ITB 2019 Special Reporting
7 Ways to Increase Sales
By Jennifer Nagy, President of JLNPR Inc.
Monday, 7th January 2019

There are literally hundreds of articles on every hotel industry news source about how hotels can improve their marketing to potential guests, increase their ROI, secure more customers, etc.

Unfortunately for vendors who are marketing their product or service to hotels, there is much less information available on effective B2B marketing tactics.

In this guide, I will tell you the seven BEST marketing tactics for increasing your company’s visibility to potential hotel clients, improving your credibility and brand recognition, AND boosting the ROI on your marketing spend.

In short, adding these seven tactics to your marketing strategy today will help you to SELL MORE, MORE OFTEN.

So, let’s just right in with the first marketing tactic…

Public Relations

Public relations (PR) is a highly effective tactic for B2B technology companies in the hospitality industry, as it builds brand awareness and credibility with potential customers, which will shorten a company’s sales cycle over the long-term – all at a fraction of the cost of traditional marketing. I have personally seen the phenomenal impact that public relations can have on a company’s financial success, especially for start-ups.

As in the hospitality industry, when there are many competitors trying to sell similar products/services to hotels worldwide, a company’s credibility and the customer’s prior knowledge of and trust in the brand become very important factors when making a purchase decision.

How Does PR Help Drive More Sales?

When shopping for a vendor, most hoteliers will start researching the companies that they already know and trust. If hoteliers aren’t familiar with any suppliers, most will look for recommendations from trusted third parties.

Well, that is exactly what PR is – an endorsement from a journalist, who are known to be required to adhere to strict ethical standards in terms of accurate, fact-based reporting. This type of endorsement (especially if your company has secured many placements in a variety of trade industry publications) will ensure that your company is at the top of the shopping list when hotels start searching for a new supplier.

Download the full document (PDF) here.

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