Social Proof: A Hotel Salesperson's Secret Weapon
How Social Proof Can Boost Your Hotel Sales and Win Over Prospects: The Science Behind This Powerful Strategy
As a hotel salesperson, you know that the group business is the lifeblood of your property. And when it comes to closing deals, social proof can be your secret weapon.
Cory Falter recently chatted with Joe Apfelbaum of Ajax Union on the InnSync Show about why building trust with guests is the only option and explored tips for how you can leverage social proof to sell more group business.
The Rise of the Non-Professional Meeting Planner and What it Means for Hotel Sales Teams
There is a shift in how events are planned for organizations around the country, resulting in an un-named and un-paid role, the non-professional meeting planner.
Let us explain; in the past few years, more and more organizations have had to downsize their meeting planners due to budget constraints, which has put pressure on other employees, such as administrative assistants, executive assistants, and others, who have been tasked with planning company meetings.
While these non-professional meeting planners may be competent in organizing their companies' day-to-day operations, they often lack experience when it comes to the intricate details of event planning.
This is where hotel sales teams have a real opportunity to shine.
Cory Falter recently had the opportunity to chat with Kristi White, Hospitality Leader & Consultant on the InnSync Show, about the rise of the non-professional meeting planner and what that means for hotel sales teams.
HOT TAKE: 4 Reasons Suppliers Have a Hard Time Selling in the Hospitality Industry
Hotel suppliers in the hospitality industry must navigate a complex and competitive landscape when trying to make sales. In order to be successful, at minimum, they need to understand the needs of hotel stakeholders, build relationships with prospects, create an excellent website experience, and demonstrate a service-orientation approach.
In this Hot Take, Jill Dean Rigsbee, CEO & Founder of iDEAL Hospitality Partners, as well as Cory Falter and Susan Tucker of Lure Agency, will provide tips and insights on how suppliers can position themselves for success.
Wasting Time on Cheap Leads? Relationship Marketing Fills a Better Funnel
Let's face it, chasing weak leads that don’t close can be exhausting.
If you're a hospitality group sales pro, you know the challenges of being inundated with low-quality leads from mass-triggered RFPs and other referral sources. With limited time and product to sell, you want to ensure your efforts are focused on generating the most qualified leads and prospective customers possible.
That's where relationship marketing comes in.
By building relationships with prospective clients, you can ensure your sales pipeline is full of direct leads that are more likely to close, close at a higher value, and become repeat customers.
Those are the kinds of leads we like!
On the InnSync Show, Cory Falter and Teresa Winfield of Pan Pacific Seattle recently discussed how hotel sales teams could ensure better leads through relationship marketing strategies.
Exploring the Power of Creativity in Digital Marketing
Does Creativity Even Matter in B2B Hospitality Marketing?
Creativity separates top-performing brands from average brands in the hospitality industry. B2B hospitality marketing strategies that leverage creative approaches have been proven to increase customer engagement and boost sales.
On the InnSync Show, Cory Falter recently chatted with creative director Michael Duffy about the importance of creativity in digital marketing and how it can help hospitality brands stand out in a highly competitive market.
Insider Secrets for Becoming a Vendor for Hotels
Can you walk the talk in hospitality?
Hotels rely on vendors to provide them with services, goods, and materials needed for their daily operations. Becoming a vendor or supplier for hotels can be a great way to get your business or product into the hospitality industry, making it easier to reach out to new customers and increase sales. Still, most importantly, your product or service could really help fuel the industry by saving them time, money, and resources.
Cory Falter recently invited Jill Dean Rigsby, CEO and Andy Haynes, Vice President of Strategic Growth of iDEAL Hospitality Partners, on the InnSync Show to share insider tips for becoming a hotel vendor. They shared some great insight!
Why Some Outbound Sales Prospecting is Colder Than Others
It all comes down to delivering the right message at the right time.
When it comes to sales prospecting, not all methods are created equal. While we have fully embraced inbound marketing techniques to support sales teams, many instances require outbound tactics.
When consulting with our clients on their integrated marketing campaigns, we'd be remiss if we didn't mention outbound prospecting when discussing the modern-day sales funnel. (In fact, we have a whole series on social selling we like to share with our clients).
Point being, inbound should be at the core of any integrated marketing strategy. However, prospecting is still a key component of modern sales teams.
Cory Falter recently chatted with Flip.to’s Allen English on the InnSync Show about why some outbound sales prospecting is colder than others.
Why Research is So Dang Sexy
Profitability is a sexy word for anyone in business.
When it comes to understanding your customers, market research is essential to the success of any business, no matter if it's market research for B2B or B2C. After all, retaining existing customers is less costly than acquiring new ones.
But market research isn’t just about understanding your target market; it also provides valuable insights that can help you fine-tune your product or service offering, marketing strategy, and business model.
"The problem many companies have is 'any customer is a good customer policy,'" says Tom Herman, CEO at Veda Intell. "And you're going to bring in many people who aren't an ideal fit, increasing churn after a short time."
To understand your target customer, you must understand market and customer research.
Hotel Sales Demystified
Uncovering misconceptions and unlocking opportunities.
Sales representatives are the lifeblood of hotels. They are responsible for bringing in new business and keeping existing customers satisfied. The hotel sales process can be complex, but it doesn't have to be mysterious.
The InnSync Show’s Cory Falter recently chatted with Tammy Gillis, sales performance expert from Gillis Consulting and Training, Inc., and we're demystifying the hotel sales process so you can close more business deals and grow the bottom line.
Hospitality B2B Marketing - Debunking Myths and Revealing Truths
It's no secret that there are a lot of misconceptions about hospitality B2B marketing. From FOMO to skewed attribution, marketers are missing the point on how to move the needle effectively.
We're here to debunk some myths (and reveal some truths) about B2B hospitality marketing and high in a recent conversation between Cory Falter, principal here at Lure Agency, and Susan Barry, president (aka "Queen Bee") of Hive Marketing, on the InnSync Show.