Steps to Success

1). Get to know the hotel that you will be representing by visiting the hotel website to become familiar with the demographics. Do they cater to mostly business travelers, vacationing families or both? Many times their website will list some of the corporate businesses that they cater to as well as some of the “Points of Interests” nearby, i.e. stadiums, arenas, convention centers. Call the hotel Guest Services and ask if they provide a courtesy shuttle and what some of their favorite places to recommend for shopping, dining and entertainment are. When you arrive at the hotel introduce yourself to the Guest Services/Concierge Staff and Front Office Manager (FOM).   Tell them that you are working with (POC) to update their Concierge program and show them the printed and digital PCM and explain how it will make their job a lot easier since everything will be consolidated on one piece.  Ask them what they are using now to make recommendations, (flyers, brochures, magazines etc.).  Make notes of their favorite shopping, dining and entertainment venues even if they have already provided a Recommendation List.  It gives you the opportunity to connect with them and build rapport.  We would like to give them a gift certificate before completing the assignment.  Get the FOM business card and scan/email to us so we can enter into Zoho and can ask for them when we follow up.

2). Develop a list of at least 100 businesses within a 5 mile radius of the hotel and enter them into Zoho as your Prospect List. Use Google Maps and various other websites (i.e. “Visiting Tampa”) to build your list. You will want the phone #, owner/GM name and email address. You can usually find this on their websites, LinkedIn or Facebook under “About”, pick up a business card or call and ask for it. Include some of these types of businesses:

– Restaurants – mid to high end (preferably not pizza/Chinese delivery)
– Golf course
– Day Spa/salon/nail salon/tanning/massage
– Nightlife – upscale, i.e. martini lounge, piano bar, etc.
– Cigar lounge
– Museum – art, history
– Amusement – aquarium, arcade, water park, family fun center
– Boutiques – ladies, mens, children and pet
– Shopping destinations, i.e. malls, shopping centers, etc.
– Florist
– Movie theater
– Mini golf
– Parasailing, boat rental, jet ski rental
– Transportation – trolleys, taxi, limousine
– Dinner boat cruises

Look through our current Digital Personal Concierge Maps for ideas and become familiar enough that you can show prospects similar businesses that have been successful with the program.  Many times the hotel will provide a “Recommendation List” with some of their favorite shopping, dining and entertainment venues and any business that they may want to exclude.  We would like to exclude any Adult Entertainment venues and businesses that would be controversial for the hotel and their guests, such as New Age outlets, Psychics, Ghost Tours, etc.

3). Send the Initial Contact email (found in the Associate Resource section of the website) to everyone on your list. You can send these in batches of 30-35 so that you can follow up in a timely manner.  As you meet with Prospects you will need to send follow up emails with more specific information such as investment opportunities that are available.

Keep Zoho updated daily with your progress.  Enter the contact person’s name, email & phone number.  Once you send the email you will change the status from “new” to “working”.  If it is a follow up please enter the reason, date and time to follow up, (needs to speak with partner, corporate, owner, etc.)  If it is a decline please enter the reason.

4). Call everyone that you sent the email to within 24 – 48 hours to schedule an appointment with the decision maker. You will find the Phone Script in the Associate Resource section of the website that has proven effective in setting the appointment and to qualify the merchant before you meet with them. Update Zoho with the appointment/presentation time.

5). Complete your Assignment Within 30 days by making 10 sales per week. To accomplish this it is recommended that you schedule at least 6 “new” appointments per day x 4 days or a total of 24 appointments per week, (this should be your absolute minimum goal). One day is for traveling, scheduling appointments and follow ups. A follow up is not considered a “new” appointment.

If you make 2-3 sales per day you will sign at least 10 merchants per week. If you maintain consistency of 24 appointments per week at a 50% closing ration that would equal 12 sales.  As you become more seasoned with the benefits of the Digital Personal Concierge Map your closing ratio will increase. Follow up with the ones that didn’t close within 1 – 2 business days of your first appointment otherwise you will loose the sense of urgency. See the Associate Resource section of the website for “How to handle concerns and How to Create Urgency”

With 10 sales per week you will be almost sold out in 3 weeks with the last week to wrap up any loose ends.
To stay on track ask yourself:
– Did I send enough emails?
– Did I schedule with the Decision Maker?
– Did I build enough value or create enough urgency?
– Did I problem solve and overcome their objections/concerns?
– Did I follow up in a timely manner (1-2 business days)?
– Did I pursue quality prospects?
– Did I follow the scripts found in the Associate Resource section of the website?
– Did I get help/coaching from my Team Leader?

6). Role play with your Team Leader in order to pin point your “areas of opportunity” if you aren’t reaching the goals. Your Team Leader can help you with strategies if you are struggling in an area.

This process is time tested and if you follow these steps you will reap the rewards.  Typically assignments are valued at a minimum of $20,000 with a potential of $7,000 in commission, (25% commission = $5,000 plus a 10% completion bonus of $2,000 if completed within 30 days or by the end date noted on your Assignment Agreement).  If you work 12 assignments per year your annual income potential is $84,000!