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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If you would like to see all the bonuses you would have access to as a member of the Hospitality Property School Group, have a look at the short video in this episode’s post-show notes.

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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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