By Cindy Novotny
With the great re-opening finally happening now is the time for hotel salespeople to set themselves apart from their competition. In a world that is all starting to gear up around the same time, you must stand out, be unique and make sure everyone remembers your name.
Now is not the time to copy others, it is the time to become uniquely unrepeatable so you will be the unforgettable ‘go to’ person for your clients and prospects. This means creating your own personal magic, not by ‘benchmarking’ and copying what others are doing but digging deep to understand how you can be different and a better resourceful support to your clients.
Your client engagement should not be about your wonderful COVID safety standards as every one of your competitors has comparable protocols. This is not a selling differentiator as it has already become the expected standard for the industry. You must be able to own your ideas and share them in the most impactful way to help fulfill your client’s objectives. It is all about you, the hotel sales professional. Remember each of us is truly different as proven by our unique fingerprints that do not repeat. Think about what is most valuable about your own uniqueness and how that can become your unforgettable sales magic.
Here are 4 simple keys to becoming unforgettable and creating your own sales magic:
Be Authentic
Being authentic is part of the foundation for success. Bring your own personality as it allows you to grow, learn and develop as an individual. When you prove your authenticity with original ideas, reliability, and a genuine natural approach, you will build a trustworthy relationship with clients.
Know Your Client
Now more than ever based on the pandemic, do your research. There is a wide variance between industries as many struggled, however many also flourished. So, first, use your resources to research and learn about their business and industry and then use your communication skills to probe and find out their objectives, not just rates, dates, space. Find out what other issues they are having with their business and determine how you can become a resource to help them. This will make you a high valued, trusted resource and advisor that develops a bond of loyalty to your uniqueness as a salesperson.
Be Unique
Start today by stamping out conformity, no more cut and paste ‘form’ letters, proposals, and emails that do not resonate with your clients. No more communication just by text. Jump on a face-to-face call with a client and see the difference. That is one positive thing that came out of COVID, everyone is more open to Zoom, or Team calls face-to-face now. Amaze yourself by trying something new every week. Do not set back and give excuses. Delight those around you by transforming yourself for now and the future.
Become Unforgettable!
Remember, there is a big difference between benchmarking and copying. Create your own magic and try not to copy others. That is a standard rule, but it is amazing in the world of serious competition how many people really do just copy each other. Be confident in bringing out your ideas that will be the best solutions for your clients and they will count on you for more than just a booking. When you become the ‘go to’ resource for information, not just hotel rooms, you will become truly unforgettable!
Remember this is not a ‘comeback’, but a perfect time to rebrand yourself and create a positive path to the future!
