Managing Leads

With more and more event planners taking to the internet and peppering their local lodging markets with leads, it can be difficult for hoteliers and their sales teams to follow up in an efficient and timely manner. “It’s not uncommon today for a hotel to get the same lead at least three times,” says Erik Browning of the Rainmaker Group. “So figuring out which leads are fresh and which are duplicates can be a challenge.” There are now companies out in the lodging space, like the Rainmaker Group, that help hotels organize these leads into actionable items. “Slow response time on group business leads can, in turn, cause lost business for a hotel,” he adds. “Preventing delays is crucial when securing groups for your property.”