How to sell the membership card at the hotel front desk?

The front desk is the most important marketing position of the hotel. Receptionist is the most important marketing force of the hotel.

Customers who have walked into the store have expressed their consumption intention and potential most clearly. What we have to do is to carefully develop his consumption potential.

It is more difficult for online reservation centers to develop customers at airports and railway stations than at the front desk of hotels. The difficulty is that the demand for staying in a hotel is not clear. They can do it well, how can the hotel front desk be bad?

Then there is the environment and methods.

Hotels should try their best to promote their membership plans. Online booking centers do marketing at airports and railway stations, which are other people's sites; The hotel does marketing in its own front desk, which is its own website.

The whole price tag, advertising pictures and specially planned preferential activities should create an atmosphere of member consumption, induce WalkIn customers to buy membership cards and enhance their loyalty. Instead of just relying on the front desk to persuade.

The creation of the environment makes the card selling behavior of the front desk service personnel more a service behavior that customers need, and to a lesser extent makes customers feel that it is a sales promotion behavior.

For example, the front desk price card clearly indicates the front desk price of 400 yuan, the membership price of 390 yuan, and the membership points are 195 points, which will be used as currency. With a stored value of 2,000 yuan, you can get an extra 200 points or get our consumption quota in 300 yuan. Membership card price 20 yuan.

This is not a bid for the sake of a bid. This is to induce customers to initiate discussions on the hotel membership program.

Customers are driven by interests. Does he have a great motive to ask? "Can 390 yuan get the price?"

At this time, it smoothly turned into the discussion of hotel membership plan and entered the category of methods.

The front desk can answer "Yes. The price of the membership card is 20 yuan. Our membership card can enjoy preferential membership prices and points in alliance hotels all over the country, and it is very cost-effective to have a membership card. "

This involves the discussion of integral. Customers may ask, "What's the use of points?"

The front desk can answer "You can stay free after 390. Points are used as money. Points can be accumulated and used in alliance hotels across the country, which is very convenient for members. "

Customers will also find the difference between our store's points reward and consumption quota reward. He will probably ask, "What's the difference between 200 points and 300 points?"

The front desk can answer "there is a difference. Points can be accumulated and used in alliance hotels across the country. Our consumption quota can only be used here, and the discount is the biggest. "

During the discussion, the hotel front desk should constantly make "XXX deliberate information narrative". The words in red above are "XXX's deliberate information narrative".