It's About Product Positioning And Not All About Price!

I talk to Sales Managers at hotels on a regular basis and one of their most commonly asked questions is “What will it take for us to win this piece of business?” “Well you can lower the rate to $99, give me a 1 per 20 comp, waive the attrition, and throw in the Presidential [...]

Etiquette Is A Simple Balance Of ‘Give’ And ‘Take’…”First Converse, Then Commerce”

When was the last time you attended a networking event and you were approached by a person who was more interested in pitching his product or services with little regard of who you were and what you did?   Most likely the last networking event you attended. Dictionary defines etiquette as conduct or procedure required by good [...]

Ways To Win New Clients

Many small businesses ring in the new year by taking a fresh approach to winning new clients. Whether you plan to reinvent your company or just attract an untapped demographic, there are a few ways to achieve your goals. First, you must identify your ideal customer.  Do you know your target?  What do they do? [...]

The Role of Empathy

Think of yourself as a coach. Your clients have travel ambitions. Your professional expertise can help them to achieve their goals. What you are selling is your ability to assist the client in making a wise purchasing decision. Your expertise is only important to the client insofar as they benefit from the experience of working [...]

Looking For New Business? Call Your Existing Clients!

Your current client base is your most valuable asset. Having purchased products or stayed at your property, your clients know have a pretty good idea what you have to offer.  Holding on to these clients is so much easier than finding new ones because you already know their purchasing habits and there is something about [...]