Influencer Sales Strategies

How have our buyers changed?

Check out some more details from our blog about Influencer Strategies

Alec Baldwin Always be closing

To Sell or Not to Sell in the age of the Coronavirus Pause

Depending on who is writing the article (sales, operations or marketing), you hear all kinds of advice about whether or not you should be “selling” today.
Hotel owners are generally saying, “yes please sell, we would like some income to pay our employees and investors. And our cleaning supply bill. “
Marketers are saying “invest in technology to reach new customers because Google is much cheaper today than it was a month ago. It is much more efficient.”
Some salespeople are saying, “selling today is not welcome.” First of all, who has the time because hotel salespeople who are still working are working at the front desk and cleaning rooms.
Second, traditional prospecting calls seem pointless today. “Customers aren’t currently buying, so why spend the time? It just seems a little mercenary.” Who wants to say to a prospect, “bring your people to my hotel, put them on a germy airplane, have that meeting, they will probably be fine because we are cleaning more! We need the money!”
While other salespeople are saying, “I am selling every day and I have found business.“

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Dream

In the dream phase, buyers are just beginning to understand their own goals. Buyers in this phase may be a bride who has just gotten engaged, or a meeting planner who has just been given a new assignment. In this first step of the process, our goal is to create awareness and get our buyers to begin to question the status quo. Our strategy is to begin to position our property as worthy of further research. We accomplish this through some unique positioning and outreach.

Explore

When our buyer enters the explore phase, our strategy is to share relevant content. What does that mean in the digital age? We share some useful apps that help them to identify great content for sellers to share - which helps to positions sellers as a valuable resource. Direct selling while the prospect is in the explore phase is one of the biggest mistakes that can be made. Our primary goal in this phase is to make sure that we can be a valued business adviser for our clients. We also cover a unique approach to prospecting.

Inquire

Once a prospect reaches out to us, be fabulous, first and fearless. We give our attendees some tools to help them make a great first impression - fast. You have worked hard to get the clients to reach out, now how can you tell your story in a way that will set you apart from everyone else - right away! We take a deep dive into crafting the right story and how to communicate best using new digital tools.

Decide

Once our buyer enters the decision phase, our business communication skills needs to be clear, compelling and confident. We help them build a strong case to present to prospects that will make their unique attributes clear. In this section, we focus a lot on improving our business writing skills in particular. We cover why some words are more persuasive than others, and how to simplify your writing to help you build a better case.

Experience

When you have won the business, what can the influencer salesperson do to continue to be a trusted resource and advisor? We share some easy technology to influencers communicate with in house guests to ensure their experience is delightful. We also focus on incorporating other departments to help capture images or videos of our customers.

Share

Once the buyer has finished experiencing your product, they can become extensions of your influencer sales departments. We share strategies and technology to turn your customers into advocates for you. We learn the value of asking for referrals, as well as compelling our clients to share our content with their own professional networks.

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