Feel like you’re missing out on revenue potential because your hospitality sales skills aren’t up to scratch? Let’s be honest, it’s tough out there, despite the glossy façade. Can you afford not to double down on tailoring relationships, getting your follow ups right and pushing clients along the buying cycle?
In this article, we’re going to run through four fundamental hospitality sales skills to shine and achieve higher conversion rates, during challenging times – or at any time!
1. Personalise Your Proposals
Proposals are one of the first key touchpoints a potential client has with your hotel, venue or service. And they need to stand out. Think of it like the recruitment teams who are seeing flurries of duplicate AI-generated job applications. Similarly, generic proposals don’t encourage anyone to seal the deal with you.
Savvy tips for tailored proposals:
- Research – Understand the client’s business, event needs, and challenges
- Customise – Use the client’s name and specific details about their event throughout the proposal
- Upsell benefits – Focus on how your venue or service meets their unique needs and solves their problems head-on.
2. Build Lasting Client Relationships
People buy from people they know, like and trust. And you too can build an army of raving fans using hospitality sales skills like researching businesses and closing deals with a consultative approach.
But establishing these relationships calls for more than being friendly (which should go without saying). Moreover, it’s about being a reliable consultant who understands the client’s business and can offer valuable insights.
Savvy strategies for relationship building:
- Be authentic – Genuine interaction builds stronger bonds
- Be consultative – Sharing valuable advice and insights shows you understand the client’s needs
- Be consistent – Regular follow-ups and consistent communication earn trust over time.
3. Excel at Follow Ups
Follow ups aren’t the most glamorous part of sales, but they’re vital hospitality sales skills. All the same, this step often gets left behind when new enquiries are pouring in. But truthfully, failing to follow up is leaving money on the table.
Ultimately, effective follow ups can turn a hesitant prospect into a committed client, because it’s your golden opportunity to address any remaining concerns and remove obstacles.
Savvy words to the wise about follow ups:
- Respond in a timely manner – Follow up promptly after the initial show-round, meeting or proposal
- Add value – Use follow ups to provide extra useful information, rather than just pushing for a decision
- Persist politely – Balancing persistence with respect helps ensure your follow-ups are welcomed, not viewed as serial stalking!
4. Finally, Hospitality Sales Skills are Incomplete if You Can’t Confidently Close
Closing is the magic that happens when you’ve navigated the sales process, asked for the business, and won it. And you can push clients along the buying cycle more effectively with a fresh perspective on hospitality sales skills and a toolbox of closing questions.
Savvy Closing Techniques:
- Get into their head – Use questions to gauge the client’s readiness to buy and address any last-minute objections
- Manifest success – Acting like the client has already decided to buy makes it easier for them to say yes
- Ask and receive – Be straightforward and openly ask for the business at the right moment.
At Selling Savvy, we’re committed to transforming your hospitality sales skills with practical, relevant, and results-driven training. So, you’re guaranteed courses tailored for hospitality and event professionals, ensuring you get the most out of every interaction and opportunity.
Ready to level up conversion rates and drive your sales success? Visit our website to book to ask questions and submit your enquiries today.
