Objections

Costs Too Much

Can I show you how this will pay for itself very quickly and put thousands of $$’s in your pocket the rest of the year?  (complete the ROI PC).

Not In Budget

So you would like the added revenue from the hotel, but you just can’t swing the investment right now?  I can appreciate that. Tell you what I can do… I can take 50% down and the balance in [2-4 weeks]. (Get post dated check or CC for balance).

Need To Check With Someone​

I understand. Let me ask you… if it were up to you would you want the business from the hotel?  Great. We need to get this delivered soon, when will you be meeting with [name]?  Do you think they will want more business from the hotel?  OK. Please be sure to tell them this isn’t regular advertising, its a recommendation handed to the guests when they check in with their room key.

Pay All At Once

Yes, we do need to attach payment in order to reserve your position.

What’s Your Best Price?

If we don’t collect enough money we won’t meet print demands, and that would mean thousands of lost revenue potential for you. Besides, your neighbors are paying full price and it wouldn’t be fair to them. I can’t discount but I may be able to do some of is in barter.

How Do I Know Your Going To Print?

(Refer to the Dear Neighbor letter)

We’re Already In A Few Things In The Area.

Is it guest specific? The locals know you’re here, we specifically recommend you to thousands of families that will be visiting. Would you like that business?

We’re In The Room Directory.

And thank you very much for supporting that. How’s that working for you?

“Good” Great, your going to love this then!

“Not good” Great, your going to love this then!

Not many people come to town to sit in a room and read a directory, plus it can’t leave the room. The reason why the HPC outperforms all the other things is its convenient, informative, and it goes with the guest in their pocket!

Too busy this week, maybe next week.

“Oh, unfortunately we are very limited on the number of opportunities we have available and I’m not sure what we will have anything left next week. Everyone wants the business from the [hotel], are you sure you can’t squeeze me in for just 5 minutes today or tomorrow, I wouldn’t want you to miss out on all this business”. If that won’t work offer to call them next week if you have anything available.

Owner would make that decision.

“Is there a number I can call the owner and get on his/her calendar for 5 minutes? or “What time will he/she be in and I can call back? What is his/her name?

Can’t meet at all.

Offer to send email with Sponsor Promo.

​That’s handled from our corporate office.

Get the phone # & email of the person that handles that and send them the Sponsor Promo. Many sales have been made without ever meeting someone through email using an electronic Insertion Order/Invoice.

How much is it?

“We have a few options available depending on placement. Since the staff will be handing them directly to the guests we have to print tens of thousands of these. But opportunities start at only [rate] for the entire year. Most merchants say it pays for itself quickly.”

Tried that before and it didn’t work for us.

“You probably tried a Room Directory. I can understand why that didn’t work for you, those are designed to sit in the room, however the Personal Concierge is placed in the guests hand and carried around with them the whole time they’re in town. I don’t want you to miss out on all this business can I just pop in this afternoon and show you how the program works?”

We’re ‘in’ with the Concierge/Bell Staff.

They’re the ones asking for this service since they can’t possibly recommend 30 plus establishments and directions to every guest. If you’re not the one they recommend you could be missing out on a lot of business.

We get business from the hotel anyway. 

Thank you for taking care of the guests in the past. That’s probably why the hotel asked us to offer you the opportunity before others. Plus, its a great way for you to ‘give back’ to the hotel for sending you the business in the past. This will get you even more business from the hotel!