Sales Promotion Techniques is a widespread expression that is applied in the hospitality industry to refer to the action of promoting products to consumers. It originates from the plain word “SELLING.” Therefore, selling means the tender part of offering other people your way by toning your products and service(s) to the requirement of the prospective buyer.
People buy bundles of fulfillment from people they prefer. On the other hand, people buy what they believe a product/service will do for them. Therefore, it calls for appreciating people, responding to needs and protestations, and gaining assurance. However, the rationale of a business is to produce and sustain a client and as a result a market for the goods and services. This maintains a customer; consequently, maintains interest and loyalty on the market subdivision.
Understanding The Sales Promotion Techniques
- Up-selling is an extra service given to a consumer; this is not in accumulation to what he/she has already purchased, but in place of it.
- On the other hand, cross-selling provides the chance for a company to create extra profits by selling services/products obtainable in other outlets/units that the client has not paid for. For instance, a restaurant waiter will promote a seafood specialty in a different restaurant or promote a sister unit that has an explicit characteristic that a customer will, be willing to pay attention to since he/she already has an idea.
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Sales Promotion Techniques | Secondary spend
What does this mean? It means:
- Something that the guest has not purchased
- What the client can decide to spend or not spend money on once they go into the property.
- Any product or service we provide that the customer has not paid for and may not even be conscious of.
- Adding up value to the client’s stay in exchange for money that he/she spends at his discretion
How Do We Improve Secondary Spend By Customers?
Think promotion, talk promotion, sell small, sell much, sell whatever thing, and sell the whole lot. Examples of secondary spending comprise; game drives, bird walks, customary dancers, Excursions, conventional talks, gift items, and meals not paid for in advance.
Sales Promotion Techniques | Importance of Secondary Spend
The following are the importance of secondary spending to:
- Employees – improved earnings e.g. tips, Job fulfillment “I sold” a little, I made an important person decide my way!” and improved job security.
- Customer – adds worth to his stay/trip, attains additional consideration, desires are met,
- Organization – additional income draws replicate business in the awards of the organization, improved self-assurance from the owners, an enhanced image in the market, and employees’ retention.
To Be Successful In Promotion One Should:
- Be acquainted with what you are promoting
- Be familiar with who you are promoting to
- Pay attention
- Discover their desires
- Make a note of their favorites
- Evaluate sensitivity e.g. to charge, superiority, training, etc.
- Enlighten persuasively
- Talk about the features and sell benefits
- Pay attention and watch for buying indicators.
- Diplomatically push for a resolution
- Keep the relationship warm and constructive even if they don’t purchase.
Sales Promotion Techniques | Dealing With Objections
- An objection is an explanation or reason provided by a client for not wanting to purchase our product or service.
- Objections help us to know where the ‘fog’ is in the client’s mind. It is, as a result, easier to clear.
- Ask questions to be grateful for the objection. Objections more often than not have to do with; cost, worth, service, competition, knowledge, and status. Therefore, if you expect objections, you are in the best position to answer them.
Understanding The Sales Process
- Selling is a process. Therefore, it begins and stops at someplace; however, you are essential to the entire process. Hence, whatever happens in between ascertains whether people procure from you or not.
- The very important thing that takes place in between is communication. On the other hand, to communicate successfully four elements are significant; paying attention, reporting, inquiring as well as body language.
Recognizing Buying Signals
- Observe your client closely; he or she will be informing you how well or contrary you are communicating your point often through quiet spontaneous signals. We refer to them as buying signals.
- They can be spoken – questions they ask over, the responses they make the ‘umms’ and ‘ahs’ that escape buying signals.
- Non-verbal – the position of the body, the eye focus, the use of hands, as well as nodding the head.
- Selling is as simple as ABC – ‘Always Be Closing’ for the reason that if you can’t sell if you can’t close.
Sales Promotion Techniques | Closing The Sale Phrases
- “If you allow me to book you now there’s probability occupying the only remaining seat.”
- “If I booked you now, you would be certain of being charged the current low prices.”
- “Early reservations guarantee that you will get your most preferred time”.
Five Ways That Are Useful In Responding To Objections
- Act in response with a compassion statement.
- Turn the objection into an inquiry.
- Respond to the objection.
- Request the client for an agreement.
- Use the “if we can” statement in your conversation.
Sales Promotion Techniques | Who Are Our Internal Customers?
- Internal customers are our colleagues that form part of the service chain to the external clientele.
- Although some of us hardly ever meet or directly promote to the external clientele, we all have internal customers that we have to care for.
- When internal customers are aggravated, this ultimately translates to poor service to external customers.
- Internal customers are imperative. Hence, we must treat them with respect and proficiency and this will be disseminated to the external customer. Besides, It will develop a pleasant working environment which is good for everybody.
Sales Promotion Techniques | A Sales Personality
- Personality is a distinctive way of judgment and taking action which recognizes every individual as a unique person.
- People buy from individuals they like. Thus, as a merchant, how do you get people to like you?
To respond to this question, you can revolve it around and ask “As a purchaser, what do I like concerning the sales personnel I procure from?” This is the main reason why we must hold on to up-selling and cross-selling as a way of making the most of the sales.
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