ABSTRACT
One of the most under-used and misdirected sales tools in the hospitality industry is the business calling card. Every lodging operator, manager, and salesperson have this low-cost, easy-to-carry, easy to-distribute sales piece readily available. Lodging operators circulating among the guests should pass out the cards when greeting people. Check the dining room during meal hours-meet the customers and hand out card. Pass out cards when checking guests out in the morning. Spend time with prospects who can buy or are in a position to recommend or influence the buying decision. Too much time is wasted on sales presentations to persons who are not in a position to buy or have no need for a particular hotel or motel. The objective of advertising in a hotel directory is to generate reservations. Too often advertisers come up with good, attractive graphics but fail to include basic information that travel agents will need to know in order to properly serve their clients.
