How to achieve five taboos in hotel marketing

Taboo 1: Subjectively judge the credibility of consumer units.

At a regular meeting of department managers, the sales manager reported that a foreign company had come to the store to spend money, hoping to pay the bill. The boss asked the manager: Is it state-owned or private? The answer is that it is private; What is the investment quota? The answer is nearly 10 million; So the boss warned that such a small-scale private enterprise is not convenient to pay the bill. This sentence blocked the door of convenience that the enterprise hoped, and at the same time, the hotel unconsciously lost one of its most loyal customers.

At present, among all hotel consumption groups, especially some mainland hotels, credit consumption accounts for a considerable proportion. When hotels measure the consumption credentials of units with bad debts, they will naturally decide whether they can deduct money according to the strength and credibility of the units to avoid bad debts, bad debts and dormant accounts. Over time, the old customers and well-known enterprises in this area are easy to master, but for similar new consumer customers, their credibility can not be determined only by their enterprise attributes and existing strength, let alone by reading "public" books and "private" books, emphasizing "big" and ignoring "small".

In the contact with customers, it is a positive and safe way to greet each other with a smile on the one hand, and to prevent the hotel's interests from being damaged with strong supervision measures on the other. If the boss puts forward the requirements at the beginning of this article, he can take measures such as concluding detailed contracts, shortening the checkout time and arranging special personnel to supervise the opening of the door to increase the number of customers. Once the problem is found, it is not too late to cancel the qualification of hanging accounts.

Taboo 2: Planning is only a matter for the marketing department.

Famous hotels have a very good tradition. Before the festival comes, the boss should take the lead in organizing the backbone of the whole store to hold a Zhuge Liang meeting. Please give us your ideas and find a way. This is a good practice worth popularizing. The number of people in the marketing department is limited no matter how professional they are; No matter how many ideas, they are powerless; Three heads are better than one, one is Zhuge Liang, and the participation of many people will help the event to be a complete success. They also set up part-time salesmen among the heads of various departments to fill the shortcomings of salesmen in customer information collection and relationship communication, and basically formed a three-dimensional network of external marketing, which is very practical.

Taboo 3: Selling separately.

I once heard a joke that a boss received more than a dozen New Year cards from the same hotel during the Spring Festival, including hotels, department managers, supervisors and even employees. Generally speaking, it means the same thing: I hope to continue to take care of it in the coming year. When the boss received the greeting card, his reaction was: Is this necessary? This shows that it is a waste of manpower and material resources to promote sales in a fragmented way, and it is still not recognized by guests. At present, many hotels quantify the income of various operating departments, which effectively improves their enthusiasm. Both managers and employees try their best to increase their income. The starting point is understandable, but it often breeds some negative effects. The hotel has the style and taste of a hotel and cannot be destroyed by some vulgar methods. This requires the hotel management to take effective measures to avoid this fragmented promotion phenomenon in order to maintain the integrity of the hotel's external marketing.

Taboo 4: Visit like a lantern.

When the sales manager gives quantitative indicators to the sales staff, never measure the performance of a sales staff by the number of visits. This seemingly scientific approach will have a negative impact. The relationship between salespeople and customers is just a working relationship. It is obviously unpopular for a customer to go to an appointment and be interrupted for work reasons, so there is a saying that he is obviously working in an office and lied that he is in a meeting. With more times, the sales staff realized the customers' antipathy and hoped that there would always be good news such as discounts, discounts, gifts and free tickets. , will enliven the atmosphere, increase the content of the conversation, increase their own weight, but this is very limited. In addition to making visit plans for different customers, the marketing department should first consider multi-channel and multi-means to achieve its goals.

Taboo 5: The boss seldom visits at home.

Visiting customers in time is an effective means for hotel managers to enhance understanding, strengthen friendship and consolidate customers, which has been recognized by the majority of peers, but it is far from being implemented in practice. Some either have no time and forget to go; Some don't intend to go at all, so they let their men walk around; Some even marketing directors and managers rarely work behind closed doors. There may be several reasons: it's easier said than done, but it's harder to visit customers who are lower than yourself; Trapped in the hotel chores all day, doing everything by myself, too tired to care; Weak sense of responsibility or work without purpose; Generally, managers with these reasons only care about their own feelings and facts, but ignore the ideas of customers who depend on them for survival.