Carol Verret Consulting 
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Last Days to Register:
Hotel Sales Webinar Marathon –
Updates of The 3 Most Popular Webinars in 2010
Dec. 10, 2010

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If it’s December it must be time for the 4th annual Webinar Marathon – live presentations of the three most popular webinars of the year. 

In such a volatile year, we are updating and presenting three of the most popular web casts of the year.  If you want to know how the most recent developments in the economy affect you and your hotel, be sure to log on – the research will be updated right to week of the web casts.   These programs not only give you information but tools you can use to make decisions in 2011.

In case you missed those, sign up for one, two or all!  The most popular were:
Power Selling Summer School -- Group Business by Market Segment Webinar Series – SMERFE  Groups
SMERFE and Weekend Groups – The Recession Resistant Market Segment.   Social and sports groups have been the bright spot in groups business during the recession although extremely ‘value’ driven.  In this webinar we will explore how to find and respond to this ‘hidden’ market.

  • Web 2.0 tools to locate these groups
  • FaceBook and social groups – attracting Fans & Friends
  • Cross marketing and referrals
  • The wedding ‘clusters’
  • Monitoring and using social network mentions and reviews as testimonials
  • What they really, really want from a hotel

This program will be offered at 9am PST on December 10.  The fee is $99 for a single connection and $89 for two or more connections from the same company. To register click here. The fee is -- $89 when you sign up for two, $79 each for all three. (Click Here to register)

Niches Selling – Locating Lucrative Business that Few Hotels Pursue
Chris Anderson, Editor of Wired, published a book called the Long Tail and in it said that “…the future of internet search was to appeal to ‘niches’ of the population versus the masses.”  Seth Godin describes these ‘niches’ as tribes.  Within every market segment there are ‘niches’ -- they don’t equate with small they equate with specialized.

Tired of ‘plowing’ the same old ground in prospecting?  This is an advanced look at how to locate special ‘niches’ in all segments – looking for lucrative business that none of your competitors are going after.  This program is a more sophisticated approach for sales professionals that want to develop new business at the next level. 

  • Corporate – each vertical has different niches
    • Where to look
    • How to reach out to them
  • SMERFE – the category has many niches beyond the obvious
    • Example:  Wine tasting clubs
      • Less focused on rate
      • Good for repeat business
      • How to locate
  • Government
    • Multiple ‘niches’ based on sub categories
    • Subcontractors – look beyond the obvious
      • Many sub contractor types ‘fly under the radar’
  • Associations
    • Niches are often easy to locate on national association web sites
    • Small enough for one property

This program will be offered at 11am PST on December 10.  The fee is $99 for a single connection and $89 for two or more connections from the same company. To register click here.  The fee is $99 for each connection -- $89 when you sign up for two, $79 each for all three. (Click Here to register)

Habits of Successful Hotel Sales People for 2011 – It’s All about Prospecting!
Those hotels that are waiting for the recovery to make phones ring with inquiries will not be the market leaders in this economic recovery! Those that are aggressively using new processes to stimulate sales will be the winners!
“The Internet has changed prospecting forever. Information is abundant and everywhere.” (Anthony Iannorino, the Sales Blog, 10/04/10).  Cold calling from lists is dead, it was before the recession but there are still sales offices that make it part of their processes.

  • Prospecting:  “The Internet has changed prospecting forever. Information is abundant and everywhere.” (Anthony Iannorino, the Sales Blog, 10/04/10).  Cold calling from lists is dead, it was before the recession but here are still sales offices that make it part of their processes.
    • Internet prospecting -- The key here is to be very specific about the kind of prospect that is being located.  If each sales manager is to do it, it is important to set a time limit and goals of number of prospects per week.  How to locate prospects that are ‘good business’ for the hotel!
    • Social Networks:  From a sales process perspective, social networks are about qualifying new prospects and building relationships.   LinkedIn is formidable tool for locating contacts and gathering information about a company and the contact info. 
    • Database Prospecting:  The easiest business to get is that that can be generated from existing accounts. There is more business in the database than most hotel sales offices ever access.  Most accounts are not fully mapped to ensure that every prospect within an organization is identified and approached.
  •  Online Distribution for Sales:  Be where customers can find you when they are ready to buy!  Think of these as shopping malls or search engines for potential customers.  They may not generate the lead through the channel but will use it to source potential venues.   The customer- in- control wants to access information prior to the buying decision.  Which ones work and which ones don’t – how to find out!

This program will be offered at 1pm PST on December 10.  The fee is $99 for a single connection and $89 for two or more connections from the same company. To register click here.  $99 for each connection -- $89 when you sign up for two, $79 each for all three. (Click Here)

Many people request to know when these programs will be repeated so we try to make the most popular available at the end of the year!

The EBook -- The Best of Shots of Hotel Sales & Revenue Management Caffeine – Coming next week!  Just in time for the holidays, the EBook will be available formatted for eReaders.  Stay tuned or let me know at carol@carolverret.com if you want to receive the press release..



Carol Verret and Associates Consulting and Training offers training services and consulting in the areas of sales, revenue management and customer service primarily but not exclusively to the hospitality industry. To find out more about the company click on www.carolverret.net. To contact Carol send her an email at carol@carolverret.com or she can be reached by cell phone (303) 618-4065.  Visit www.hotelsalesblog.com.

 
Contact:
Carol Verret, Consulting and Training
Carol Verret
5910 S. University #C-18, PMB 374
Greenwood Village, CO 80121
Telephone: (303) 618-4065
carol@carolverret.com
Web Site: http://www.carolverret.com/
Email: carol@carolverret.com
.
Also See: Last Days to Register: Habits of Successful Sales People – It’s About Targeting the Right Contact with the Right Approach! Webinar November 18, 2010 / November 2010

The Hotel Sales Office of 2011 – 4 Processes to Fuel Recovery / Carol Verret / October 2010

Habits of Highly Successful Revenue Managers for 2011 Webinar / September 2010

Niches Selling - Locating Lucrative Business that Few Hotels Pursue / August 2010

The Hotel General Manager - The Complexity of Leadership in a 2.0 World / Carol Verret / August 2010

Why Company Team Meetings are Critical This Year / Carol Verret / July 2010

Market Analysis and Sales Office Audit - Look Beyond the Obvious in Turnaround Situations / Carol Verret / June 2010

Dynamic versus Static Hotel Reviews: The Immediacy of Social Network Reviews / Carol Verret / May 2010

2.0 Your Hotel Sales Processes by Market Segment Series – The Corporate Market Webinar April 16 / Carol Verret / April 2010

Marketing to Changes in Consumer Behavior - It's No Longer 'One Size Fits All' / Carol Verret / March 2010

Outrageous! The Cure for the Post Recession Blues! / Carol Verret / March 2010

The Reset Button --- Innovation for Hotel Sales in 2010! / Carol Verret / February 2010

4 Changes in Consumer Behavior & The Revenue Opportunities for Hotels / Carol Verret / January 2010

Recession Lessons:  What Will Drive Hotel Sales & Revenue Management in 2010 / December 2009

4 Post Recession Shifts  in the Hotel Sales Environment; What You Need to Know for Success in 2010 / Carol Verret

The 20% Solution to Increased Market Share and Revenue / Carol Verret / October 2009

Managing Revenue by Market Segment – The Recovery Challenge for Sales and Revenue Managers / Carol Verret / September 2009

The Mindset of the 2010 Business Plan – Survival Mode or Recovery Mode? / Carol Verret / August 2009

The New 'Tipping Points' in the Planners Decision Process - You May be Surprised! / Carol Verret / June 2009

The New Normal – What Does the New Normal Look Like for Hotel Sales and Revenue Management / Carol Verret / May 2009

The New Hotel Sales and Revenue Management Metrics - This Could save Your Job! / Carol Verret / April 2009

Back to Hotel Sales Basics: The Basics Have Changed Big Time!  / Carol verret / March 2009

Stimulate Hotel Revenue -- The Economic Stimulus Package Opportunities / Carol Verret / February 2009

2009 The Game Changer for Innovation in Hotel Sales Processes / Carol Verret / January 2009

Contrarian Strategies for Hotel Sales Departments to Thrive in an Economic Downturn / Carol Verret / December 2008

‘Selling Into’ a Bad Economy – Overcoming Fear and Stealing Share / Carol Verret / October 2008

Habits of Highly Successful Hotel Sales People – Accelerated Sense of Urgency/ Carol Verret / September 2008

The Challenges and Opportunities for Independent and Boutique Hotels in a Difficult Economy / Carol Verret / August 2008

The Science of Hotel Sales* – The Benchmarking Imperative for Success in a Difficult Economy / Carol Verret / July 2008

Marketing & Revenue Management Plan 2009 - Succeeding in a Difficult Year / Carol Verret / July 2008

Tactics to Drive Business in a ‘Not So Hot’ Summer / Carol Verret / May 2008

All Marketers Are Liars - Web 2.0 Strategies for Hotel Sales and Marketing / Carol Verret / April 2008

Contingency Hotel Revenue Management Strategies 'I Will not Cut Prices'/ Carol Verret / March 2008

The Contingency Hotel Sales and Marketing Plan - Hope for the Best, Plan for the Worst / Carol Verret / February 2008

Change is the Buzz – Rebooting Hotel Sales Activity at the Property Level / Carol Verret / January 2008

Habits of Highly Successful Revenue Managers Ramped Up for 2008 / Carol Verret / November 2007

Five Tips to Improving Hotel Customer Service with User Generated Reviews / Carol Verret / October 2007

Habits of Highly Successful Hotel Sales People – A Seismic Shift in 2008! / Carol Verret / September 2007

GMs – How User Generated Review Sites Can Make you a Better Manager! / Carol Verret / September 2007

Web 2.0 and Hotel Sales Strategies for '08; What Are Your Clients Saying About You? / Carol Verret / August 2007

“It’s not the big that eat the small, it’s the fast that eat the slow” -- Five Revenue Management Tactics for Independent Hotels / Carol Verett / June 2007

Developing New Hotel Business Using Client DNA / Carol Verret / May 2007

The Jigsaw Puzzle – The Fit of the Revenue Management and Internet Group Sales Pieces / Carol Verret / April 2007

Client DNA - The Gold Standard for New Business Development / Carol Verret / March 2007

The 'I Hate Cold Calls' Web Cast - The New Paradigm of Sales! / Carol Verret / February 2007

Hate Cold Calls? - Discover the New Paradigm of Hotel Sales / Carol Verret / January 2007

Issues in Hotel Sales Training - Metics for Success / Carol Verret / December 2006

Is the Party Over?; The Challenge of Decreasing Hotel Room Demand / Carol Verret / October 2006

The Habits of Highly Successful Hotel Sales People Ramp Up for 2006! / Carol Verret / September 2006

Identifying the WIIFM Factor – The Essential of Hotel Sales Success / Carol Verret / August 2006

Revenue Management for Hotel GMs – What You Don’t Know Can Jump Up and Bite You!/ Carol Verret / July 2006

Feeding the Revenue Elephant; Hotel Revenue Management / Summer 2006

The "Tipping Point" - Identifying the Touch Points in Hotel Sales / Carol Verret / May 2006

The "Tipping Point" - Touch Points Make a Difference in Customer Service Training / Carol Verret / April 2006

Selling Up! Taking Group Room Revenue to a New Level / Carol Verret / February 2006

Revenue Management 2006; The Risks and Rewards / Carol Verret /January 2006 

Revenue Management and Group Sales - The Partnership Not the Disconnect / Carol Verret / November 2005

Habits of Highly Successful Hotel Sales People / Carol Verret / September 2005

Triple Witching Hour - The Marketing Plan, Revenue Management Strategy and RFPs for '06 / Carol Verret / August 2005

"Smile" is a Learned Behavior - Creating a Culture of Customer Service / Carol Verret / July 2005

Revenue Management Systems -- Considerations for Evaluation / Carol Verret / June 2005

Disconnect -- Aligning the Revenue Management and Sales Strategies / Carol Verret / May 2005

Independent Hotels & Resorts; Ride the Wave or Float with the Tide? / Carol Verret / March 2005

Hospitality Sales Training Companies Reach Across the Competitive Playing Field to Combine Live Seminar Expertise with  the Convenience of the Internet / Carol Verret / January 2005

Revenue Management - The Challenge for Hotel Sales / Carol Verret / January 2005

Hotel Sales Departments -- Issues in Processes and Functionality / Carol Verret / November 2004

The GM'S Role in Revenue Management / Carol Verret / October 2004

Transforming the Hotel Sales Organization; Alignment with the New Realities of Sales / Carol Verret / August 2004

The Revenue Management Strategy - The Pre-Plan Marketing Plan / Carol Verret / July 2004

Hotel Revenue Management this Summer - a Game of Skill, Art and Most of All Nerves / Carol Verett / May 2004

What Do Meeting Planners Want? Hotel Sales Managers Want to Know! / Carol Verret / May 2004

Revenue Management -- The Integration of Revenue Drivers / Carol Verret / March 2004

CYBER SALES -- Hotel Sales in an Internet World is the New Reality / Carol Verret / February 2004

The New Realities of Hotel Sales - Focus on Revenue Generation / Carol Verret / January 2004

Hotel Sales -- Innovation in the Face of Limitations / Carol Verret / November 2003

The Good News & the Bad News; Improving Economy = New Hotel Development / Carol Verret / October 2003

Leadership - General Managers Managing the Sales Process / Carol Verret  / October 2003

When the Crystal Ball is Cloudy; Marketing Plans for 2004 / Carol Verret / July 2003

Partnership of Sales and Technology; Using Tech Tools to "Sell" the Hotels / Carol Verret  / July 2003

Back to the Basics? The Basics of Hotel Sales Have Changed! / May 2003

Creating Sales "HUNTERS": The Skill Sets Required in the New Hotel Sales Environment / April 2003

Heightened Security Requires New Strategies in Hotels Sales / Carol Verret Consulting and Training / Mar 2003

Revenue Recovery - Building The ‘A’ Team in Sales / Carol Verret / January 2003

Contingency Marketing Plan – War In Iraq! / Carol Verret / November 2002

Playing the Rate Game - Positioning -- Positioning -- Positioning! / Carol Verret / October 2002

The Rate Game - Playing to Win / Carol Verret / October 2002

The Challenge of Marketing Independent Boutique Hotels / Carol Verett / August 2002

Hotel Sales in a Limited Service Environment - The Rules Have Changed / Carol Verett / August 2002

The General Manager’s Role in Sales -Chief Marketing Officer of the Hotel / Carol Verret / April 2002

100% Market Share Penetration is Not Good Enough / Carol Verett / January 2002

The Key to REVPAR Recovery –  New Business Development / Carol Verett / December  2001

Trash the 2002 Marketing Plan - And Just Start Over / Carol Verett / September 2001

How to Use Consultants Effectively –  A View From the Other Side  / Carol Verret / August 2001

How Soft Is Your Hotel's Economic Landing?  / Carol Verret / Aprl 2001

The ‘Value Proposition’: Marketing Yourself to Prospective Employees / Carol Verret / January 2001

Generation Y:  Motivating and Training a New Generation of Employees / Carol Verret / November  2000

Why Customer Service Seminars Don't Work / Carol Verret / October 2000

Creating a Culture of Customer Service / Carol Verret Consulting and Training / Sept 2000 

FAT, DUMB AND HAPPY – The Seasonal Boom and  Bust Cycle / Carol Verret / August 2000

Surf's Up - Ride the Wave or Miss the Boat -The Effective Use of Technology in Hotel Sales / Carol Verret / July 2000 

Measuring Effectiveness of  Hotel Sales Departments / Carol Verret / June 2000

Hotel Sales Training - The Need for Immediate Results / Carol Verret/ May 2000



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