As a hotel sales manager, your goal is to fill rooms, book meeting spaces, and bring in new clients. But with so many options in today’s market, how can you stand out and attract more business? Below, we’ve broken down some simple strategies to help you increase bookings and build stronger relationships with your clients.
Sign up for the monthly Behind the Bookings newsletter here
1. Focus on Personalization
People love when things are tailored to them. When you’re working with a potential client, take the time to understand their needs. Are they booking rooms for a group? Do they need meeting spaces or events catered? Don’t just send a generic offer. Instead, customize your proposal so it fits exactly what they’re looking for.
For example:
- If you’re pitching to a company for their corporate retreat, mention how your hotel’s conference rooms are tech-friendly and offer great Wi-Fi.
- If they’re traveling with family, highlight nearby attractions, kid-friendly activities, or flexible dining options.
By showing you care about their unique situation, you make it easier for them to book with you.
2. Use Technology to Your Advantage
Technology plays a huge role in how people book hotels today. Many clients want quick, easy, and instant answers. Consider using tools and platforms to speed up and improve the booking process.
Here’s how you can do it:
- Instant Quotes: Use online tools that allow clients to see pricing or availability quickly, rather than waiting for you to email back.
- Live Chat: Set up a chat option on your hotel’s website so clients can ask questions and get answers in real time.
- Email Automation: Create automated, friendly emails to follow up with clients who’ve inquired but haven’t booked yet.
Using tech not only makes the process smoother but also shows you’re on the cutting edge, which clients love.
3. Offer Flexible Packages
Flexibility is a big deal these days! People appreciate options that let them customize their stay. Instead of offering just one package, think about creating multiple ones to fit different needs.
For example:
- A “Weekend Getaway” package could include a discounted room rate, breakfast, and free parking.
- A “Business Travel” package might bundle meeting space, a discounted group room block, and complimentary coffee.
- A “Bleisure” (Business + Leisure) package could combine weekday hotel stays with fun weekend perks, like spa discounts or sightseeing passes.
The more options you offer, the more likely someone will find a package that works for them.
4. Highlight Your Hotel’s Unique Features
What sets your hotel apart from the competition? Whether it’s a rooftop pool, amazing views, or a chef who creates incredible meals, make sure you’re promoting these features to your clients. People like to know they’re getting something special.
Think about the type of client you’re reaching out to and highlight the features that would matter most to them. For instance:
- A business group might love your fast internet and spacious conference rooms.
- A wedding planner might appreciate your beautiful event spaces and catering options.
- Families might be excited about your kid-friendly amenities, like a pool or play area.
Take great photos of these features and include them in your emails, presentations, or sales pitches. Remember, a picture really can be worth a thousand words!
5. Go Green and Talk About Sustainability
More and more travelers care about sustainability. They want to know that the hotel they’re booking is eco-friendly. Sharing how your hotel embraces sustainability can help you stand out and win their trust.
Does your property use energy-saving lights? Offer recycling bins? Source ingredients locally? Make sure to mention these things when you’re pitching to groups or clients. Some companies, especially large ones, prefer to do business with hotels that share their values around going green.
6. Build Local Connections
Don’t overlook opportunities in your backyard! Sometimes the best way to fill rooms and book events is to connect with local businesses and organizations in your area.
Reach out to companies, schools, or event planners near your hotel and let them know what you offer. For example, you could partner with a nearby university to host visiting professors or offer deals for wedding guests from a local venue.
Also, joining your Chamber of Commerce or attending local networking events can help you meet people who might need your services.
7. Follow Up Every Time
Not all bookings happen right away. Sometimes clients need more time to decide or want to compare options. That’s why following up is so important. A friendly email or phone call can remind them why your hotel is the best choice.
Here are a few tips for effective follow-ups:
- Keep it casual but professional. Something like, “Hi [Name], I just wanted to check in to see if you had any questions about your quote or if there’s anything else I can do to help.”
- Highlight anything that adds value, like special promotions or limited-time offers.
- Don’t overdo it. Bombarding someone with too many emails can come across as pushy. Keep it balanced!
Final Thoughts
Being a hotel sales manager means you get to connect with all kinds of people and help create memorable experiences. By focusing on personalization, using the right technology, and promoting what makes your hotel special, you can attract more bookings and grow your business.
Remember, the little things—like great follow-ups and tailored packages—can make a big difference in convincing clients to choose your hotel. So, get creative, stay proactive, and continue building strong relationships.
