Home > Sales Techniques > Who is backing your pitch?
  1. July 3, 2012 at 4:52 pm

    Will a reference list of projects or clients help? Will that create an impact?

    • JayadevM
      July 3, 2012 at 5:47 pm

      Hi Anand

      Good to see a message from you.

      Of course, a list of reputed businesses where you have executed work previously definitely does help. It’s best that you mention what work was done instead of just providing a list of names.

      If you can add names of people in those accounts that the prospects can speak with and / or testimonials from them you have a clincher.

      Inform the client in advance to expect a call from the prospect – it should not be a surprise. Manage the event.

      Thank you for reading.

  2. Jamy
    July 3, 2012 at 5:25 pm

    Another one that is very close to my heart and something that keeps me going as a professional; nothing to beat great word-of-mouth and more rewarding for the company’s image than healthy testimonials on relevant websites being visited by millions before they make decisions to travel, vacation etc.

    What I have learnt with experience is that you have to be a very efficient opportunist and try and convert every half-opportunity to a positive review on Trip Advisor, JD Power survey, Expedia to name a few or in other cases an official glitzy letter to the Corporate Headquarters packing quite a punch and pulling the resort am working ahead of the other sister properties and enhancing the company as a whole with it.

    Everyone talks about keeping the repeat customers happy all the time and getting them to give good reviews/ positive feedback etc by appeasing them with those little extras, however I find it more rewarding when I am successful in converting a first-time customer to a loyal, frequent returning guest who in turn gives us more referrals all based on the memorable experience that was created for them. All that can happen only if we put our best foot forward and try and get it right all the time.

    I know managers and line-level employees who cringe when someone walks into the property and asks for a site inspection unannounced- Yes, we might be busy running at high occupancy, in the middle of a busy guest arrival/departure cycle, sales/ marketing team busy about to close a good deal and the key persons in operations trying to decide who is going to take time and host the site… lol! It just takes a few minutes and if we are at full occupancy, it is even easier because rooms can be deleted from the walk and the inspection gets over in a jiffy- walk them around, offer them a drink, give them a brochure, boast about the hotel’s year-round high occupancy, greet some of the other guests by name and create that great first impression within the the 10 or so minutes available….. hey, if it works we’ll hear about it in the near future, if not be happy that we did our best and did not waste an opportunity which can always be a blessing in disguise!

    Jay, thanks for giving me a thought to elaborate on..:)

    • JayadevM
      July 3, 2012 at 5:42 pm

      Hi Jamy

      Glad I could help.

      Once again, a useful insight from your industry – it’s directly supports my theme and content.

      Thank you!

  3. July 3, 2012 at 11:43 pm

    Nice article Jayadev, great points some of which I’ll put place in my practive…..thanks again for sharing

    • JayadevM
      July 4, 2012 at 3:19 am

      Thank you, Paul!

  4. Shajan Varghese
    July 4, 2012 at 6:37 am

    Good Article, Thanks, Just the sort of ingardient we needed at this hour….

    • JayadevM
      July 4, 2012 at 9:33 am

      Hi Shajan,

      Thank you. Glad you found it useful.

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