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Don’t You Dare Blame the Economy!
Five Strategies to Maximize Your Property’s Revenue

When we find ourselves in hard economic times, many hotels go into panic mode, which often exacerbates the problem. To be successful in today’s economy, true winners focus on the basics. They understand who their ideal guest is and then focus their selling efforts like a laser beam on that market. Rather than scrambling for anything that looks like a room night, they stay calm and collected and work steadily to serve their “sweet spot” market better than anyone else.

Success often comes from being a contrarian. While most of your competition is hunkering down to weather the storm, this is the time to charge forward; gaining new customers and increasing market share. You will also be poised to maximize on your efforts when the economy turns around (and it WILL turn around).

This program presents Five Strategies of F.O.C.U.S. that will guarantee you to maximize a property’s potential, even in hard economic times.

Focus on your Best Customers – Pareto Principle

Know the demographics of your best customers and market with a laser sharp focus to others who look just like them. We all have customers who just seem to fit. They are usually the most profitable and least problematic. These are the people we want to focus on with our increased marketing effort. This is not to say we won’t take others who come our way, but simply that our marketing effort and dollars go to attract these “sweet spot” customers.

Opportunity shows up in unlikely places in tough times

Many industries, such as health care, are very resistant to recession. Identify the businesses in your market that are still prospering and launch a consistent, methodical marketing campaign to gain their business. (Many of these businesses have been taken for granted by current providers and this is a great opportunity to show them you care).

Concentrate your efforts

Streamline your sales and marketing process (work smarter – not harder). Get out of commitments and associations that are not providing you a quantifiable ROI and pick one or two networking opportunities that are full of prospects. For example, rather than being on the membership committee of a local chamber of commerce, your time might be better used by actively participating in a local health care association that is the gathering spot for decision-makers in the industry. Maximizing your presence on the internet is also a must.

Understand the Rules of the Gatekeeper

Understand that the game has changed and that many decision makers have become gate-keepers. People that were once empowered to make buying decisions have had to relinquish that responsibility to the boss. We will discuss ways to keep your foot in the door with the new decision maker.

Success breeds Success – ask for referrals from every single sale

Ask for referrals every month and develop an external networking list for every one of your customers. This list is an effective tool to move throughout other departments in the organization as well as to other business relationships. You not only want to saturate ABC Corporation, but you want to reach their subsidiaries, clients, vendors, trade associations, etc. All too often we focus just on the customer in front of us without realizing that they are all connected to other possible customers as well.

Don’t blame the economy for your lack of success. Learn how to effectively put these principles to work for you today and begin seeing results immediately. There are always winners and losers, and all an economic recession does is magnify the differences. You can choose to come through this economy stronger and more successful or you can come out of it battered and bruised. The choice is yours.

Taming the Tension

One of the primary reasons we have conflict is because of our natural instinct to see just one side of an issue: our own.  This simple but powerful program helps individuals and groups develop the understanding and empathy to work through tough interpersonal conflicts.  This course is designed to spark a lasting change that speaks to not only the individual, but also to the group.  It builds fundamental skills that are crucial for effective teamwork and communication. 

OBJECTIVES:

This program is designed to help participants:

•     Understand the four DiSC styles and appreciate the diverse values among co-workers.
•     Appreciate each others unique strengths and accept each others’ limitations.
•     Build empathy and compassion for the needs and struggles of their co-workers.
•     Understand how others see them and get feedback on their behavior.
•     Recognize their unique way of handling conflict and understand the impact of their behavior.
•     Use their new learning to develop strategies for working through conflict.

  
  


 

What an energizing Sales and Marketing Seminar you presented for our Regional Meeting.  You truly captured the necessity and purpose behind understanding the buying needs of today’s prospects.  As always, your presentation was dynamic, informative, and entertaining.  We look forward to scheduling more speaking engagements with you in the future.
Thank you for igniting the fire in us all.

- Robert J. Thompson, CHA, TMP
Days Inns Worldwide, Inc.
Director of Regional Marketing

Thanks to you for being there, being organized, and being informative and well-prepared for keeping all of us on our toes. I enjoyed your presentation and am looking forward to implementing everything!

- Jo Ann Baker, Embassy Suites Hotel

THANK YOU so much for your presentation on Understanding the Buying Needs of Prospects at this month’s Nashville Association of Sales Professionals meeting.

The straightforward approach you used really seemed to connect with our membership.  The real world examples and stories were great. Your presentation was engaging, interactive, funny, and the handout was a great take-home.  Our mission at NASP is to raise the level of professionalism and promote integrity for all within our chosen profession.  Your advice will definitely help many achieve a higher level of both.

- Scott Metko
VP of Programs-NASP

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Being Responsive to Customer Differences


Workshop Overview
It’s easy to forget just how much diversity there is among our customers. We get wrapped up in our own way of seeing things and rely too much on a single well-worn sales approach. This course reminds salespeople and managers how different customers truly are. It explains the DiSC ® model of human nature and helps people appreciate the distinct differences of each style. Participants learn to read the buying needs of different people and adjust the sales process accordingly. They gain insight into why certain customers are difficult for them, and they practice better ways to respond in those situations.

Objectives:
This program is designed to help participants:
   • Learn the DiSC model of human nature and its implications for their sales success.
   • Appreciate the need to tailor their sales style to the preferences of their customers.
   • Learn which strategies are most effective with different types if customers.
   • Understand how to adapt their sales strategies instinctively.
   • Develop more effective relationships with their customers.

Maximizing Your Strengths as a Manager

Workshop Overview
Managers have an influence over other people. Their strengths can be a terrific benefit for the people who work for them. And of course, their limitations can trickle down to create frustration, confusion, ore even paralysis for those they manage. Because they have this effect on others, managers have a responsibility to know themselves. Through DiSC ® Behavioral Assessments, this workshop gives managers a safe, fun way to understand and organize the strengths and challenges that they bring to the table. They gain a greater appreciation for the impact that their behavior has on others, and they discover how their personal style is read and filtered by different co-workers. As a result, participants learn to maximize their strengths, making both themselves and the people they manage more effective in the process.

Objectives
This program is designed to help participants:
   • Understand the strengths and challenges of their personal style
   • Recognize their conflict behavior and its effect on others
   • Appreciate all the different ways in which their behavior can be interpreted
   • Bet feedback on their personal interaction style
 

Adventures in Attitudes
Adventures in Attitudes is a life-changing workshop that has been experienced by millions of people the throughout the world. Your life is an extension of your thoughts; you can never escape from yourself. That is the focus of the program -- you and your inner resources. Regardless of your age, occupation, or position in life, this program is for you.

Adventures in Attitudes will help you discover that you exist in a world of your own making, and that what you get out of the world is entirely up to you.  Business owners have found that sending their employees through the AIA workshop changes the workplace environment and enhances the bottom line through increased customer satisfaction, enhanced employee morale, a revived "team spirit" and reduced employee turnover. 

Let Adventures In Attitudes revive your workplace and your life! 

"Adventures in Attitudes" is a registered trademark of Inscape Publishing.

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