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Location.
Have you definitely decided on this city (area,
etc.) for this meeting - where else are you looking? The answer
to this one will tell you if your competition is another city or area within the
city. You may have to sell the location before you can sell the hotel.
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Parameters.
I understand that your meeting is for (x)
people, (x) style and you will require fifty sleeping rooms. I believe that you
also need a continental breakfast every day, am and pm breaks, lunch and dinner
on the last evening? Is this correct? Verify that you have
understood exactly what they require and give them an opportunity to make
changes. |
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References.
Have you held this meeting before and if so, where?
The answer to this will tell you if you are in ballpark in terms of location and
type of property used. It will also give you an indication of the rate range
that they are looking for.
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Preferences.
Were there things at your last meeting that went
very well and how did the hotel assist you in providing a quality experience for
your attendees? This will give you an indication of their
expectations for the meeting and from the hotel. |
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Negatives.
Did the hotel serve you well and if not, did they
handle problems to your satisfaction? This gives you a 'heads up'
on their flashpoints and how to handle them when something goes wrong. Are they
a high maintenance group or relatively easy going? |
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Budget.
What is your budget for this meeting in terms of
sleeping rooms and food and beverage? This should give you clues
as to how to present your pricing. |
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Method
of payment. Will this be on a
master account or will individuals pay their own rooms? The sale
is never closed until the bill is paid. Find out upfront what their payment
parameters are. |
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Familiarity
with your product. Are you
familiar with this (city, area, etc.,) and my hotel or other (franchises, brand
affiliates, etc.)? This is your opportunity to understand how
much they know about your property. If they say yes, ask when the last time was
that they were in your hotel. This is critical. I was making calls with a sales
manager once and the contact indicated that she knew the hotel from a Mother's
Day Brunch four years before. The hotel had been extensively renovated since
then. |
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Decision-making
process. Are you the person who
will be making the decision for this meeting or are there others involved? If
there is a committee or if the person to whom you are speaking is simply an
'information gatherer' don't waste anymore time. Find out what the decision
making process is and who, a committee or another individual, will be making the
final decision. You will want to present your property and proposal to the
people or person who have or has the authority to decide. Remember, you are the
person who is paid to sell the hotel, not the person who needs to present your
information to the decision maker(s). |
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Close
- close on something. There are variations on this theme. When
do you expect to make that decision - if I don't hear from you before then, do
you mind if I give you a call? When can you (or the committee, or
the decision maker) e for a tour and lunch at the hotel? Close on making the
next contact before you let them off of the phone or before you end the meeting. |
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Bonus
Question: |
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What
would it take to get your meeting at this hotel? You can hold
this in reserve or as the trump card after you have presented the hotel and your
package to the decision makers. |
