Put Heads In Beds With Out A Sales Director
This is the final part of a 2 part blog series on how hotel General Managers can increase occupancy with out a Sales Director. To read the first part click here. Increasing occupancy in a hotel with out a Sales team, can be hard, but not impossible. If you are detailed focus and willing to put in the time it will pay off in the long run.
Its very important that all steps in this blog series is followed as we show you how to reach out to a few various market segements to help you grab some extra rooms here and there. This way you can still focus on your operation and word of mouth on how great your property is will spread like wild fire. So lets get started.
Read The Daily Paper
I don't know about you, but I love to read the daily paper, and to think that now its going to be part of your job. Does that not make it more enjoyable? Your daily or weekly paper can have a lot of leads in it, and you just don't know it. This is where hoteliers need to think out side of the box when it comes to putting heads in those beds. Your local paper has a large amount of local information in them about businesses, social functions, funerals, large hiring events etc. Ok so are you starting to see the full picture on this?
Search your local paper for special events, social engagements, and other opportunities where these events could bring you a few extra sleeping rooms a month. You should be able to find at least one good lead in every paper. If you do not, then your not looking at it closely enough, or your focusing too much either way.
Area Wedding Vendors
Every area has families who have kids that are getting married, and I have yet to see one wedding that did not at least generate 3 to 6 sleeping rooms, and of course the average ones that usually pick up 15 to 20. You want to reach out to bridal shops, jewelry stores, reception halls etc. Let them know that you would more then ready to help their groups with great over night accommodations. Send them a flyer that they can keep in their folder, and if they have a client presentation that is handed out to their customers, if you can be included in it.
This is a great way to grab a market that usually generates room nights on the weekends. Remember if your not 100% full then you have room to sell more rooms.
Make a Top 20 Call List Every Month
Every month as a General Manager you should proactively try to sell your property and also make sure your servicing your current accounts properly as well. Every month pick 10 of your accounts to call on just to check in, and see how service is going for them. This is a good way to stay in fresh in their mind, because you know your competition is calling on them. If you didnt know that, I am telling you that its happening. Do not ever think that its not. Make sure they know that they can reach you if they ever have any concerns from people they have stay at your hotel.
Once you have your list of 10 current customers, you want to make a list of 10 accounts that you do not have, and call on them to see if their needs have changed, how you can service them better then your competition or even maybe save them a few extra dollars on their lodging bill (Don't get in the habit of discounting but we got to be honest. It still happens.) This way your hotel is now fresh in their mind. However make sure your talking to the decision maker. The receptionist might sometimes be the one that books rooms, but most cases that is not the situation.