3 ways to improve sales through Cross and Up-selling in your Hotel:
I’m going to assume that you already know about cross-selling, but just incase you don’t …….
Cross-selling is the art of getting a customer to purchase something else in addition to the product they’ve already chosen. Like when you are at the counter in the shop, just about to pay and the check-out person says “do you want to buy a bar of chocolate for only £1 we have them on offer today” well that’s what we are talking about here!
Another brilliant example of cross-selling is the McDonald’s all time great: ‘Do you want fries with that?’ Simple, yet incredibly effective for upping revenue.
It is very important to note that cross-selling is not about manipulating your customers. It’s about pairing up items that your customer may have a genuine interest in anyway. effective upselling and cross selling should always come from a desire to identify and fill needs of your customer, rather than just trying to push a product without much concern for how it fits or is perceived.
If you can stay within your customers boundaries of relevance to the chosen products, it won’t appear to be too obvious, and sometimes maybe of help to your customer!
Hotels that are not exploring ways to cross-sell their existing facilities are under-utilising their assets, and hence, will be less profitable than they deserve to be.
If you need a venue consultant to train and motivate your staff to perform remarkable upselling achievements, you can send your queries to info@actastic.co.uk more about what we offer is here: www.entertainmentconsultant.co.uk
Below are 3 ways to generate more profit from Cross selling in your hotel
1. Rooms
Upselling rooms at the front desk of course will depend on room availability. However if you have availability, begin with a simple question, “Would you like a better room?”
Provide your front desk staff with the autonomy to adjust room rates (within guidelines given) to secure the sale and increase the profit.
Have you read the case about The Moon cakes?
“In Crowne Plaza Zhengzhou, moon cakes are sold at the front desk, F&B outlets, during corporate sales calls and any other cross-selling opportunities. They generated €500,000 worth of moon cake sales within 2 months in 2007.”
Now that’s Cross selling at its best!
2. Food and Drinks
Banqueting and catering plays a main role in a hotel’s financial success. Therefore, cross selling techniques should apply greatly to the hotel’s food and beverage division. For example, always try to create customized menus to suit the type of customer enquiring – For weddings, corporate events, conference lunches and so on. You are far more likely to achieve greater upselling profits if you customize each menu, as opposed to handing over a “standard menu” to everyone. So create customized menus with specialized offerings and pricing.
You can offer a “premium” and “luxury” drinks package of options on your drinks menus. You could also include offers on event bars like a vodka or mojito bar or other cocktails to suit the clients theme.
If you have the opportunity, try to offer your customer the chance to “see, smell and taste” their options. Appealing to all of their senses and allowing them a more personable experience will give you a much better chance to upsell. I understand though that sometimes this is not possible. But at every opportunity, offer it!
3. Additional Event Add-ons
Customers like Wedding couples or corporate companies hosting their company Christmas party at your venue are the ideal candidates to cross or upsell to. You can offer additional products such as table centrepieces, audio-visual equipment, Live Entertainment packages, room rentals and coat check room are all excellent for cross-selling opportunities.
Training
The biggest obstacle to Cross and upselling in hotels is when hotel staff fail to ask whether customers are interested in upgrades or additional goods. It is very important that sufficient training is provided to staff to help them understand the value of products and services offered to guests.
That’s just few ways to increase your profits with Cross Selling and Up Selling Techniques.
For even more ways to increase your profits, footfall and revenue contact our Expert Venue Consultation Team today on 01704 880894 or email info@actastic.co.uk
If you need a venue consultant to train and motivate your staff to perform remarkable upselling achievements, you can send your queries to info@actastic.co.uk more about what we offer is here: www.entertainmentconsultant.co.uk
