4. Improve your RFP responses with better proposals.
To show your space, turn to event diagramming technology. Tools like these allow hotels to map out each piece of the event to scale — down to where the mics will be placed. Hotels can create templates of their event spaces and easily update them based on the specifics of the event in question. This way, sales reps can prove the venue will work, demonstrate different layouts, and communicate upsells visually.
Use past events to prove events will be successful.
A large part of the group sales process is providing peace of mind to prospects. They’re wondering how they’ll get hundreds of people from one room to the next, whether the space will be too tight, and if their vendors will be able to set up easily (to name a few).
A customized site visit helps, but that’s one of the last steps. Earlier on in the sales process, you can show prospects a similar event — which should be easy with the right technology. A cloud-based event management solution makes it easy to pull a past diagram and use it as proof of concept.
Tap into the event’s purpose and objectives.
80% of event planners today say that their jobs involve more experience creation than it did five years ago. That’s a result of attendee expectations that are shaping the meetings industry. Today, attendees want meetings to have more meaning, innovation, insight, and personalization.
With the new emphasis on purpose, properties need to show they can contribute to that goal. Every piece of the proposal should fit in with what an event is trying to achieve on a deeper level. That can’t happen unless hotels ask planners at the very beginning of the process. (Planners, take this as a promising sign!)
5. Make hotel F&B a bigger part of your group sales strategy.
Location and price are the two biggest determining factors in site selection. But the third-ranking answer might come as a surprise: In a recent IACC survey of event planners, it was hotel F&B.
That means when planners have multiple venues at the right price and location, they look to food & beverage as a differentiator.
Especially for higher-tier hotels, F&B sales are a significant revenue driver. In 2017, catering and banquet revenue made up:
- 57% of F&B revenue at luxury hotels
- 59% of F&B revenue at upper-upscale properties
- 58% of F&B revenue at upscale hotels
In the modern world of meetings, the right hotel F&B ideas can make all the difference in year-over-year growth.Hotels with Social Tables generate 1.82% more F&B profit on average.click to tweet
Grow F&B efficiency through event management technology.
Event management technologies are having a big impact on F&B. According to a recent STR study, the right platform can make a 1.82% difference in F&B profit for properties when measured on a RevPOR basis.
What’s your group sales strategy?
Hotels are committed to group business, and with that commitment comes the need to invest in tactics, tools, properties, and most importantly, partnerships. The demand is there, and by establishing trust and adding value, the revenue will follow. We hope the hotel sales strategies we’ve laid out above give hotels a helping hand in creating their most fruitful year of face-to-face events.
Still have questions about hotel sales?
What is sales in hotels?
Simply put, sales in hotels is the job that brings guests in. A large portion of their time is spent working with groups to understand needs, set rates, and sell packages.How can I increase my hotel sales?
Try these tips:
– Understand hotel industry trends
– Improving group distribution
– Refining lead management strategies
– Responding with strong event proposals
– Getting more out of group F&B
Sources: Socialtables
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