SALES TOOLS
If you are reading this, you're ready to sell! Here are 3 steps to capture business from your lead:




Step 1: Create Awareness

• Visit SmartMarketing on ChoiceCentral.com, login to your brand page and choose SmartMarketing, Logos & Standards, then "Get Started with SmartMarketing". Under Marketing Collateral, select Local Sales Materials, then Postcards. Based on whether your contact has previously stayed at your property or this if their first introduction, select the appropriate postcard.
  
• Full details are on SmartMarketing, but this postcard features the FREE, no obligation 10% discount through the ChoiceBizCount program. It's a formal way to establish a connection wtih your prospective client.
  
• To refresh your knowledge of the Choice Hotels BizCount Program, review your Front Desk Reference Guide.
  

Step 2: Make Contact

• Complete a short phone call survey using the example questions listed below. 14 days after you've sent your "ChoiceBizCount" postcard, call your contact and introduce your property. The following are three sample versions of call scripts. The first version is for a prospect who has not stayed at your property. The second version is for a prospect who has previously stayed at your property. The third version is when leaving a voicemail.
  
• While your goal is to secure long-term business, a few casual inquiring questions show your engagement level which will develop an open, two-way conversation quickly. This interaction is designed to secure a follow-up call or property visit.
  

Chase Call Type 1 - Targeting a prospect that has not stayed at the property before (click here to download script)
Chase Call Type 2 - Targeting a prospect that has stayed at the property before (click here to download script)
Chase Call Type 3 - Leaving a voicemail (could be more than 80% of the time) (click here to download script)


Step 3: Showcase Your Property

• If you were unable to connect with your contact or they could not commit to a property visit during the phone survey, return to SmartMarketing, select Marketing Collateral, Postcard, then customize the "Grand Opening/Open House" postcard invitation.
  
• This postcard is designed to encourage your prospect to experience your property first hand (as your guest, enjoying free breakfast, a tour of your hotel and a special discount to try you out).
  
• Send it 28 days after the "ChoiceBizCount" postcard is mailed. (14 days after calling)