hotel marketing & sales

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Hotel Marketing & Sales Tips, Tactics & Techniques to make your business stand out above the competition.


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Hotel Marketing & SalesTactics, Tips & Techniques

Guerilla MarketingMarketing Partnerships Sales TacticsCommunity Involvement Hotel Competition


Hotel Marketing & Sales

To be a successful hotel in your market you must know 4 thingsHotel SurroundingsKey Competitors: Hotels within a 3-5 mile radius Key Selling Points: Mall, Restaurants, Sporting EventsHotel Needs What areas does your hotel need to work on? GOALS?ADR, RevPar, Occupancy, Overall RevenueCorporate Clients, Group & Tour, Week or Weekend Leisure Hotel Strengths What does your hotel offer that competition does NOT?How can you stand out from your competition?Hotel Weaknesses (Areas to Work On) You MUST understand what your hotel does not offer before you can sell & market your product successfully Put yourself in the consumers position & point of viewS.W.O.T Analysis (Strengths, Weaknesses, Opportunities & Threats)



1. What is Guerilla Marketing?

The termguerrilla marketing wasinspired by guerrilla warfare which is a form of irregular warfare and relates to the small tactic strategies used by armed civilians.Many of these tactics includes ambushes, sabotage, raids and elements of surprise.Much like guerrilla warfare,guerrilla marketinguses the same sort of tactics in the marketing industry. Guerrilla marketingoriginally was a concept aimed towards small businesses with a small budget, but this didnt stop big businesses from adopting the same ideology.


Guerilla Marketing Larger, More Expensive Examples


What is Guerilla Marketing?

Guerrilla marketing is an unconventional, low-cost advertisingstrategy (graffiti, sticker bombing) that are utilized, often in a localized fashion or large network of individual cells, to convey or promote a product or an idea. The term guerrilla marketing is easily traced toguerrilla warfarewhich utilizes atypical tactics to achieve a goal in a competitive and unforgiving environment.The concept ofguerrilla marketingwas invented as an unconventional system ofpromotionsthat relies on time, energy and imagination rather than a bigmarketingbudget. Typically, guerrilla marketing campaigns are unexpected and unconventional, potentiallyinteractive, and consumersare targeted in unexpected places.The objective of guerrilla marketing is to create a unique, engaging and thought-provoking concept to generatebuzz. Guerrilla marketing involves unusual approaches such as intercept encounters in public places, street giveaways of products,PRstunts, or any unconventional marketing intended to get maximum results from minimal resources. Guerrilla marketing focuses on low cost creative strategies of marketing. Basic requirements are time, energy, and imagination and not money. Sales do not compose of the primary static to measure business but is replaced by profit. Emphasis is on retaining existing customers then acquiring new ones.


Guerilla Marketing Examples


What is Guerilla Marketing?

This alternative advertising style relies heavily on unconventional marketing strategy, high energy and imagination. Guerrilla Marketingis about taking the consumer by surprise, make an indelible impression and create copious amounts of social buzz.Guerrilla marketingis said to make a far more valuable impression with consumers in comparison to more traditional forms of advertising and marketing. This is due to the fact that mostguerrilla marketingcampaigns aim to strike the consumer at a more personal and memorable level.


Guerilla Marketing Examples


What is Guerilla Marketing?

Guerrilla marketingis often ideal for small businesses that need to reach a large audience without breaking the bank. Must have a solid game plan in place before launching any campaigns.Can be expensive (on any level).Be smart with your money & EXECUTE!Stick to a campaign & give it time to work Individuals have also adopted this marketing style as a way to find a job.


Inexpensive Options Personal Billboards

Inexpensive Option: $15/Shirt on


Inexpensive Options

1 Gorilla Costume from Walgreens: $401 T-shirt from VistaPrint: $15Attention Received: PRICELESS!!


Inexpensive Options: Personalized Business Cards

Employee Referral Card Unique Business Card

Good Incentive for FD Attendants Close more sales leadsClose more call-ins & inquiries.

Give Each Employee 10-15 Cards

(Employee Name & Date)


Inexpensive Options: Handouts & Flyers Special Discounted RatesSpecific Times of the year ONLY: Winter Weather Special* Local Businesses near hotel (employees that travel)* Mall: Introduce yourself to the store manager to hand them out* Local Medical Facility (not too large) with Traveling Doctors/Nurses

Front: First thing they see! (Attention Grabber)

Inside: Unfold back with brief description of special youre offering!Map & Directions to your property with contact number important!



Public Places, Lots of Traffic & ViewsRandom Placement: Golf Carts, Back of Seats, Doorknobs, Apparel WARNING: Nothing Explicit, Damaging or OffensiveSimple, Non-Destructive & Removable (if necessary)

I received more comments from random people about this sticker on the McDonalds Drive-Through Pole in 2 Weeks than I ever could have imagined.


Marketing Placement


Marketing Placement & Apparel

Be your own billboard


Mobile AdvertisingVehicle Magnets: $12-$15 on


Hotel Examples: Attention-Grabbers


Hotel Virtual Tour

Inexpensive option to promote your business on multiple social media sites. Steps to creating your own Virtual TourTake 1-2 Hours to record all aspects of your hotel to show everyone. Exterior: Commons Area, Main Entrance, Parking Lot Interior: Main Lobby, Front Desk, Business & Fitness Center & Other Amenities Room Types: Make sure to include each room type & all in-room amenities


Key Principles of Guerrilla Marketing

Guerrilla Marketing is specifically geared for thesmall businesses.Instead of money, the primary investments of marketing should be time, energy, and imagination.Find your vistaprint or face in hole to get creative & set yourself apart from the rest!The marketer should also concentrate on how many new relationships are made each month.Great way to gage your campaign & reach. Who is seeing it & is it working in the way you intended it to? Instead of concentrating on getting new customers, aim for morereferrals, moretransactionswith existing customers, and larger transactions.Guerrilla marketers should use a combination of marketing methods for a campaign.Examples: Flyers, Handouts, Coupons/Specials, Sticker Placement, Personal & Mobile BillboardsUse current technology as a tool to build your business.Internet & Social Media Sites that generate attention & trafficStay away from stale advertisement (print advertising, newspapers)If you want to grab someones attention you have to know who & when its at work! Messages are aimed at individuals or small groups, the smaller the better.This is why a Marketing Game Plan is VITAL to success & seeing RESULTS!If you put all of your eggs in 1 basket & throw out a Hail Mary its probably not going to land & if it does, you wont be able to track it correctly.Commit to your campaignDont try to change your ideas & plans every other week if youre not seeing instant results. You must give it time to develop & spread


2. Sales Tactics

Area ProspectingParking Lot SweepsAware of whats going on in your area! IMPORTANT! Fishbowl DrawingsGenerate New Corporate Leads & Contacts Guest Appreciation BBQChance to reach out & meet guests Good PR for guests arriving Post Pictures on Social Media Sites On-line Seasonal Specials & Packages Utilize PartnershipsUltimate Hawkeye PackageSuper Summer Savings Special Fun without the Sun


Sales Tactics: Handouts & Flyers


Sales Tactics: Handouts & Flyers


Sales Tactics: Seasonal Specials

Bad Weather Special (previous example)Hand out coupons or flyers to surrounding businesses offering special weather rate. Employees that travel may need a place to stayManagers, Doctors, Nurses travel 30+ miles

Weekend Warrior What are the slower days of the week for your hotel? Our hotel loses Occupancy during certain times of the year during the weekend.


3. Marketing Partnerships


Marketing Partnerships*Others start to promote for YOU!


Marketing Partnerships


Marketing PartnershipsHawkeye Sports Properties


Marketing PartnershipsHawkeye Sports Properties


Marketing Partnership ExamplesHawkeye Sports Properties


Marketing Partnership Examples


Marketing Partnership Examples


Marketing Partnership Examples

Hawkeye Game Sponsorship Live Radio Interview


Marketing Partnerships=Great Relationships


4. Community Involvement

Jack of all Trades Versatile OrganizedInvolved Supporting Local Groups/EventsVolunteering


Community Involvement

CVB Volunteer


Community Involvement


Ribbon Cutting EventsGround Breaking CeremoniesWeekly &a