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By admin

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

So far, I have posted a lot of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still get a “MAYBE” as an answer.

Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advises that one needs to adjust their conversation to guide the prospect to come to a decision. This can be tricky as salespeople can become very pushy. So the big question is: how do we guide the conversation while still making the prospect feel like they’re in control?

There is a very simple solution for this: set up an agenda before the meeting. It will align you and your prospect on a plan for the meeting and make sure you’re both on the same page and moving forward together toward one of three outcomes:

  1. Yes
  2. No
  3. Figuring out the next steps – Future meeting date & agenda

By following the above process, you are avoiding a limbo stage. The main advantage of this process is that you are saving valuable time on the lead follow-ups. This can feel awkward at first but if you practice it in your next meeting and make it your own, you will start seeing positive results that you’ll want to use again and again. If you have any specific questions or suggestions about the implementation of this process, we are here to help!

By admin

Loyalty Programs in the Hospitality industry as a Sales Tool

“A loyalty program allows firms to create a relationship with their customers. Through this relationship, hospitality firms can offer products and services beyond the basics to add value to the customers by continually understanding their needs and anticipating their future desires” (Connell, 1992).

Today’s more aggressive market is focusing their objectives no longer merely on gaining new customers. Instead, in many industries, the importance of marketing objective has shifted from customer acquisition to customer loyalty (Shoemaker and Lewis, 1998).

“Customers don’t want to be treated equally. They want to be treated individually”.

Loyalty marketing is often expressed in a manner of ways, such as:

  1. relationship marketing
  2. one to one marketing
  3. customer centric marketing
  4. and frequency marketing.

However the appropriate term should be “loyalty marketing” as loyalty is the business objective.
Loyalty marketing is an approach based on strategic marketing.
The fundamental aim is to define profitable behaviour and consequently manage this relationship by designing a range of Initiatives to maintain and influence profitable behaviour.
Repeat purchase is rewarded and a channel of communication with customers is facilitated to encourage further repeat purchase.

Loyalty programs and the ROI syndrome?

The costs associated with taking care of loyal customers decline over time, while at the same time, sales from loyal buyers increase as a consequence of their loyal behavior.
Loyalty programs should be an integrated system of marketing procedures that has as main objective to turn customers more loyal thus push them to spend more money and increase sales.
For some customers, flexibility and facilities are the most important.
For others, availability and fidelity programs could turn into repeat visits.

Warning: Many companies treat loyalty programs as short-term promotional tools for their customers. As a result, customers become loyal to the programs rather than to the company.

The period between when an investment is made and the time to payback has become a liability that puts an otherwise strong loyalty business case in jeopardy. The key is to shorten the break-even time horizon and get that program into the black more quickly. Here are 2ways to minimize the time to payback and maximize a loyalty program’s business case:

  1. Share the cost.

Many of the efforts made for a loyalty program launch have ancillary benefits. Quantifying those benefits and lobbying to share the investment in those efforts with other groups that complement your business can spread costs and leverage economies of scale.

2. Find early payoffs.

Loyalty programs can benefit from establishing a few early “quick wins” — proving value and getting results at the beginning of a program’s life.

3. Use new technologies to enroll and engage.

Such industry sectors as quick-service and casual restaurants are aggressively launching loyalty initiatives. It is being driven in part by their ability to rely on new technologies to shrink the time to payback.
Starbucks, for instance, has created a program that takes much of the upfront cost of loyalty program enrollment away by leveraging their existing pre-loaded card platform for enrollment. Starbucks customers enroll in My Starbucks Rewards by registering their loadable card online. Once a customer reaches Gold status, Starbucks can justify the expense of issuing a new member card. Using the approach to shorten the time to payback can make that initial foray into loyalty much more pleasant for an organization.

Loyalty looks like a smarter investment when the break-even time horizon is in plain sight.

6 key loyalty program features

that will help attract new customers to your hotel and restaurant and keep current customers coming back for more:

1. Rewards
2. Reinforce loyalty through data mining
3. Utilize data as marketing tools to generate sales
4. Build Relationships
5. Produce Brand ambassadors
6. Target your deals

Attracting new customers and retaining current customers is essential to the survival and success of your hospitality business. It is not an option any more it is a must.

Creating relationships with your customers keeps them loyal to your brand and can make them advocates for your business. Loyalty programs are a great way attracts customers, keeps customers and converts them into advocates for your business.

By admin

5 sales strategies to prevent organisations from collapsing

Sales force must use five sales strategies to face a tougher competition,better educated clients and fierce economic recession.

Organizations face stagnant or decreasing sales try sometimes to search for other markets and products to face the challenges while  new sales strategies approach are available to answer though market situation  Sales force must change change their way of approaching clients to prevent from collapsing in the coming 5 years.

A study , by Mc. Kinsey quarterly , show that Organizations identified three primary sales trends:

  1. Customers have become more demanding
  2. Companies are exploring lower-cost ways to make clients happier and to generate sales growth.
  3. Organizations large and small are following the lead of business-to-consumer such as by making smarter use of customer data to predict behaviour drive sales


Organizations are requested to adapt and face the market changes and modify their sales approach to prevent from collapsing in the coming 5 years.

For this matter we detect 5 sales strategies to help the sales force increasing their sales.

Strategy 1- New Prospecting

Finding leads is harder, it takes nowadays more than 15 times to reach a CEO. Cost per lead are higher and time consuming struggling. That is why in the last decade organizations change their way of searching for leads and approaching them. Leading organisations takes actions through the following list of prospecting sales strategies:

      • Attract on-line traffic to their web through blogging, seo, social networking
      • Insert call to actions to their articles and websites
      • Use networking techniques on LinkedIn, Facebook Google, etc.. to get in touch with maximum prospects
      • Write article on their Blog and communicate daily with social media through platforms like hootesuite
      • Educate leads and customers
      • Bring the best of the industry trends and news to position themselves as leader in their field and beat their competition.
      • All the above mentioned actions if used all together will boost a high volume of interested hot leads to the sales force.

Strategy 2- Approaching leads never been that easy!

Usually, whenever the sales force receive a request, they get in touch with fresh hot leads using classical mediums such as  phone and emails. While nowadays it is much more easy and powerful to keep in touch with prospects all the day long through social network, Skype or Google  and be able to reach them at any time. One the sales strategies approach is the mix between all the following mediums to bond with your audience:

  • by phone,
  • mail,
  • skype
  • Social network LinkedIn, Facebook…
  • and direct smooth interaction becomes king!

Strategy 3-  Have a sales conversation strategy and follow-up

The management of the incoming leads is crucial. If you received a request from a lead it means that your solutions, products or services are needed. When you reach this point, the questions that you should be asking yourself are:

  • How to convert leads to clients?
  • What are the questions you should be asking to identify quickly in the process their compelling reasons to buy?
  • How much they are willing to pay?
  • Who is the decision maker ?
  • When they want to buy?And why?

What if the sales force approach prospects with a great sales conversation but they are not ready to buy now?

Strategy 4- Nurturing leads strategy for 30% increase in future sales

Nurturing leads that are not ready to buy becomes a crucial step in the new selling 2.0. keeping the conversation going with prospects is essential to be present when they are ready to buy.

Today there is on the market many platforms that help you design and nurture your leads and prospects without a hassle. Once you design your a email strategy the system will automatically send these pre-set messages to the list, filter they answers and nurture them. Organisation should notice an increase of leads conversion to clients up to 30%.

Strategy 5- Evaluate your sales force potential. be sure the sales force is ready for it!

With a nurturing system in place, prospects will come back with a follow up request when they are ready to buy. Then the sales force should you use all the techniques that are essential to close directly the prospect and cash in. But are they ready to to face tough questions and close deals?

sales force evaluation answer a of questions among them:

  • How to increase the sales force closing rate up to 50% ?
  • what sales skills to they need to boost their sales?
  • how can they grow their sales by 20% in the coming 12 months?