Government Connections - Summer 2012 - (Page 19)
Your words matter
By Ted Miller, CHME, CHSP, CGTP, CGMP THE GREATEST RESOURCE to a supplier in any industry is a loyal client. Right now we are under pressure by the revenue management side of our business to push rate. When rate is pushed, the revenue managers are not usually looking at the name of the client; they only see the dates and number of rooms. It is very important to remind them that you are handling a repeat client who has another business opportunity for the hotel. It can also be important to remind them of times when you really needed this client’s business and that we need to maintain a solid business relationship. You are going to run into times when you get a request from a repeat client and either the space is already booked or you cannot get the rate approved no matter how hard you push. You need to remember that there are proper ways to say no and maintain your relationship versus giving a negative response that hurts it. If you have to say no, I would suggest that you respond “we do not have the proper space available over your dates.” Never say ”the rate is not available.” When you are doing your normal trace calls, make a point to tell your clients what periods are already booked and where there are opportunities still available where you need their business. Also make a point to look into the dates this client has used in the past and try to create an opportunity to book two or more programs at a time. This is especially important when one of the dates may be over a high demand period and the other one fills a need time for you. Finally, make a point to stay involved in your local SGMP chapter. This does not mean that you only show up at the meetings. You need to get involved in a committee that interests you. This gives you the opportunity to spend serious time with your fellow chapter members and lets them see how committed you are to the chapter and how much you can contribute. The more involved you become the better you will be known which increases your opportunity for business from people you may not yet know.
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2/15/12 10:18:22 AM www.sgmp.org 19
Table of Contents for the Digital Edition of Government Connections - Summer 2012
10 Secrets to Winning the Business
Good to Know
Dieting on a Per Diem
2012 National Education Conference Summary
SGMP NEC gives back to the New Orleans Community
Is a mobile conference app your best foot forward?
Exercise on the road… are you kidding?
The Meeting Minute
Government Connections - Summer 2012