Welcome to INNsider Tips.
In today’s INNsider Tip, I will talk about How to Upsell at Your Property.
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Why Should You Want to Upsell?
Two simple reasons;
- upselling will make your guests more satisfied
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- and your business is more profitable.
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Properly trained employees can add apparent value to a room sale that a guest is already willing to make, increasing their stay worth as well as increasing your bottom line.
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This is a Win-Win.
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I’ve heard many employees and owners say they feel uncomfortable trying to upsell, like upsell or cross-sell are dirty words.
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Upselling doesn’t have to be a dirty word. In fact, it can help you make your customers happier.
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I should explain the difference between upselling and cross-selling.
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Upselling is a strategy to sell a more expensive version of something the customer already has.
For example, going from a standard room to a mini-suite.
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Cross-selling is a strategy to sell products that are different but possibly related.
For example, if your property has a swimming pool, you might offer your guests swimming goggles or swimming caps.
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Here are a few things to consider:
- If done correctly, upselling can build a deeper relationship with your guests by helping your guests win.
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- It is easier to upsell to returning guests than to new guests.
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- Upselling increases your guest’s lifetime value.
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Can you see the benefit of learning and then teaching your employees to upsell?
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It is a vital skill that you can learn by approaching each sale smartly, making use of various upsell techniques, and laying the groundwork for repeat business.
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I’ll go into more detail in INNsider Tips #64
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That is it for today’s INNsider Tip.
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That’s today’s INNsider tips.
Until next time, have a fun day.
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A Division of Keystone Hospitality Property Development
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