will be coming to Atlanta to play the Georgia Tech Ramblin’ Wreck and I am inviting all of you who will be traveling to the game to be our guest at the ABC hotel.  We are located (include the approximate distance from your hotel to the team’s stadium) and have (include your total guest room count, on site amenities, renovation info, ratings, area attractions, etc.).  We also would like to extend a (insert your ‘carrot’ or a promo code here) and would consider it an honor if you would be our guest.  Here is my contact information and a link to our hotel’s website and on behalf of all of us at the ABC hotel, we look forward to serving you during your trip to Atlanta!

In some cases forums or message boards will not allow you to ‘advertise’ so use Steps 7 and 8 as your Plan B.

Step 7 – Now go back to Google and conduct a search for the visiting team’s alumni association, go to their site and look for the ‘Contact Us’ page that is provided on the site.  The contact us page will most likely include an email address for ‘General Inquiries’ so your best bet is to pick up the phone and ask for the contact name and email address of the individual who is responsible for that particular event or heads up communications for the association.

Step 8 – Take the same message that you created for the forum or message board, tweak it if needed, and email it to your new point-of-contact with the institution’s alumni association to include links to your hotel, 800 number, promo code, online booking link, etc.  Follow up within three to five business days to answer questions and secure the business.

The whole point of this exercise is simple and productive.  Fans will travel to see their teams play on the road and they will need a guest room for a night or two during their visit.  Be proactive and give them a reason to book your hotel and not your comp set.

Happy hunting!

Tom Costello is the CEO and Managing Director of iGroupAdvisors, a performance improvement consulting firm that specializes in the hospitality and travel verticals.

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4 Email Fails That Sales Managers Must Avoid

Email is arguably the number one tool used for prospecting yet many hotel sales managers remain in the dark about how to harness this powerful tool’s full potential that can turn a cold contact into a lead.

Why?  

Because the key element, and one that will get the attention of your recipient, is that it must be about your prospect and what problems you and your hotel can solve for him.

What I see, from the hundreds of emails that I receive each year from hotel sales managers, is quite the opposite.

Here is just one example that includes all of the components of a typical email fail that hotel sales managers must avoid.

Subject: Looking for a new venue?

Greetings Tom,

I wanted to touch base with you and introduce myself as the Sales Manager, I am the primary contact for any guestrooms and event needs. I want to know how I might win your business and would like to hear your needs and priorities.  I’ve included some information on the XYZ Hotel, attached you will find:

§  Our XYZ Hotel Power Point on the Transformation

§  Our Latest Incentive

§  We offer specific Meeting Incentives, too!

To be inspired, I invite you to take a journey about XYZ Hotel’s warm, connected, community style, check out our website at http://www.xyzhotel.com.  I would love the opportunity to develop a memorable event for you, please let me know what is most important to you when selecting a hotel and if you have any upcoming hotel requests. 

Experience our relaxing environment while familiarizing your mind to endless potential with XYZ Hotel. XYZ has completed a fabulous transformation that I would love to update you on!  Please let me know when a convenient time might be that I may contact you to discuss.

Enjoy your day!

Fail #1 – A Weak Subject Line

Don’t assume that the email recipient is just sitting around waiting to receive your pitch so you have to catch their attention with something more impactful than “Looking for a new venue?”.  Since your profession is sales and not copywriting, it is important to know as much as 40 percent of a recipient’s decision to open an email is based on the subject as well as you, the sender.

If you want your email to be read, you should ask yourself the following questions before you start writing the content of your email.

  • Does the subject offer the prospect a reward for reading? (WII-FM What’s in it for me?)
  • Can specifics be included to make the email subject more intriguing, believable and credible?
  • Will the subject trigger a strongly positive, actionable emotion for the prospect?
  • Will the subject topic immediately resonate with prospect?
  • Could the email subject benefit from the inclusion of a proposed transaction?
  • Could an element of intrigue be added to drive the prospect into opening the copy?

You should spend half of the entire time that it takes to write a piece of persuasive content on your subject line. So if you have a message that is important to you and your hotel, one that you really want recipients to read, you should obsess over your subject line.

Here are some ideas about subject lines that you will want to avoid and subject lines that can increase your open rate.

Fail #2 – The Body of the Email

If I have seen one I have seen a thousand emails from hotel sales managers that sell the features and benefits of their hotel with the hope of enticing a prospect to pick up the phone and say “Golly gee, send me a contract!”.

Those of you who still pitch features and benefits instead of uncovering problems, suffer with this email blunder the most.  The problem is that features and benefits are not solutions, and you cannot present a solution until you find a need, and you cannot find a need until you unearth the problem.

Ask yourself are your email campaigns solving problems or are they providing information overload that leads a prospect to redirect your email to his trash folder?

Remember the line in the hotel sales manager’s email above that said I want to know how I might win your business and would like to hear your needs and priorities?”

When you send prospects an email pitch, don’t forget that it is your responsibility to move them through your sales pipeline.

The best way to “connect”, uncover a need, and win a piece of business is to PICK UP THE PHONE AND FIND OUT!

Fail #3 – Email Signature Essentials

Hotel sales managers do a pretty good job at including most of their important signature information such as name, title, hotel name, mailing address, phone, fax, email address, website address, tag line, and logo.  For those of you who don’t include these contact essentials, make a note to do so before your next email.

Since most of you have expressed the need to hop on the social media bandwagon, where in the world is your corporate Twitter, Facebook, and LinkedIn links?  If you are not banned by your hotel management company or corporate office from including such information, add it.

If you have Windows and are running Microsoft Outlook – the following link shows you how to set up your signature:
http://office.microsoft.com/en-us/outlook/HP052427461033.aspx

If you have a Mac – the following link shows you how to set up your signature:
http://smokingapples.com/software/tips/html-signature-apple-mail/

Fail #4 – The Shotgun Approach

If you rely on a shotgun approach (pulling email addresses of current and prospective customers from your CRM system and sending them what you feel is a value proposition) you’re shooting yourself in the foot.

Yes it is a numbers game, as far as you or your marketing department are concerned, but you will be clueless about the prospect’s potential if he does not respond to your message or value proposition.

The solution to this trigger happy approach is to pull the list from your system and divide it into three categories that starts with “A” (your high-target prospects) through “C” (those that have a lowest probability of converting).

On Wednesday or Thursday following the distribution of your email, PICK UP THE PHONE AND CALL your “A” and “B” lists to find out what their status is and if and when your hotel or destination might be under consideration and ask an additional question or two that can reveal other opportunities (another one of your hotels in another city perhaps).

If you have not received a response from your “C” list you can elect to call them or send them a point-and-click survey in thirty days (SurveyMonkey as an example) that can help to identify if you have any real chance of converting them now or in the not-too-distant future.

Email Fails are just one of the subjects I cover in my new workshop – Mapping the Course that is specifically designed to help hotel sales managers achieve their personal and professional goals.

Tom Costello is the CEO and Managing Director of iGroupAdvisors, a performance improvement firm, that helps hotels and their sales managers grow their business and generate more revenue.

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