How to Do Five Taboos in Hotel Marketing

Taboo 1: Subjectively judge the credibility of the consumer unit

At a regular meeting of department managers, the sales manager reported that a foreign enterprise came to the store to spend money in the hope of paying off the account. 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 1 million; So the boss warned that such a small-scale private enterprise was inconvenient to pay the bill. In this sentence, the door of convenience that the enterprise hoped for was blocked, and at the same time, the hotel unconsciously lost one of its most loyal customers.

At present, among all the hotel consumption groups, especially some mainland hotels, the consumption on credit accounts accounts for a considerable proportion. When the hotel measures the consumer credentials of the unit with bad debts, it will naturally determine whether it can be debited according to the strength and credibility of the unit, so as to avoid the phenomenon of bad debts, bad debts and dormant account. Over time, the old customers and well-known enterprises in this region 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 "public" books and "private" books, emphasizing "big" but neglecting "small".

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

Taboo 2: Planning is only the business of the marketing department.

A well-known hotel has a 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, so please come up with ideas and find ways. This is a good practice worth promoting. No matter how professional the people in the marketing department are, the number is limited; No matter how many ideas there are, they are weak; Three cobblers make a wise man, and the participation of many people will help the event to be a complete success. They also set up part-time salesmen in the heads of various departments to fill the shortage of salespeople in customer information collection and relationship communication, and basically formed a three-dimensional network of external marketing, which is very practical.

Taboo 3: Promoting sales separately

I once heard a joke that a boss received more than ten New Year cards from the same hotel during the Spring Festival, including the hotel, managers of various departments, 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 approved by the guests. At present, many hotels quantify the income of various operating departments, which has effectively improved their enthusiasm. Managers and employees have tried 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 it can't 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 making quantitative indicators for salespeople, sales managers must not measure the performance of a salesperson by the number of visits. This seemingly scientific practice will have a negative impact. The relationship between salespeople and customers is only a working relationship. It is obviously unpopular for customers to go to an appointment and interrupt because of work, so there is a saying that they are obviously working in the office and lied about being in a meeting. With more times, salespeople are aware of customers' antipathy, and hope that there will always be good news such as discounts, discounts, gifts, free of charge, etc., which will enliven the atmosphere, increase the conversation content and 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: CEOs rarely visit customers

It is an effective means for hotel CEOs to visit customers in time 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 didn't intend to go at all, so they let their men walk around; Some even marketing directors and managers rarely go down and build cars behind closed doors. There may be several reasons for this: it is easy to say that it is difficult to visit customers who are lower than themselves; Trapped in the chores of the hotel all day long, I do everything myself, and I am too tired to take care of it; A weak sense of responsibility or work to no 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.