How to Generate the Qualified Hotel Leads That Convert

How to Generate the Qualified Hotel Leads That Convert

July 21, 2018

There’s nothing better than generating sales leads from satisfied customers.

If every employee is marketing, your customers will market too.

In this digital era, it is important for hotels to learn to leverage every available resource to compete in the market. With the old way of doing things now obsolete, many old-fashioned sales executives are scrambling to catch up with the new ways and methods of the world of sales. While there are is still some "old school" tactics that are still relevant, there are other new ways that are valuable to incorporate.

Here are some still relevant and new ways on How to Generate the Qualified Hotel Leads That Convert:

1. Customer Referrals

Customer referrals are very important to any organization.

There is nothing better than generating sales leads from a satisfied customer. They know what they enjoyed the most, and are happy to share it with anyone who asks. If your hotel made a great impression they will probably recommend a lead that is well- qualified.

Sending a thank you note or an email with a free meal or discount voucher to the guests or clients who bring you other prospective clients can greatly increase your referrals and word-of-mouth marketing.

Positive and negative news travels fast. What you do to reward or remedy, makes the difference.

2. Boost Hotel Sales by Joining an Industry Association

Joining relevant industry associations give you access to industry trends and give you an opportunity to meet the decision makers. Taking the initiative and networking with decision makers can reward you with a large list of prospective clients.

Two great associations to join are the  Hotel Sales & Marketing Association International (HSMAI) and Meeting Planners International (MPI) they provide information on the industry and insights for sales and marketing tactics as well as a place to develop relationships with both peers and clients.

3. Trade Shows, Conferences and Events

Trade shows and events that target your market and are proven to result in quality leads can be worth investing your time. Speaking at these sorts of events give you an instant name and face recognition. This will give exposure and value to the brand you represent, as well.

An approach at such events can help you gather many corporate and professional leads that have a great prospect of conversion.

4. Local Networking

Local Networking always pays off, whether you are a small cafe on the corner or a big hotel in a busy downtown district. Locals that know you will support your business and send qualified leads to you. Staying involved with the local community is the most organic and cost-efficient way to generate business. Locals are the best when recommending where to dine, shop or stay because they live in the area, and are considered a valuable authority when it comes to recommendations.

This gives you the opportunity of competing in many potential market sections, including weddings, social gatherings and local business meetings which are great ways of promoting your hotel.

Having the right content is key to digital success.

5. Providing Useful Content

“60% of consumers looking for accommodations start their research on search engines before heading to a specific website”

With society embracing digitization, it’s important to have a competitive edge in online search rankings. Presenting useful and engaging content attracts viewers and makes them stay longer on your website. This in return increases the chances of conversion.

Hotel blogs such as ‘top things to do in your area” or “top ten events this season to book around” create interest from readers. Creating infographics, videos and posting useful tips for travelers are also some examples that can help drive more traffic to your site. Make sure to strategically place content-rich posts that are prominent and clear enough to encourage bookings and conversions. 

Reports from a 2017 Travel Website Behavioral Study by Fuel and Flipto,  shows that your hotel website is THE MOST influential factor when researching and booking a hotel. In fact, it’s more influential than Word of Mouth (#2), OTAs (#3) Search Engines (#4) and Review Sites (#5).

Provide useful and interesting content to attract viewers and make them stay on your website.

80% of the U.S. population uses some sort of social media. Over 3 billion people worldwide use social media each month

6. Social Media Engagement

Social Media platforms are great ways to get exposure’. Don’t work on making sells or closing clients via social media; instead, focus on steady engagements and posting content that is most likely shareable and relevant to your potential customers. Facebook retargeting ads and twitter placement ads also help in reaching your target markets.

A well-executed lead-generation strategy combined with an up-front plan of action is all you need to boost hotel sales. These 6 methods provided are some of the best ways to reach out to your future clients and make them your reoccurring customers.

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About Executive Marketing & Consulting

Executive Marketing & Consulting uses actual hospitality experience in marketing and consulting to increase revenue for hotels and destinations worldwide. Our company is comprised of top-tier Marketing Executives, Business Management Consultants, Marketing Consultants, Certified hotel General Managers and Product Specialists. Please visit https://www.ExecutiveMarketing.org for more information.