Top 11 Tips for Combatting Hotel and Venue Sales Lead Fatigue

It’s a problem salespeople love to have: an influx of leads come in, each excited to work with you – but the catch is you’re the one person to manage it all. If you’re not careful, it can be a huge strain on your own time and health, not to mention the experience your potential customers have working with you.

As someone who’s been in the sales game for nearly 20 years, I’ve learned a few tactics along the way to combat lead fatigue and stay ahead of the sales process. Let’s dive in!

Understand Your Audience

✅ Train yourself and your team to prioritize leads based on factors most relevant to your goals, such as potential revenue size and likelihood of converting.  

✅ Understand where your lead is at in the sales funnel so you can better tailor your approach and meet them where they are. Someone in the awareness stage needs different information and communication than someone about to sign on the dotted line. 

✅ Determine and use your Ideal Customer Profile (ICP) to personalize the guest experience so it’s above and beyond their expectations, making it easier to drive loyalty and increase revenue. Plus, this helps you and your team know where to spend your time.

✅ Swap insights across your team and network to better understand what works for different types of leads, so you can approach them in the most effective way possible.

Let Technology Carry Some of the Load

✅ You’re probably already using a CRM, but there are tons of tools out there that can help you automate common sales processes, saving you significant time and effort. For example, Sertifi makes it easy to get leads through the finish line with our automated, convenient digital event contracting and payments solutions.

✅ Struggling to craft the perfect email? Give ChatCPT a try to spark some ideas. I always recommend using the auto-generated content as a starting point; be sure to tailor it so it’s relevant to the recipient and has your personal touch.

✅ Make as much information about your property or venue available online. For example, create and share virtual walkthroughs of your event spaces to limit in-person visit time.

Make a Game Plan Early

✅ If you’re setting ambitious goals, break them down into milestones so that you can regularly make progress and celebrate small wins along the way. 

✅ Sometimes leads need to be nurtured before they’re ready to sign. Develop a nurturing framework to follow and activate for each lead. For example, create a schedule for sharing educational resources, customer testimonials, and special offers. 

✅ Figure out how to organize your workday in the way that makes you feel more energized. Maybe you feel more productive knocking out the same tasks for different leads back-to-back, or maybe it works better for you to break up the day with a bunch of different tasks, so things don’t feel monotonous. 

✅ Build an organization system that works for you – and be careful not to overengineer it to the point where it’s ineffective. I’ve been known to ignore reminders because I have too many and don’t have an appropriate amount of time to respond to them.

Are there other tips you've seen work? I'd love to hear from you! Join the conversation on LinkedIn here.