Tag Archives: Selling Rooms

5 Minutes Series: LinkedIn

The most common comment I hear about LinkedIn is “I’m on it, but I don’t really understand it.” 

 

The 5 Minute Series is designed to demystify the Social Media tools for hospitality, & help you apply them to your business. Here are two easy to apply aspects of LinkedIn.

 

 linkedin-logo

 Let’s start with the LinkedIn homepage. Below the green box, “Build your network” you’ll see is Network Updates. This summarises all the goings on within your network connections – starting with you! 

 

1. What are you working on now?

As with most Social Networks, LinkedIn prompts you to update your status with a simple question. What are you working on now? enables you to share with the LinkedIn community what your current project is. Be informative yet succinct as you only have 140 characters available.

 

Why is this important? Each time you update your status, your whole network is updated. This creates a presence on their homepage for up to 2 weeks helping you stay top of mind.

 

This is true for all your activity on LinkedIn. If you update your page, make a new connection, join a group or create an event, your activity is then shared with all your connections. Piggy-backing on each others updates helps grow your LinkedIn profile easily & effortlessly.

 

2. Search

Today I am just going to talk about Search Groups with one specific idea in mind. You’ll probably think of other uses for Search based on this one application, so please feel free to share your ideas in the comments section.

 

Search Groups is ideal for you if you have meeting & seminar rooms at your restaurant or hotel, or if you want to encourage and invite groups to frequent your premises whenever they get together for business or social functions.

 

group-search-linkedin-total-results1

 

From the toolbar at the top of your LinkedIn page you can easily Search Groups. To make your search more relevant, add the area that you are in to see what groups are closest to you. From these search results, you can further define your search using the box on the right-hand side that lists the different types of groups – corporate, conference, networking, non-profit etc.

Now you can start networking. You may choose to connect with the Owner of the group directly, or you might like to first look through the member’s list to see if you already have a connection within the group. Either way, you have just used LinkedIn to create an opportunity to get more people in your doors for real world results!

 

I’d love to hear how this has worked for you.

Cheers,

 

Tracy Tormai

 

Connect with me on LinkedIn here – Just send me a direct request and I’ll add you to my connections

 

The “Yes-Frame”

Have you ever heard the phrase, “Never, never, never assume”? or “Assume makes an ASS out of U and ME”? And yet we still make assumptions, instead of asking that can easily become questions that help maintain your client in a “Yes-Frame“.

A “Yes-Frame” is simply a series of questions that get your caller into the practice of saying “Yes”. A Yes frame of mind, so to speak. It is important because when the time comes for the caller to answer Yes to the most important question of the call, “Would you like to book that now?” they are well rehearsed. And the easiest way to achieve a “Yes-Frame” is by asking questions and not making assumptions.

Consider this example. It’s the before shot.

Agent: “Is that for just one night?” Caller: “No, three.”

Agent: “Just one person?” Caller: “No, with my husband.”

Agent: “And you’ll be flying in?” Caller: “No, we drive, our daughter died in a plane crash”

What sort of a head space do you think you have led your caller into? A positive one? I don’t think so… And each time the caller said “No”, what was being reinforced? “No!”

And “No” is where you have led the caller’s focus. You’ve got them in the habit of saying “No” so that when you ask the next question, that’s what they’ll want to answer, no? And when you get to the most important question of the call, asking for the sale, they will be well practised in saying “No”.

I think I’ve said “No” too many times now. That’s not where I want our focus to be. Time to get us back into a “Yes-Frame“!

Instead, we want the internal representations, the pictures, sounds, feelings that we are creating in the other person to be positive. When you make assumptions, you have less control over these internal pictures and feelings, than by simply asking questions. Simple questions to elicit transactional information can keep the conversation neutral until the caller gives you a hook. Then latch on!

Agent: “Howmany nights are you booking?” Caller: “Three.”

Agent: “And howmany adults and children are staying?” Caller: “Two adults.”

Agent: “How will you be arriving at the hotel?”  Caller: “We will be driving.”

Now we have something to work on! A conversation can actually occur now, quite naturally based on these answers. “Will you be driving far? We have a comfortable one bedroom suite that would suit a longer stay such as yours. And it has a spa so you can wash away all the driving aches so you are refreshed to start your stay. Are you travelling for leisure or on business?” As you become more adept at this, you start to see a pattern occur – pace, pace, lead – that enables you linguistically to get more sales, at better rates.

 The magic of the “Yes-Frame“, combined with pace, pace, lead is that you get the caller to start thinking about the benefits of staying with you, as opposed to the reasons why they shouldn’t.

All that being said, there is one thing, and only one thing that you should assume at all times – the sale! Stay tuned for the upcoming article – Assumption Gumption!

For now, all you have to remember and practise is asking questions that elicit a YES response.

Cheers!

Tracy

The Universal Sales Belief

There are a number of beliefs that you can have when you are selling something, but the one I want to gift to you today is the one I call, The Universal Sales Belief.

If you are serious about getting people to stay with you, and filling your beds night after night, then please feel free to adopt this belief as your own. The belief, once fully embraced, is your key to NO Vacancy.

The Universal Sales Belief is: Everyone who calls, or walks in to your hotel, wants to stay with you.

That’s right, EVERYONE wants to buy from you.

It seems simple, but when you really believe it, and own it, you’ll be amazed by what it does to your bottom line. Or even more importantly, the number of bums in beds!

Just think about it. If someone has picked up the phone, or hopped out of their car and walked into reception, then these potential guests have already made their buying decision. They have made the effort to come to you. All you need to do now is reassure them that they have made the right choice – your product knowledge, exceptional (special) service and delivering to their needs and wants will persuade them to stay with you.

Once you have owned The Universal Sales Belief, and you genuinely believe that your hotel will accommodate their needs, you are actually denying them the experience of your hospitality if you don’t actually sell it to them. If your product matches their needs and desires, you are doing your guests a dis-service if you don’t help them stay with you.

Beliefs are numerous, choose ones that help achieve your goals.

Stay tuned for “Your mindset is your biggest sales asset”.