Hotel & Motel Management - March 2009 - (Page 14)

H&MM March 2009 | HotelWorldNetwork.com 14 Sales Clinic BY HOWARD FEIERTAG “In the process of networking, it is not enough just to greet and exchange business cards.” Build your business with improved networking skills A well-known international speaker and author on customer relations and sales had the following to say on a recent blog post: “I’m doing what Mom said not to do: speaking to strangers. … That was good advice at the time, but good advice has a life span and this one has run out. The only way that business will advance or most problems will get solved is if we intentionally and consistently talk to strangers.” (Read Jim Cathcart’s latest insights at www.jimcathcartsblog.com.) We talk a lot about networking, but do most sales people in our industry really know what it is all about? Recently, one of our international graduate students approached me with a concern. Premier Development &Construction SOLUTIONS Services Premier Development & Construction Solutions, LLC Premier Development & Construction Solutions, LLC. He was getting ready for an educational conference where he did not know anyone else in attendance. He worried about being able to network to his advantage because he did not meet people easily. I suggested that he ﬁrst lay out his goals for the conference: He was seeking contacts for future employment in education at universities. Then he was to ﬁnd out the number of attendees and come up with a goal of how many contacts he needed to make. From that, he should come up with the number of those contacts who may be helpful to him in seeking employment. Therefore, if 200 people were expected to attend, and he can set a goal of meeting 100 within the three-day period, perhaps 30 percent may be future contacts TAKEAWAY for his network. Building a This means that, network requires in the process stepping outside of your of networking, boundaries to it is not enough meet strangers just to greet and forge future and exchange relationships. business cards; there must be some conversation to get a feel for their value as a part of one’s network. To be good at networking there should be a plan, and you should try to exceed your goal for number of contacts made. You do this by arriving early and being outgoing at any and all networking opportunities, whether it’s getting registered or attending a social event. Although not everyone is in a position to help you, they may be connected to others who could. It is important to stay in touch with your network from time to time to keep building relationships. hmm@questex.com www.premierdcs.net Howard Feiertag is on the faculty of the Department of Hospitality and Tourism Management at Virginia Polytechnic Institute, Blacksburg, Va. He can be reached at howardf@vt.edu. CIRCLE NO. 137 http://www.HotelWorldNetwork.com http://www.jimcathcartsblog.com http://www.premierdcs.net http://www.premierdcs.net

Table of Contents Feed for the Digital Edition of Hotel & Motel Management - March 2009

Hotel & Motel Management - March 2009 Contents News Perspective Green Focus Legally Speaking Franchise Law Sales Clinic Legal FAQ Trends & Stats Timeshare On Finance Management Companies Stuggle to Cut Costs While Keeping Guest Satisfaction Up Top Third-Party Management Companies Chart Hot Products Technology Marketplace Ad/Editorial Index Checking Out

Hotel & Motel Management - March 2009

Hotel & Motel Management - March 2009 - Hotel & Motel Management - March 2009 (Page Cover1) Hotel & Motel Management - March 2009 - Hotel & Motel Management - March 2009 (Page Cover2) Hotel & Motel Management - March 2009 - Contents (Page 3) Hotel & Motel Management - March 2009 - News (Page 4) Hotel & Motel Management - March 2009 - News (Page 5) Hotel & Motel Management - March 2009 - Perspective (Page 6) Hotel & Motel Management - March 2009 - Perspective (Page 7) Hotel & Motel Management - March 2009 - Green Focus (Page 8) Hotel & Motel Management - March 2009 - Green Focus (Page 9) Hotel & Motel Management - March 2009 - Legally Speaking (Page 10) Hotel & Motel Management - March 2009 - Legally Speaking (Page 11) Hotel & Motel Management - March 2009 - Franchise Law (Page 12) Hotel & Motel Management - March 2009 - Franchise Law (Page 13) Hotel & Motel Management - March 2009 - Sales Clinic (Page 14) Hotel & Motel Management - March 2009 - Sales Clinic (Page 15) Hotel & Motel Management - March 2009 - Legal FAQ (Page 16) Hotel & Motel Management - March 2009 - Legal FAQ (Page 17) Hotel & Motel Management - March 2009 - Trends & Stats (Page 18) Hotel & Motel Management - March 2009 - Trends & Stats (Page 19) Hotel & Motel Management - March 2009 - Timeshare (Page 20) Hotel & Motel Management - March 2009 - Timeshare (Page 21) Hotel & Motel Management - March 2009 - On Finance (Page 22) Hotel & Motel Management - March 2009 - On Finance (Page 23) Hotel & Motel Management - March 2009 - Management Companies Stuggle to Cut Costs While Keeping Guest Satisfaction Up (Page 24) Hotel & Motel Management - March 2009 - Management Companies Stuggle to Cut Costs While Keeping Guest Satisfaction Up (Page 25) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 26) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 27) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 28) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 29) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 30) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 31) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 32) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 33) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 34) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 35) Hotel & Motel Management - March 2009 - Top Third-Party Management Companies Chart (Page 36) Hotel & Motel Management - March 2009 - Hot Products (Page 37) Hotel & Motel Management - March 2009 - Technology (Page 38) Hotel & Motel Management - March 2009 - Technology (Page 39) Hotel & Motel Management - March 2009 - Technology (Page 40) Hotel & Motel Management - March 2009 - Technology (Page 41) Hotel & Motel Management - March 2009 - Technology (Page 42) Hotel & Motel Management - March 2009 - Technology (Page 43) Hotel & Motel Management - March 2009 - Marketplace (Page 44) Hotel & Motel Management - March 2009 - Marketplace (Page 45) Hotel & Motel Management - March 2009 - Marketplace (Page 46) Hotel & Motel Management - March 2009 - Marketplace (Page 47) Hotel & Motel Management - March 2009 - Ad/Editorial Index (Page 48) Hotel & Motel Management - March 2009 - Ad/Editorial Index (Page 49) Hotel & Motel Management - March 2009 - Ad/Editorial Index (Page 50) Hotel & Motel Management - March 2009 - Ad/Editorial Index (Page 51) Hotel & Motel Management - March 2009 - Ad/Editorial Index (Page 52) Hotel & Motel Management - March 2009 - Ad/Editorial Index (Page 53) Hotel & Motel Management - March 2009 - Checking Out (Page 54) Hotel & Motel Management - March 2009 - Checking Out (Page Cover3) Hotel & Motel Management - March 2009 - Checking Out (Page Cover4) 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