Sales are the lifeblood of any successful hotel. While many properties rely on dedicated sales teams, there’s one secret weapon—often overlooked—right under your nose: the front desk. Here’s how Sparrow Hospitality Services leverages every interaction to significantly increase hotel sales revenue.
The Potential of Front Desk Sales to Increase Hotel Revenue
It’s a common misconception among front desk agents that sales aren’t part of their job. Yet, the front desk is your hotel’s frontline in sales and customer engagement. By borrowing a page from Amazon’s playbook, we understand that real growth doesn’t come from one-off discounts but from maximizing sales through strategic engagement and data utilization.
For instance, Amazon’s trillion-dollar success isn’t just from selling items at low prices; it comes from their ability to capitalize on every customer interaction to gather data, retarget, and increase sales.
Your front desk can do the same.
One Simple (But Effective) Sales Question
Training your front desk team to see themselves as part of the salesforce is key. A simple interaction, such as asking each guest one simple question can open numerous revenue-generating opportunities:
What brings you to the area?
This question not only helps tailor each guest experience but also uncovers potential leads.
My Experience & Strategy
When I worked as a front desk agent, I made it a practice to ask every guest about their visit. This approach served two purposes:
- Understanding the Guest Better: Knowing the purpose of their visit helped personalize our services.
- Identifying Business Opportunities: Responses related to work often led to discussions about their company, revealing opportunities for corporate rates or partnerships.
Handling Reluctant Guests
Encountering guests reluctant to share information is normal. If a guest hesitated when asked about their work, I would explain, ‘We offer several negotiated rates with companies, and I’d like to ensure you get the best possible rate.’ This often helped in breaking the ice and encouraged them to share the needed details.
The 24/7 Sales Opportunity
Just as Amazon leverages consumer data to boost sales continuously, your hotel’s front desk can do the same. With proper training, each agent can contribute to around-the-clock sales efforts, transforming how you increase hotel sales revenue.
Final Thoughts
Imagine the impact of having a continuous hotel sales force, similar to Amazon’s method, compared to relying solely on a daytime salesperson. The potential for revenue growth is immense. At Sparrow Hospitality Services, we specialize in turning your front desk into a powerhouse of sales and customer satisfaction.
Ready to transform your front desk into a revenue-generating powerhouse?
Contact Sparrow Hospitality Services today to learn how we can boost your hotel's sales revenue efficiently and effectively.
Mike Baker
President
Sparrow Hospitality Services, LLC
