“Our marketing is the driving force for leads, which we then convert leads to sales,” says Russell. Event organisers can increase their revenue by introducing tiered ticket prices, offering attendees additional benefits. In-house food and beverage typically represents approximately 25% of total revenue and has an, average profit margin of approximately 29%. How to Increase Wedding Bookings At Your Hotel. VIP Ticket Sales Event organisers can increase their revenue by introducing tiered ticket prices, offering attendees additional benefits. Getting guest feedback, taking advantage of social media, and asking for online reviews can help spread the word about your business. “, At Upstairs Atlanta, we believe in going the extra mile for our clients,” says Russell. 3. If you can, include both empty venue photos and event photos filled with people on your website and social channels so customers can envision their party at your venue. You can still have a food and beverage menu without having a full-service kitchen. Over the same period, in-room dining revenue per occupied room declined 3.8%. Win – Win. Traditional selling tactics may work not as well as before, so we’ve added new recommendations to help increase your retail sales. Plus, we chat with Russell Simon, sales director at Upstairs Atlanta, about the methods his business uses to increase banquet sales. Give your guests the convenience they expect by providing the ability to … With search results becoming more robust and interactive, your Google Business Profile (which is a completely free listing) is more important than ever for reaching new customers on Google. Working with other departments such as housekeeping, food and beverage management and catering, banquet managers are expected to collaborate to make an event successful and increase sales. “Just as we have with the sales side,” explains Russell, “Upstairs Atlanta has placed an emphasis on the operations side to deliver a stellar customer service experience while making sure that our venue exceeds the clients’ expectations.”. If your hotel has a reasonable amount of meeting space (+10,000 ft.) and your banquet business is a significant contributor in your Food and Beverage Department (+20 per centÊof F&B revenue), you are going to want to separate local banquet business from group banquet business on all of your financial statements, forecasts, budgets and daily reporting. We’ve looked at some common issues or roadblocks a hotel may face and come up with solutions that will ensure you lock in the booking and increase the event revenue. – Have information readily available for planners on your website and social media. “Our preferred catering list includes some great special events catering companies and awesome Atlanta-based restaurants. Whether you’re a. or a full service hotel, there are different strategies that you can implement to secure more banquet business and increase your total sales. With these numbers, it only makes sense to leverage your food and beverage service to increase your hotel banquet sales. Attracting new customers is a good thing. A closed-loop cashless payment system has proven to increase on-site guest spending by 15-30% at fully cashless events, compared to traditional forms of payment. That’s because there’s a lot of networking involved when you work with potential clients and vendors. Off-premise catering is another area of the restaurant industry that continues to grow. Here are some practical ways to help you achieve your goals. Send past customers who booked with you this time last year an email and see if they’d like to start a tradition by doing the same this year. Turns out that the secret for how to find catering clients is that you need to be a bit of both. Whether your private event space offers food in-house or you work with caterers, make sure to mention that to your customers. Cater to your regulars and attract new customers by offering banquet services for meetings and special occasions. 1. Each stage should represent a different step in the buyer’s journey. Click here to log in to Gather. If you’re a medium-sized hotel with 1 meeting space that can fit 150 people theatre style, an RFP for a 500 person conference is not a qualified lead. Have packaged snacks, to go coffee, juices and pastries on display. Getting, , taking advantage of social media, and asking for online reviews can help spread the word about your business. Increase Your Catering Sales How to increase your catering sales. Restaurants with private dining rooms and banquet facilities can increase sales by catering to private parties and large functions such as weddings, holiday parties, and business conferences. One effective way to increase restaurant sales is by incorporating menu trends into your offerings. Consumers use their phone to get what they want, when they want - from on-demand car service to their daily coffee. The sales cycle stages can be as short as a few minutes or last as long as a couple months, but in general, every sales cycle follows a form of the seven stages above. Whether your private event space offers food in-house or you work with caterers, make sure to mention that to your customers. Increasing your hotel banquet sales starts with acquiring highly qualified leads. This is one of the most important ways to get people through the doors and increase your banquet sales. Work smarter, not harder. According to sales and marketing professionals from LeadBridge Partners, the best sales prospects are those you have already transformed into existing customers rather than a total stranger. It enables you to sell your products or services over and again successfully. Not only do meal options provide flexibility for planners who may not know everyone’s dietary preferences, it also allows alleviates stress for planners hosting ticketed events who may not know the number of attendees until later in the event planning process. On the flip side – they’re an integral part of your business’ profitability. There are many different ways to increase your average banquet check at your property. Related: See which event types are most profitable in our most recent guide. In today’s world, hotel’s need to find  a way to cater to everyone’s dietary needs without breaking the bank. First, make sure that your page is targeting a relevant topic for which you can compete. In fact, 71.67% of buyers start their purchasing journey with a google search (The State of Demand Generation 2013, Pardot). Here are a few ideas for driving more sales to help your business grow without breaking the bank. Thus, owners and managers of these venues often have an easier time than nontraditional spaces when it comes to getting people through their doors. In the U.S., 50-70% of people report regular alcohol consumption. In the time of depression, some companies increase sales and some decrease. Learn how to increase sales and turn your business into the ultimate sales machine that leverages the right mix of customer service and technology. You can also make a panicked planner’s day by providing them with a chord they left at home. 4. Essential strategies to increase your hotel room sales Secondly, some statistic results are presented to depict the characteristic symptoms, if available. You’re also there to tend to your client’s needs to ensure their event goes off without a hitch. . Keep in mind the need for portable bars when handling banquets for larger functions. Everyone likes to feel special, so what’s something creative you can offer your clients that will encourage them to have their banquet in your space? This will allow you to get a better understanding of the clients needs without the pain of going back and forth on email and having some sort of miscommunication during the correspondence. There's nothing better for catering sales than delighted clients. You may think that your only option is to turn down the RFP because you can’t meet all the planner’s criteria. Ask yourself if the information in the meeting you are planning could be better shared in an email or spreadsheet. Keep employees happy and encourage them to be salesmen. There's nothing better for catering sales than delighted clients. One way to find better turn catering leads into sales is to be more specific in your eRFP form. When attendees or guests are arriving at the event, they will always walk through the lobby. “Upstairs Atlanta has a lot of character and personality with its Edison bulbs, exposed brick walls, and signature cement bar top,” says Russell. Pete Williams offers ice carvings, flowers, upgraded linen and rental of a chocolate fountain. By using a pipeline, you will have a visual overview of your overall sales cycle – you can see where each potential booking is in the sales process, the status of the booking, and the estimated revenue of the booking. Next, it is a point of sale system ÒPOSÓ that has separate revenue buckets for the group and local sales. You can even offer them an incentive, like a free bottle of Champagne or a small discount. Better Customer Service: It is the most essential thing in the business, but then, all of us encounter average customer service that makes our experience horrible. If you haven't made plans to offer these services yet, here are some tips: 1. event sales EventProfs branding Customer Engagement target audience grow sales sales tips customer brand personal brand about the author Helen Moon, is a CIM qualified events and marketing director with an eclectic mix of experience in the events industry that spans 20 years and includes event production, venue operations, proactive sales and digital marketing. After launching fan friendly pricing, the Atlanta Falcons saw a 16% increase in F&B revenue and ranked among the NFL’s top three in overall game-day experience rankings. Go Mobile. Whether you have past experience in the events industry or you just want to tap into your entrepreneurial side, then the thought of […], A well-made cocktail can be the cherry on top of a great event — something people enjoy and remember. Don’t rely solely on this method — a 100% price increase is hard to swallow — but a 25% increase might not dampen demand. HVS: Five Ways to Increase Your Sales and Marketing Momentum in 2008 ; Writer Bio. These are easily set up. Upstairs Atlanta hosts many diverse events, therefore it is important that our preferred catering list represents a variety of cuisine to cover the multitude of palettes that our clients have.”, As an events industry pro, you’re not just in the business of managing stellar events. How to Increase Sales through Your Google My Business Listing http://www.lifecycle-performance-pros.com This video reveals 7 techniques for increasing internet sales. Local loyalty and coupon schemes can be integrated into a cashless payment system to … In addition, on-site promotional offers can be implemented at short notice, helping to generate additional income as required. You can even offer them an incentive, like a free bottle of Champagne or a small discount. Hotel banquet sales can be a pain in the … – They can require customization, ludicrous requests and be labour intensive. From the client’s perspective, they love how simplistic and user-friendly Gather is.” Software also makes it easy for businesses hosting events to send and receive proposals, make payments and communicate with clients — all in one place. Take advantage of these professional relationships and ask for business referrals from both vendors you trust and happy clients through email or in person. This also helps customers who may be scrambling to find a venue for their annual corporate event or holiday party. 3) Sales team : Another way to increase sales is to motivate the Sales team. to measure your progress, and track them closely. In order to effectively manage your sales, you need to have a formally defined sales process which will be reflected in the stages of your pipeline. However big the private events industry may seem, it’s actually a pretty small world. You can also take the opposite approach: increase ticket sales by adding a lower-tier ticket option. This doesn’t mean that as a limited service hotel you can’t add food and beverage options for meetings and events at your hotel. Unless you’ve been living under a rock, you likely already know that people find out about your business online, largely via google search or social media. Planners will most likely opt for options available on-site to simplify the logistical planning of their event. You need floor staff who are trained to ÒpostÓ the banquet sales to the corresponding codes from the BEO’s. Increase your activity and measure the results. Gathering leads that are outside of your property’s capabilities, can take away precious time from other opportunities that would be the perfect fit for your business. Banquets can be an area of high profit. All that it needs is power. With that said, let’s dive into the post. Effective revenue management strategies for hotels. No private event space is the same, so take the time to let your customers know what you can offer them that others can’t. Looking at hotel F&B performance for June 2017, on a 12-month-moving-average comparison, catering-and-banquet revenue per available square foot (RevPAS) rose 2%; while for hotel F&B venues, revenue per available seat saw a 1.4% increase, according to STR data. In … This includes creating banquet event orders and ensuring that relevant details are communicated to both the kitchen and banquet staff. You want to avoid siloing yourself into one specific size and type of event. A closed-loop cashless payment system has proven to increase on-site guest spending by 15-30% at fully cashless events, compared to traditional forms of payment. It’s OK to ask more of a prospective client! Planners have a lot on their plate. Especially for higher-tier hotels, F&B sales are a significant revenue driver. Depending on the size of your hotel’s banquet space, most hotels can get by with only one or two terminals. – Offer packaged meals like sandwiches and salads as options for lunch break. If you can illustrate what your event space offers that others can’t, through clear photos, then customers can see your event space features. Editor’s note: COVID-19 has dramatically changed the retail landscape. Our most successful method of marketing has been, without a doubt, word of mouth. The following 10 ideas can help you to increase sales and control costs: 1. According to Grubhub, here are the top 10 menu items that saw the biggest growth in popularity in 2018: Bean burritos, poke, chicken sliders, baby-back pork ribs, chicken burritos, chicken sandwiches, cauliflower rice bowls, chicken and waffle sliders, chicken parmesan, and buffalo cauliflower. Virgin. Maximize Your Table Turnover Rate. Goals focus your attention and energize your action. Now that you know how to increase banquet sales, see how our event management software can help you streamline your private events program! The Treasure Room has candle votives, vases, and other decor props that our clients can use free of charge.”. This is quite evident that if you increase the costs of your menu items, it will automatically increase the net sales of your restaurant. Increase banquet revenue with add-on sales. How to Increase Sales through Your Google My Business Listing. Increase Prices (Slightly) Increasing menu prices is a logical way to increase restaurant sales – if done right. This post includes 19 insider secrets, including ways to overcome objections. “Our strategy for booking repeat clients is fairly simple — it’s to provide such a phenomenal level of service that clients have no desire to go elsewhere,” says Russell. This can include images or videos of your spaces, floor plans with capacity, potential menus with pricing, past events you’ve hosted, and client testimonials. Over the same period, in-room dining revenue per occupied room declined 3.8%. Analysis on Sales Increase and Sales Decrease A short analysis is made on sales increase and sales decrease. Blue Magnet Interactive June 5, 2018 (originally published August 2014, this post has been updated June 2018 to reflect current information) My colleague and I had the pleasure of attending 2014 WeddingWire World Chicago on behalf of Blue Magnet Interactive. “We’re represented on many event venue websites, and we have a strong social media presence where we interact with prospective clients. Prospects almost always ask about food options when they tour venues, so having this information easily accessible will make the booking process that much faster. But how do you ensure you’re getting the right leads to your inbox? So I figure I will see if anyone on here has any tips or tricks that they have used in the past that have worked out well. They are also asking me to improve banquet sales by a large percentage as well, as well as raise the bar on the banquet clientele. They’re more likely to grab something right in front of them rather than leave the premises in search of a cafe. Implementing all of the above tips and putting their clients first. And you’re not wrong! The good news is there’s room for creativity when coming up with ideas to secure an RFP. – Provide a local dining experience. This strategy is always tested, evaluated, and optimized to achieve the desired results. One of the most effective strategies is to use your food and beverage services to increase bill size. – Prospect in real-time either via the phone or in-person whenever possible. Holly Edwards is Gather's Content Marketing Specialist. – Offer creative meal options like meal stations, snacks, and ‘build your own’ bars. So I figure I will see if anyone on here has any tips or tricks that they have used in the past that have worked out well. This ability has allowed Upstairs Atlanta to serve as a venue for all types of events, a benefit that a lot of venues don’t have.”. How to increase your hotel’s occupancy rate. But too often they are seen more as a necessary evil than an opportunity to improve. This type of plan is similar to an annual/weekly sales plan, but it focuses … How to Increase Revenue of a Restaurant With Banquet Sales. When it comes to generating catering sales leads, are you a hunter or farmer? These are easy to store, they don’t require any restaurant equipment to execute, and typically are priced to fit into any planners budget. When it comes to closing a sale, it's not all about smooth-talking your buyer. Better Customer Service: It is the most essential thing in the business, but then, all of us encounter average customer service that makes our experience horrible. “Event management software, specifically Gather, plays a vital role in increasing banquet sales,” says Russell. You have to be well trained in how to build rapport, become a trusted advisor as well as a product knowledge specialist. 3.�Update the "small touches" regularly. Then offer additional choices and package upgrades such as ice carvings, flowers, upgraded linens and a chocolate fountain. Nobody loves price increases, but inflation is a fact of life. , so having this information easily accessible will make the booking process that much faster. Then change the colors as described earlier to match your own branding. How will adding a point of sales system to your banquet bar increase sales? Offer items that are easy to order from a supplier and don’t require any kitchen equipment. Once you’ve received a potential lead or an RFP – reach out to your contact as soon as possible. 14 Sales Strategies to Increase Sales and Revenue 1) People Buy Benefits. What happens if you don’t have any meeting space or the planner requires on-site food and beverage? How to Increase Banquet Revenue To maximize your banquet revenues, you need to not only bring new business in the door, but to get customers to spend more once they decide to hire you. These partnerships will not only help you increase your revenue but also qualifies you for RFPs that have a catering component. One of the most effective strategies for lead management is a pipeline management tool. How to Increase Banquet Revenue. If you focus on your proven customers, you are able to increase and boost your sales dramatically. To truly increase sales, look to yourself and reduce your anxiety so you can be positive, hard working, and able to find ways to stay motivated. “Yet, it’s still enough of a blank canvas to allow any client’s vision to be brought to life. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. In 1994, she launched a full-service marketing and communications firm. There are many reasons people might plan a banquet, such as award dinners, work functions and wedding receptions. 5 WAYS TO INCREASE YOUR HOTEL BANQUET SALES, Once you’ve developed a system to filter out unqualified leads, you need a way to manage those leads. In fact, it's the hard way of going about it. Article - How to Optimize Your Hotel Sales Strategy for More Group Business - 100+ months of continuous RevPAR growth has the hotel industry riding an … One of the most effective strategies for lead management is a, 3 – Up-sell with Food & Beverage Offerings, There are many different ways to increase your average banquet check at your property. Marketed banquet event space via social media, mailings, cold calls, emails, networking, and references resulting in an increase in client acquisitions and a 25% increase in sales Oversaw the execution of events and banquets valued at over a million dollars per year You don’t need this unnecessary noise. “Our marketing is the driving force for leads, which we then convert leads to sales,” says Russell. a way to cater to everyone’s dietary needs without breaking the bank. One effective way to increase restaurant sales is by incorporating menu trends into your offerings. VIP Ticket Sales. By providing A/V equipment, it’s one less thing they have to remember plus they have on-site staff to help with any technical difficulties. That’s a big opportunity if you’re a bar or restaurant owner who sells alcoholic beverages. Encourage your team to come up with ways to cut costs, increase revenues and maximize customer service. Use of flowers, interesting table settings, a welcoming entrance at the front door and tasteful holiday decorations can all distinguish your hotel.�� 4.�Insure great food presentations. In addition, on-site promotional offers can be implemented at short notice, helping to generate additional income as required. And while the list of popular libations is ever-evolving and growing, […], When you’re in the events industry, you’re probably often working long hours trying to pull off amazing events for your clients. This could look like a half-day ticket rather than a full day, a digital stream of the event, or restricted access. But whether business is slacking or steady, there’s always room for improvement. At the end of the day, this means more money to invest in your people and your product. Find Your Audience. But attracting new customers is not the only way to increase your sales. Banquet halls are a classic choice for events. Most loyal fans will understand and want to support the event. Whether you’re a limited service hotel or a full service hotel, there are different strategies that you can implement to secure more banquet business and increase your total sales. With these numbers, it only makes sense to leverage your food and beverage service to increase your hotel banquet sales. “We’re represented on many event venue websites, and we have a strong social media presence where we interact with prospective clients. There are a […], Have dreams of being your own boss? 21. In fact, the vaguer or more general the online form is, the more likely it is that unqualified prospects will fill it out. Another type of sales plan you’ll see a lot is an individual sales plan for specific sales tactics, such as prescribed call sequences, email follow-up frequency, and meeting appointments. The first option is great if your property can handle the volume. Article - How to Optimize Your Hotel Sales Strategy for More Group Business - 100+ months of continuous RevPAR growth has the hotel industry riding an … In-house food and beverage typically represents approximately 25% of total revenue and has an average profit margin of approximately 29%. A 400% increase in sales. Firstly, data is divided into two groups by sales increase and sales decrease. Increase prices. Planners and attendees want an authentic, local experience especially if they are travelling for the event. 9. People don’t buy products, they buy the results that product will give. – Russell Simon, Sales Director at Upstairs Atlanta, Whether it’s a stage that can host a live band or your location that has a killer view of the skyline, capitalize on that unique element and run with it. As a result, you will see an increase in impressions for qualified queries, more clicks to your website, and, ultimately, revenue growth from your increase in sales inquiries. Your reps will be excited and ready to contribute to your sales meetings as a result. If you work with outside caterers or have a preferred caterers list, consider linking to their menus or sites so they can get a feel for those offerings as well. These simple yet impactful techniques can assist you in securing more banquet sales at your hotel and increase the total bill. We recommend having a wide range of. These symptoms will be potential indices, which can be used to aid understanding and interpretation. We’ve gathered some best practices to improve your sales game and win more banquet business. “One way that we do so is by allowing our clients have access to our “Treasure Room”, which is a room filled with decor items that can be incorporated into their events if they desire. Here are a few tips and tricks to strengthen the quality of your prospective clients. If you’re a restaurant, include examples of your special event menus on your website. You are fully equipped to offer a variety of food options to increase your f&b revenue. You’re going to be dealing with a variety of budgets and it’s important that you have food and beverage options that work for a meeting or event of any size. However, you … This ability has allowed Upstairs Atlanta to serve as a venue for all types of events, a benefit that a lot of venues don’t have. That is, you need to set yourself up to successfully find new catering leads. Our most successful method of marketing has been, without a doubt, word of mouth. I am being given carte blanche do whatever is needed hospitality standpoint to get the job done. It’s more convenient for a planner to rent equipment from the property rather than borrow or lease from a third party. Start your process of identifying your ideal customer by making a list of all of the benefits that your customer will enjoy by using your product or service. 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