Sales Prospecting Guide 8218 Prospecting at Hotel Events

Sales Prospecting Guide, 8218 Prospecting at Hotel Events A. The Purpose of This Policy Some hotels have regularly scheduled manager’s receptions. These receptions and similar events are good opportunities for developing new sales leads. The purpose of this policy is to describe how to maximize the number of sales leads gained at these events. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8218 Prospecting at the Hotel Events B. How to Develop Sales Leads and Hotel Events Use the following procedures to develop new sales leads and Hotel events, such as the manager’s reception: v Attend all Hotel-sponsored receptions and other events. v Have a large amount of business cards and printed sales materials on hand. v Be sure to meet every attendee at Hotel receptions. v Ask the guests informal questions about their travel and work, such as who manages travel at their organization and the purposes of their travel. v Exchange business cards. v Ask guests if you may contact their travel managers. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8218 Prospecting at Hotel Events B. How to Develop Sales Leads and Hotel Receptions (cont. ) v Ask who else in their organization travels, including their customers and suppliers. v Ask about other destinations to which they travel. v Send thank-you messages to those with whom you spoke. v Follow up on the new leads. Always keep records of your prospecting activities in MMI Sales Central®. End SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8218 Prospecting at Hotel Events SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary