Local Sales, Big Impact: Strategies for Hotel Success in 2025
The Power of a Local Sales Strategy for Hotel Success in 2025
As we approach 2025, one of the most effective ways to drive revenue and maximize performance is by focusing on a local sales strategy. A tailored approach that targets the community, local businesses, and surrounding markets can yield impressive results. Here’s how sales teams can activate this strategy based on insights shared in Tammy’s recent LinkedIn post:
Proactive Sales Tactics for Local Market Growth
- Activate LNRs/KNRs
Leverage Local-Negotiated Rates (LNRs) and KNRs (Key Negotiated Rates) and don’t just set it and forget it. These negotiated contracts need to be activated to ensure the local and regional offices are aware of your preferred hotel status and that rates are properly loaded across all their booking channels. - Conduct Parking Lot Shops
Engage in parking lot shops within your competitive set. By assessing the competition, you can discover gaps and redirect project business that may have immediate accommodation needs. - Requalify Groups Business
Don’t let past opportunities slip away—requalify groups from the previous year that have not yet rebooked. This ensures no lead is left behind and increases the chances of converting old business into new revenue. - Organize a Local Sales Blitz
A sales blitz targeting local companies can significantly increase your hotel’s brand awareness. Build relationships with neighboring businesses and corporate clients to attract local customers while keeping a pulse of what is going on in your local market. - Train Front Desk Staff to be Lead Catchers
Empower your front desk team with lead generation training. These staff members are on the front lines and can play a crucial role in identifying potential guests and gathering valuable insights to pass along to the sales team. - Engage with Guests in the Breakfast Room
Building rapport with guests in casual settings, such as the breakfast room, can uncover potential business opportunities. Simple conversations can lead to long-term connections and repeat business.
A Puzzle of Opportunities
Sales is like a complex puzzle with a thousand pieces. By being proactive and strategic—whether through activating rates, requalifying old business, or leveraging staff for lead generation—hotels can accelerate their performance. These “scrappy” tactics might seem small, but they can have a big impact when executed consistently over time.
With the right local sales strategies in place, 2025 can be a year of growth and success, positioning your hotel to stand out in a competitive market.
