A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80% of your business comes from 20% of your client base, there are a lot of missed opportunities to keep your clients coming back again and again and yet again. Having worked six years in the hospitality industry, particularly the hotel business, I have found the key to success and I would like to share it with you. It is a rather simple concept, I will admit, yet we sometimes need to regroup or refocus on the simple things to remain successful.

I had the misfortune of establishing my hotel sales career during the worst time in the industries history - 9/11. I can remember that day like it was yesterday. I was in a daze like I had never experienced before, or since for that matter. But, because of my due diligence prior to that day, my phone continued to ring while I watched some of my fellow associates begin to sink. In fact, at the end of 2002 I was recognized by Hilton Hotels Corporation as one of their top producers among thousands.

What was I doing in the early months of 2001, you ask? I was taking care of my clients in special ways with personalized gift baskets. I learned what my clients liked and what they disliked and I made sure to send them a special gift after they booked with me and in some cases when all they did was provide me with a few moments of their time to learn about my hotel. Needless to say, it paid off. It was a small investment that paid for itself a thousand times over...probably more.

As I grow with the company and assume more responsibility, my time to research items has slowly dwindled. The fact remains that although I have a staff of four, I am still a sales professional and that will never change. It was time for me to sit down and get back to the basics. This time, I have compiled my information in the virtual world of the Internet for you to use.

Eric Gans, Director of Sales and Marketing (at a Hilton Hotel)

http://hospitablegifts.com

---

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Secrets to Buying Without Being Sold

Have you ever asked yourself, now how did I let... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

Where to Find Mannequins for Sale

Any time a clothing store opens or expands, they must... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

Getting Referrals

ReferralsA substantial part of your business can come from referrals.... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver.... Read More

How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More

Qualifying Your Prospect

How do you respond when an absolute stranger calls, at... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training... Read More

Three Ways to Get More Referrals

When you are in the business of sales, among the... Read More

Recommending Products Vs. Selling Them

Some of the best sales people I have ever met,... Read More

Why Write a Sales Letter for Each Product?

Authors/publishers are great at getting their books written. Entrepreneurs know... Read More

Get The Help You Need With Fund Raising Ideas

There are many fund raising ideas on the market today... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales

Hello, do you have a website and sell something on... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More