How to sell to Founders at Hospitality companies
Founders in the hospitality industry are primarily measured on customer satisfaction scores, which directly impact their brand reputation and profitability. They respond to outreach that demonstrates a deep understanding of their unique challenges, such as managing guest experiences while optimizing operational efficiency. Highlighting how your solution can enhance guest satisfaction or streamline processes will capture their attention.
What actually hurts
- staff turnover issues
- guest experience complaints
- inefficient booking systems
- high operational costs
The playbook
- 01
Identify recent customer satisfaction drops
Use review platforms like TripAdvisor or Yelp to find hospitality businesses that have received lower ratings recently. Filter for hotels or restaurants with at least a 10% drop in their scores over the past quarter. This indicates potential pain points that your solution could address.
- 02
Research local competitors' offerings
Look for hospitality businesses in the same area that have recently upgraded their services or technology. Check industry news or local business journals for announcements. This can provide insight into what innovations are attracting customers and how your solution can help the founder stay competitive.
- 03
Connect via industry-specific events
Identify upcoming hospitality trade shows or networking events where founders are likely to attend. Use platforms like Eventbrite to filter for relevant events in the hospitality sector. Personalizing your outreach based on the event will increase the likelihood of a response.
- 04
Address common operational inefficiencies
Craft your message around specific pain points like staff turnover or booking system failures that are prevalent in hospitality. Reference case studies or examples of how your solution has helped similar businesses reduce these inefficiencies. Founders appreciate practical solutions to their everyday challenges.
- 05
Follow up with insights from recent trends
After your initial outreach, send a follow-up email that includes insights on recent hospitality trends, such as the rise of contactless services. This demonstrates your ongoing interest and positions you as a knowledgeable partner. Timing your follow-up within a week of your initial contact can keep the conversation fresh.
Subject lines that fit
- Improving guest satisfaction
- Streamlining your booking process
- Addressing staff turnover
Questions
- Why do founders in hospitality overlook cold outreach?
- Founders often receive a high volume of sales pitches and may prioritize immediate operational challenges over unsolicited offers. They are more likely to engage when outreach is personalized and directly addresses their current pain points, such as guest satisfaction or operational efficiency.
- What common objections do hospitality founders have?
- Founders may object based on budget constraints, especially in a fluctuating market. They might also express concerns about the time needed to implement new solutions or the potential disruption to their current operations. Addressing these objections proactively in your outreach can improve your chances of engagement.
- How can I demonstrate value to hospitality founders?
- To demonstrate value, focus on quantifiable benefits that directly impact their bottom line, such as reducing costs or improving customer satisfaction scores. Sharing testimonials or case studies from similar businesses can also help establish credibility and relevance.
- What role does technology play in hospitality founders' decisions?
- Technology is increasingly central to hospitality operations, influencing everything from guest interactions to backend processes. Founders are often looking for solutions that enhance efficiency and improve the guest experience, making it crucial to highlight how your offering aligns with these goals.
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