There is a new sales coaching service that allows hoteliers to both increase RevPAR and net profits in as little as 23 days. It’s called Operation JumpStart and it is still remarkably affordable.
It is intense, yet extremely effective in generating new and repeat sales at higher net-profits. In fact, you should expect to see an increase in RevPAR, sales, and net profits within three weeks.
Operation JumpStart is delivered in three phases.
Your property(s) will first receive a comprehensive rate and positioning analysis. We begin with your own res system and expand to cover all 3rd party systems that sell your hotel. Specifically, we focus how your rates lineup vs. the competition and local forecasted demand.
We also appraise how your property is presented to the public and travel professionals alike. For example, does the descriptive or marketing copy make people want to book? Do your photos and videos trigger new demand? We also review how you are positioned in each of the major GDS systems. In short, does your hotel(s) stand out, or just blend in?
We’ll ensure all your room rates and packages are positioned to generate the demand and bookings you require. Most importantly, we will ensure you’re not involved in any unnecessary discounting.
Why? 70% of all U.S. lodging discounts are offered without the guest requesting one.
Mystery Shopping – Us + Them
We first mystery shop your front desk team, sales employees, and catering staff. When concluded, your ownership/senior management will receive a set of assessments on each employee. In addition, you will have access to a private website containing the full audio recordings of each of your employees.
During Phase II, each team member will receive one-on-one coaching designed to improve their individual performance in selling your hotel and servicing your guests.
Mystery Shop Your Competitors On-site
We visit five of your competitors to conduct live, on property mystery shopping. Your senior management will receive a detailed scorecard reporting on the condition of the property and performance of their employees.
We’ll also audit their rates and positioning within the major 3rd party systems, GDSs and Trip Advisor. You will receive a report on your competitors’ social media presence to include their web, landing pages and blogs. We also appraise their individual advertising on Facebook, LinkedIn, Twitter, Google Pinterest, Instagram, and YouTube.
Next, we mystery shop these same competitors via phone, email and the web. This will allow you to hear first-hand how your competitors are selling against you. More importantly, you’ll know exactly how deep they are willing to discount. At this time, you can pinpoint their weakness and vulnerabilities which will allow you to attract their clients.
At the conclusion of Phase I, ownership/management will receive a comprehensive briefing on your current rate structure, online presence and 3rd part positioning. During our briefing, we will also offer a series of observations, changes, and improvements.
For a far more thorough explanation of what takes place during Phase I, please click here to see our video overview.
Phase Two – On Property
Your dedicated coach, with 20+ years’ experience in frontline hotel sales, marketing and social media will arrive at your property(s). Depending on the size of your property and the number of employees, this visit will take place between 4 to 7 days.
Your coach will provide hands-on training in direct sales, marketing, and negotiating techniques. This service is always tailored to the property’s manpower resources.
Your coach will accompany both sales and/or management employee on outside sales calls for the purpose of “Curbstone Coaching.” Even if they rarely go out on sales calls. This allows us to immediately evaluate and strengthen their existing sales delivery. We are far more focused on building their skills, tactics, and confidence vs. simply critiquing.
This is accomplished by making in-person sales calls on both existing clients and prospects alike. We will teach your team how to pinpoint sales prospects who have the highest potential to become guests.
Your coach will teach your employees how to identify and professionally romance away your local competitors’ clients.
Your coach works directly with your property’s management and sales employees to develop a practical, sustainable direct sales plan going forward. Whether the property has a six-person sales department or a GM who only makes sales calls on the way to the bank … our techniques will significantly improve your current sales effort.
For a thorough explanation of what takes place during Phase I, please click here to see our video overview.
Phase III -The Plan
During Phase III, you will receive a written “Immediate Sales Action Plan.” It will be realistic, easy to follow, and an affordable plan. It will detail- step by step, week by week, and month by month what your employees must do to book more revenue. This plan will contain a series of goals, action steps, and sales objectives. Each goal and objective will be assigned a completion date while designating the employee or department responsible for delivery.
Over the next 90 days we will deliver five online coaching/review sessions to accomplish the following:
- Review the progress to date on the Immediate Sales Action Plan.
- Provide immediate, targeted sales coaching to ensure progress continues.
- Make on-the-spot enhancements, corrections or changes to the property’s plan to ensure maximum ROI.
Operation JumpStart is surprisingly affordable.
For more detailed information on Operation JumpStart please click here to open a video briefing.