Close

Cart

Total $0.00

Checkout

by Cory Falter

Best practices reap best rewards. When it comes to sales, this is exponentially true. Except, for a hotel these days, what are the “best practices” in sales? With the constant evolution of technology and the overwhelming onslaught of tools, it can be challenging to discern what to use, when, where, why, and even how.

We have uncovered a sales technique that both uses best practices and can position you as a superhero. It’s called inbound sales and we are here to tell you more about it.

The Plot

More often that not so many of our sales tools are founded on the same principle – a vague assumption that the people we’re selling to want our product. We’ve approached prospecting like a numbers game – the more people we can pitch to, the more sales we can close.

That’s a dangerous technique these days, because buyers have an unprecedented amount of control over which messages they do and do not wish to hear. If your hotel sales team is pushing your product(s) on an audience that may not need or want it, then not only will leads not prove fruitful, your prospecting has the potential to completely backfire.

The Solution

What is the solution then? Stop assuming that the more people you can get in front of the higher your close rate. Why? Because now there are highly effective, modern tools available that can help you hyper-target who needs your product, and gives you super powers into how to convert them into a sale. It’s about identifying the right prospects and best understanding how to nurture them into leads and sales.

Pinpointing and attracting these authentic leads is commonly referred to as “inbound marketing,” and the special power to help close the sale is referred to as  “inbound sales.”

Though it may be foreign to some hoteliers, the term inbound marketing has been making it’s way through the hospitality industry, becoming a familiar face. Inbound sales, on the other hand, is still the mystery guest at the party and we want to introduce you to this new and exciting concept.

SO, WHAT IS INBOUND SALES?

Essentially, inbound sales is an acute focus on individual buyers and their frustrations, pain points, needs, and goals. An inbound salesperson prioritizes the buyer’s needs before their own, every.single.time. When you approach the sales cycle from the place of being genuinely helpful, you will automatically be two steps closer than your pushy, non-relevant counterparts. Yet, it takes patience to develop your inbound sales system. Here’s how to get started.

First answer the why….

Inbound sales is answering the why before anything else. Think of yourself as the sales advisor, instead of the sales person. If you’ve done your inbound marketing homework, you’ll have your buyer personas, you’ll know exactly who your target audience is and what they need, want, and desire. Additionally, you understand the buyer’s journey – you know where your prospects are in the buying cycle and your goal is to provide solutions every step of the way.

All that’s left is to tell your target audience the why behind your product or service, and then guide them to the realization that one of their frustrations, pain points, needs, or goals are alleviated or achieved through your product. They have a problem. You have a solution.

When you implement the inbound sales methodology, it helps your team:

• prioritize the right buyers
• understand the prospects’ real challenges
• make a lasting impression from the very first call
• write emails that convert
• create a compelling sales conversation
• and, makes every step of the process a long-lasting success

Next, no more cold calls!

No more assumptions. No more cold calls. No more leads gone to waste. Be the hero in the hospitality industry. Serve your guests as best as they can be served because you have already learned so much about them, have an understanding of their needs and how you can best provide a solution.

Inbound sales is your key to solid leads that have been nurtured from the beginning, which will then translate into happy and thankful reviews, which will then evolve into more of your target audience being reached.

Inbound sales is the good kind of domino effect, and who doesn’t need a little of that?

About Cory Falter

As Chief Creative Officer for The Lure Agency, Cory has a motor that idles at full throttle. After spending the first half of his life professionally racing dirt bikes, he decided to take his obession for competition to the most extreme sport of design and marketing. As Creative Director and Strategist, he has crafted award-winning campaigns for notable travel and hospitality brands including: Benchmark Resorts & Hotels, Personal Luxury Resorts & Hotels, Hilton Hotels and Ritz-Carlton. As a native San Diegan and San Diego State University alumi, he founded Lure Agency on the notion that life without passion, is shallow. It’s the agencies most valuable resource and it inspires them to dig deep for their team, partners and clients.

Contact: Amber Berg

amberh1011@gmail.com / 619-808-7788

Related News

The Resort at Pedregal Brings Cabo San Lucas Online With New Website

Five Diamond Rancho Valencia Resort & Spa Partners With GCommerce

Content Marketing Strategy in Hospitality: Choice Hotels Europe

Now Available for Download: Smart Hotelier’s Guide to 2019 Digital Marketing & Technology Budget Planning

Cendyn Is North America's Leading Hotel CRM Technology Provider & Data Driven Marketing Agency for 2018, as Voted by Prestigious World Travel Awards

The Top 5 Things You Need to Know Now in Hotel Digital Marketing: September Edition

Hotel Marketing Budgets: How Much Is Actually Enough?

What Is RFM? Top 5 Ways to Elevate Your Digital Strategy & Increase Direct Bookings

The 5 Deadly Sins of Content Marketing

Puzzle Partner Enters 5th Year Supporting Innovative Travel & Hospitality Companies

Now Available for Download: Technical SEO on the Hotel Website eBook

The Impact of Influencer Marketing on the Booking Journey

The Top 5 Things You Need to Know Now in Hotel Digital Marketing: August Edition

How to Measure Social Media ROI: A 4-Step Plan for Marketers [Infographic]

Vizergy Digital Marketing Turns 20 Years Young This Month

Hotel Tech Partner vs. Vendor: Knowing the Difference and Why It Matters

The Top 5 Things You Need to Know Now in Hotel Digital Marketing: July Edition

2018 Hospitality Technology Study, Uniting Hotelier and Vendor Technology Perspectives, Now Available Worldwide

Lodging Interactive Announces LinkedIn Marketing Services for Hotels

Inntopia Launches Cloud Express to Give Key Staff One-Click Access to Guest Profiles

All News »

Please login or register to post a comment.