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Hospitality Prospecting - Cold Calling Made Warm.....

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One of the earliest lead generation projects that I worked on was one that made me feel I was truly successful. In this project the client allowed for extra time in the budget for us to gather group history for each association. This entailed going on their website and looking at where the group had been in the past.

It was unbelievable the difference it made in each conversation. There was an honest connection made with every meeting planner I spoke to, like I hadn’t experienced on projects prior to that one. Mind you I was still quite “green” at the time and had very little experience in Lead Generation.

So it was quite literally the perfect way for me to learn exactly how I wanted to handle each prospecting call going forward. It also helped me feel at ease with the people I was speaking with, I didn’t feel like I was going into the call “blind”.

All of a sudden I was more comfortable on each call. I had planners telling me how it was such a refreshing change to have someone show that kind of initiative. How they appreciated that I had taken the time to research what the organization was about and the details of their meetings & events. It made them feel like I thought they were important enough to take the extra time.

I remember speaking with this one lady in particular; who was so impressed that I had gone the extra distance. She told me that normally she planned her events 2 years out but wanted a call back even sooner because I made her feel important.

Such a simple thing like taking a few minutes to look at the companies’ website, follow the links to their events page, gather the details of their conferences or AGM and just being a little bit more prepared for each call.
You know what they say…

"Do unto others"…People want to know they matter and they want you to…
  • Be polite 
  • Engage
  • Recognize/ Retrieve (background information)       
  • Empathize                                              
  • Acknowledge/Ascertain (that information is correct/don’t assume) 
  • Listen