Hotel sales people and the flat list

hotel sales flat list referral

Hotel sales people need to work their flat list.

Great sales people utilize a flat list on a daily basis – I’ve written about that before many times. A flat list is a list of between twenty and thirty new previously unsold accounts. We as hotel sales professionals want to be spending about an hour a day calling customers off the flat list. There is just no other realistic way to mine new customers. We do not email customers off the flat list, rather we contact them by phone. Email has a whole other application. However even though we use the phone as our preferred method of communication, we have to root ourselves in the premise that just because you have a name on a flat list does not mean you’re ready to call it yet.

Hopefully you’ve read the hotel sales blog posts and watched hotel sales training videos we’ve been posting, so you know that we don’t call anybody until we’ve done our homework and research. Don’t make a hotel sales phone call and try to talk until you know what you’re talking about. Are you in a position to help the customer solve their problems? Do you know what the customer’s problems are? If you don’t, you’re really not ready to make that phone call. You’ll be making a very cold call on that client, and we want to make a warm call — as warm as possible. Ideally, you should know that you’re really not ready to make that phone call unless you have a testimonial or a referral. That is, you have a customer who has given you their name and you can use their name as your entree to the new hotel sales client.

That’s classic networking, not just as applies to hotel sales but just about any business. And we spent quite a bit of time talking about that.


Posted 2/25/13

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  1. Tom Costello
    5 years ago

    Couldn’t agree more about your assertion that we all hate cold calling. I thought this was particularly insightful about how we want to avoid the truly cold call and go for the referral first:

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