Phone Presentation
Telephone Presentation

Follow up call (after email has been sent)

Hi (their name), this is (your name) (regarding the hotel name), I wanted to make sure you received the email I sent you and see if we can send you all of this business? Are you in front of your computer now so I can explain how the program works?
Once they have gotten in front of their computer:
Please go to the link to our website that I sent you in the email (www.personalconciergemap.com)
Please click on “Sponsors”. Do you see the Personal Concierge Map? As you can see it is beautiful, full color, magazine quality and is pocket sized when it is folded up so the guests carry it with them. When it is opened up it highlights the hotel floor plan and amenities on one side such as where the conference rooms are located as well as the fitness center, business center and other amenities of the hotel. The other side is what the guests love so much because it is a map of where each business is located. When the guests are out exploring they have the Personal Concierge Map in their pocket or purse and refer to it frequently. As you can see there are different placement options available for you to showcase your business.
Placement options
The starting point for the (# thousand) guests per month to be recommended to your place is only $xxx.xx for the entire year! That is for the bottom row of the hotel side.
Top row and sides of the hotel side is only $xxx.xx
Bottom row map side is $xxx.xx
Top row map side is $xxx.xx
There are also prime placement options available such as double positions and the back cover.
We would love to send you all of this business from the hotel name, which position do you feel would highlight your company the best?

Possible answers/concerns
“Which positions are still available?” (refer to your Availability Sheet)

“Who else is participating?”
Many of your neighbors are participating such as (list some of them).
If you are just getting started then you would say – We have just started offering the opportunity and are limited on the # of positions that we have to offer and the hotel gave us a very specific list of who they want us to offer it to. Some of those are… (refer to some of the upscale businesses on your list and then go to closing ??’s)

“When will these be published?”
The new PC will be delivered in about 60 days and that’s when your year will start. In the meantime the hotel will be recommending your business through a Sponsorship Report that we will provide for them that lets them know who is supporting their new program. (go to Closing ??’s)

“What’s the difference between the 2 sides?”
The hotel amenities side is helpful when the guest first arrives because it shows where the business center, fitness center and hotel restaurants are but because the PC is pocket sized they carry it around with them and use the map side to get to all of the recommended businesses. We would love to send you all of this business…(go to closing ?’s)

“We don’t do print advertising”
I can understand that (their name), however this is more of a recommendation with a nominal investment involved to cover the cost of production. (Hotel POC name) is really hoping for your support. (go to closing ?’s)

“We have our own Concierge Incentive program”
That’s great so you see the importance of working with the hotel Concierge Staff. (Hotel POC name) wanted a more organized way of recommending all of his guests to area businesses so this is the new way that they are going to be recommending all of their guests to your place. (go to closing ?’s)

Closing questions

After they have chosen their position:
Great, I will complete the insertion order to reserve that position for you and email it to you. We have an awesome Design team that will create your design for you at no additional charge and then email a proof for your approval or would you prefer to provide camera ready instead?
The only thing we need to do to start sending you all of this business is attach payment. We can put it on a credit card and then I will email the insertion order and receipt to you. Which credit card do you want to use?

“Can I send you a check?”
Yes, you can send in a check but I won’t be able to officially reserve your position until I receive it. I will email the Insertion Order/Invoice to you now, please sign and return that today with a check # and drop the check it in the mail. I will place a courtesy hold on the position until (4 days from now). I will email a confirmation to you as soon as I have received the check.

“Do I have to pay all of it at once?”
Because we are limited on the # of positions available we do typically need to attach the full investment amount in order to reserve your position. We would love to send you all of this business (their name) Is that going to fit into your budget?

(If he/she is still struggling with payment but interested then offer)
I would be happy to work with you and break that up. We would need at least half to reserve the position and the other half you can post date for a couple of weeks (can post up to 30 days if needed). Would that make it easier for you?

“I never pay for something up front”
I can understand your concern (their name), I assure you that we come highly recommended by the (hotel name) and they wouldn’t allow us to offer this opportunity to their neighbors if we weren’t legitimate. We have been working with upscale hotels and resorts such as Marriott, Hyatt, Sheraton and Hilton’s all over the country for about 15 years and we aren’t going to jeopardize those relationships over a few dollars from you. The only thing we need to do to start sending you all of this business is attach payment. Can I go ahead and let (Hotel POC/GM name) know that you will be supporting their program so they can send you all of this business?