The Art Of Selling Into Hotels скачать в хорошем качестве

The Art Of Selling Into Hotels

Overall topic: The Art of Selling into Hotels Strategies for Success in a Tough Industry Question 1: Why can it be so difficult? Question 2: How is the process different today as it was 10 years ago? Question 3: What do you mean by art and science? Question 4: What are some suggestions to gain traction right now. ATTENDEES: Jess Hayes, Hayespitality Cory Falter, Lure Agency _______________________________________________________________________ [00:00:00] From hard to find key decision makers to wonky sales cycles, selling products or services to hotels, it can be a painful process. I spoke with Jess Hayes from Hayespitality on why it's so difficult and how the process is different than it is say 10 years ago and what does she mean by the art and science of it all. [00:00:22] If you're a hotel vendor or supplier, you're going to want to check this one out. [00:00:56] Cory: And I've got Jess Hayes. She's from [00:01:00] Hayespitality. And she is a hotel tech advisor. So welcome to the show. Thank [00:01:05] Jess: you. Thank you for having [00:01:06] Cory: me, Cory. Yeah. I'm gonna dive right in here. And we've talked about little bit before some people don't realize how difficult it is to sell to hotels. Can you explain a little bit more why it's so difficult? [00:01:18] Jess: Oh boy. Right now the biggest challenge is labor shortage. So before now it was always hard to find the stakeholder to, find the person who cared the most about the solution that you were selling. So [00:01:30] even before the pandemic, it was like, do you call the GM? Do you call the director of sales? [00:01:33] Jess: Do you call revenue front office, the, owners, the management companies, the brands, and sometimes, you have 15 people on one single call that many people care about your solution, but sometimes it really is just one person. Finding that person, finding the thing that keeps them up at night, solving for it, and being able to say, this hotel has solved for that same exact thing, and rinse and repeat and telling that story. [00:01:57] Jess: That's a process that takes a lot of time, [00:02:00] and it always took a lot of time. I've always had to really coach tech companies on managing the realities of the sales cycle for hotels. But now, with the labor shortage, you have two things going on. You have, you're, the bandwidth, everybody's bandwidth is less. [00:02:15] Jess: You have the general manager, maybe he's the decision maker, but he's up there making the beds, right? So you can't really get to him. And then, There's a lack of trust right now, because, there's been a lot of chaos over the last few years. The great part about that is that there's a [00:02:30] lot of innovation. [00:02:31] Jess: But that means, okay, are you a trusted vendor? I don't really have time for you unless you're a trusted vendor. I think there's a lot going on, right? It's not just 1 thing, but that's what makes it fun is, if you know that you're solving a problem and addressing challenges. Then you just have to be a bulldog about finding the person who cares. [00:02:50] Jess: about your solution. [00:02:51] Cory: Really good point. I would also wager to say somebody that's an outsider working in it. I was always mesmerized the [00:03:00] relationship between ownership management company and then you get people at the property. Sometimes people property are making those decisions anyways, right? It's actually the management company at times. ___________________________________________ We are Lure Agency and we ❤️ R&R (relationships and revenue). As a Hospitality B2B marketing agency, we seamlessly blend data-driven decisions with creative flair through our unique "Science and Soul" approach. Our passion is helping independent resorts, tech companies and anyone serving the hospitality industry succeed using the right mixture of human connection and tailored strategies. With us, it's never just business; it's a journey of collaboration, and we're here, ready to concoct your success story next. Learn more at www.lureagency.com. CHECK OUT THESE GREAT RESOURCES 💸 Are you leaving money on the table? Take our quick Marketing Assessment - https://lureagency.com/marketing-asse... 📈 Are you a vendor looking to level up? Take our No B.S. Content Strategy MiniCourse https://content-mini-course-for-hotel... 💌 Would you like to pick our brains for free? Get revenue-generating tips served up to your inbox once a month. https://lureagency.com/subscribe/ #hotelmarketing #hotelsales #hospitalitysocialselling #integratedmarketing #hospitalityb2b #b2bmarketing #sharpspring #sharpspringagency #sharpspringplatinumagency