Influencer Sales Strategies

How have our buyers changed?

Check out some more details from our blog about Influencer Strategies


What’s next for hotel salespeople?

We continue to be in a weird time in the hotel business. Business will be coming back so we need to prepare, but as salespeople, what exactly does that mean? Not a lot of customers (except the national guard) are booking much for the next quarter or two. But there is some business out there right now, so should we be prospecting for that business? Tentatives are taking place for Q3, and Q4 is looking downright exciting. But, what is the best way to spend our time right now? That is the question I have been asked most frequently.

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Hunters Not Encouraged

If you are looking for sales hunters, the 80’s is on the (rotary) phone and they want their sales term back. When I hear the

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In the dream phase, buyers are just beginning to understand their own goals. Buyers in this phase may be a bride who has just gotten engaged, or a meeting planner who has just been given a new assignment. In this first step of the process, our goal is to create awareness and get our buyers to begin to question the status quo. Our strategy is to begin to position our property as worthy of further research. We accomplish this through some unique positioning and outreach.


When our buyer enters the explore phase, our strategy is to share relevant content. What does that mean in the digital age? We share some useful apps that help them to identify great content for sellers to share - which helps to positions sellers as a valuable resource. Direct selling while the prospect is in the explore phase is one of the biggest mistakes that can be made. Our primary goal in this phase is to make sure that we can be a valued business adviser for our clients. We also cover a unique approach to prospecting.


Once a prospect reaches out to us, be fabulous, first and fearless. We give our attendees some tools to help them make a great first impression - fast. You have worked hard to get the clients to reach out, now how can you tell your story in a way that will set you apart from everyone else - right away! We take a deep dive into crafting the right story and how to communicate best using new digital tools.


Once our buyer enters the decision phase, our business communication skills needs to be clear, compelling and confident. We help them build a strong case to present to prospects that will make their unique attributes clear. In this section, we focus a lot on improving our business writing skills in particular. We cover why some words are more persuasive than others, and how to simplify your writing to help you build a better case.


When you have won the business, what can the influencer salesperson do to continue to be a trusted resource and advisor? We share some easy technology to influencers communicate with in house guests to ensure their experience is delightful. We also focus on incorporating other departments to help capture images or videos of our customers.


Once the buyer has finished experiencing your product, they can become extensions of your influencer sales departments. We share strategies and technology to turn your customers into advocates for you. We learn the value of asking for referrals, as well as compelling our clients to share our content with their own professional networks.

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