News for the Hospitality Executive |
Make More Money - Don't Ask the Guest What Can You Do:
Just Tell
the Guest What You Will Do!
by Lisa
Miller
September 14, 2011 What are the last words we often teach the
front line staff
to speak with the guest? How often do we
still hear: “Is there anything else I
may assist you with?” It is a good thing
to ask, but there is a better conversation to have with the guest. Engage the guest in a conversation that
better serves the guest and a conversation that better benefits the
hotel. Instead of asking what can we do for you,
why not tell the
guest what we can do for them? The front
line team members are the experts in being able to recognize what each
guest in
front of them might need. Team members
know what will benefit a single traveler, a couple celebrating an
anniversary,
or the family arriving for a holiday.
Instead of asking each guest what else can I do for you,
tell the guest
what you can do for them and make it a suggestion to benefit the hotel. One favorite area that is a common topic in
conversations with the guest is offering to make dinner reservations. This is a great place to begin the practice
of meeting the guest’s need by letting the guest know what the hotel
can offer
for them rather than the more generic conversation dropper of asking
what can
we do for you? We know what we can do
for you and this is it! And it benefits
not only the guest but also the hotel – a guest is coming to dinner. AAA and Forbes also recognize the need to
better serve the
guest in the best manner possible. The
current AAA guidelines point to the front line staff anticipating the
guest
need. Take a look at each service area
of the AAA guidelines – every time a guest is to receive service, the
staff
should think of a precise way to meet the guest’s need.
AAA’s previous guidelines saw the front line
staff asking the question of what further can be done, but now a
stronger
service for the guest is the expectation of AAA’s guidelines, what the
staff
can specifically do for each guest. As a
leader and mentor to the front line team members, make certain each of
your
staff know the many ways to offer the best service to the guest that
also
benefits each of them and the hotel. Explore with your team, all of the different
ways to offer
the highest level of service to the guest – not only can the front line
staff
ask about the need for dinner reservations at the hotel, but also
recommend a
hotel amenity such as a pool or beach cabana or the kids’ program. Lisa Miller is President of Advisors Hospitality Consulting, (AHC). She is a former AAA inspector and AAA Inspections Manager. Lisa and the AHC team provide expert advice on AAA, Forbes, and the inspection processes. AHC has also received acclaim in working with hotels, restaurants, spas, and golf clubs around the world in teaching staff not only how to reach higher service levels, but how to garner more revenue in each guest engagement and to create and maintain guest advocates. Lisa welcomes questions to: [email protected] |
Contact: Lisa Miller 904-400-8002 [email protected] www.advisorshospitalityconsulting.com
|
Teach
the Front Line Staff to Generate Revenue - Extending hospitality and
generating revenue in each guest engagement go hand in hand. / Lisa
Miller / August 2011 |
You've
Got Mail.....From AAA / Lisa Miller / July 2011 |