The world of sales has changed and not just hotel sales. Ask any sales person that is told to make cold telephone calls to a list how many dials' they need to make before they reach a live person.
Ask them the response of the live person if they reach them. Ask them the number of cold calls they have to make to get to a closed deal. The call to closing ratio on this activity is astronomical but then even a blind squirrel finds a nut now and then.
"The popularity of this article was at first surprising and indicates the strong desire of hotel sales people to streamline and retool their processes," says Carol Verret. "The internet has exploded exponentially and provides simple prospecting tools and resources that enable a sales person to locate companies and organizations most likely to require the services that their hotel has to offer,"
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Topics to be explored include:
The Latest Reports on the Industry. When is recovery likely to begin? What segments will come back first and what will a recovery look like. The trends identified will assist in deciding which segments and prospects to pursue.
Google Tools. While other search engines have at least some of these functionalities, Google's tools remain the most robust and least expensive tools that hotel sales people can deploy. We will explore how to use search, Google alerts, Google maps and other tools most effectively in the sales process.
Web-based Qualifying Tools. These tools are subscription based but may be available to interface with your internet based sales database. They are sophisticated databases of qualifying information and contacts with the contact info you need.
Market Specific Web Sites. These are especially applicable for the SMERFE and association markets. There are multiple sites for associations, religious groups, military reunions, class reunions, weddings, etc.
Social Networking Sites. Social networking sites can be used to qualify a prospect and even make initial contact. How to do this and which sites to use are areas that will be explored. We will explore which social networking sites are effective in accomplishing this and the etiquette of using them.
Time is a finite resource and it is imperative that sales departments and individual sales managers have a prospecting strategy in place that is efficient and effective to generate revenue from new business prospects and increase their share of a smaller 'pie'. These tools are typical of a 2.0 approach to sales.
At the end of this web cast, participants will have tools and links to locate and qualify new business prospects in all market segments. This web cast should be attended by Revenue Managers, Directors of Sales, Sales Managers and GMs that manage the sales process who need to quickly identify, qualify and approach new business prospects in the corporate transient, meetings and social group sectors of the economy.
The web cast will take place on April 24 at 1:00pm EST, noon CDT, 11:00 am MDT and 10:00am PDT. The fee is $109 for a single connection and $99 for two or more connections from the same company. To register click here.
Verret, Owner of Carol Verret Consulting & Training, is a twenty-year veteran of the hotel industry. She arrived in Denver in 1984 in the midst of an economic downturn and quickly established herself as an expert in sales and marketing in hotel turn-around situations, applying her formula for REVPAR improvement. To learn more about Carol Verret, Consulting and Training, visit her web site at www.carolverret.com
Send email to carol@carolverret.com
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