WHO TO CALL ON – SATURATION TIPS

The following document should be used by both the General Manager, as a leadership tool to ensure your salesperson(s) is saturating the entire market (far left column) and penetrating each account (second column) and the salesperson(s) as a teleprospecting tool.

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Office Managers

Counter Clerks

Usual Type of Incoming Travel
(What to ask about)

Referrals to travelers they are in contact with

General Questions
(Something to break the ice)

What cities/states are you currently booking reservations?
How important is the rate to you and your guest/client?
What needs are important to you and your client?
What information can we provide for you?
What can we do to be your preferred hotel chains?
Do you handle any corporate accounts?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Flight Crew

Director or Manager

Operations Manager

Usual Type of Incoming Travel
(What to ask about)

Flight attendants, pilots, captains, layovers, distressed passengers, training, recruiting, interviewing

General Questions
(Something to break the ice)

Who is your travel coordinator?
Where are you currently staying? Why? How much?
May I have a copy of your flight schedule?
Do you require the hotel to provide transportation?
Where do you send distressed passengers?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Captains

Coaches

Ticket Counters Clerks

Usual Type of Incoming Travel
(What to ask about)

Referrals to incoming fans

General Questions
(Something to break the ice)

Where are your events held?
Do you have any overnight trips?
Who is responsible for the accommodations?
Who are your sponsors?
Are you hosting any tournaments here?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Operations Manager,

Preservationists,

Counter Clerks

Usual Type of Incoming Travel
(What to ask about)

Referrals to tourists

Participants

General Questions
(Something to break the ice)

Do you refer guests to hotel accommodations?
Would you be interested in packages?
What advertising opportunities are available?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Complex Manager

Usual Type of Incoming Travel
(What to ask about)

Families waiting for an opening, units damaged by fire, water, tenant

General Questions
(Something to break the ice)

Do you refer people on a waiting list to hotels?
Do you have a back up option?
Do you have a waiting list currently for your apartments?

Organizations
(Saturating the market)

(not attached to hotel)

Who to Contact
(Penetrating an Account)

Director, Manager, Coordinator

Usual Type of Incoming Travel
(What to ask about)

Referrals of wedding parties being planned, reunions, graduations, etc.

General Questions
(Something to break the ice)

Can we obtain or provide information on hotel for upcoming events?
Do you have a schedule of events?
Do you have an individual who handles accommodations?

Organizations
(Saturating the market)

Yellow Cab, Checker, etc.

Who to Contact
(Penetrating an Account)

Station Manager

Drivers

Usual Type of Incoming Travel
(What to ask about)

Referrals to tourists on our property

General Questions
(Something to break the ice)

Do you refer guests to hotels?
Can we provide you with information on our hotel to give to passengers?

Organizations
(Saturating the market)

Avis, Hertz, etc.

Who to Contact
(Penetrating an Account)

Counter Clerk

Manager

Training Manager

Usual Type of Incoming Travel
(What to ask about)

Out-of-town business people needing referrals on where to stay

General Questions
(Something to break the ice)

Check for proper directions to hotel.
Do you refer to hotels?

Organizations
(Saturating the market)

Restaurants – Arby’s,  McDonalds
Clothing – JC Penney, Sears, Limited, Loehman’s
Hardware – Ace
Automotive – Midas Muffler, Firestone
Department Stores – T.J. Maxx, Target

Who to Contact
(Penetrating an Account)

District Director

Vice President of Operations

Personnel Director

Store Manager

Usual Type of Incoming Travel
(What to ask about)

Floor display supervisors, buyers, auditors, regional managers, trainers or trainees, district directors, distributors, sales reps

General Questions
(Something to break the ice)

Do you have visiting district managers?
Do you host training at your store/restaurant?
Do you have trainers that come into your store/restaurant?
Do you have plans for expansion or remodeling?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Administration Offices

Usual Type of Incoming Travel
(What to ask about)

Weekend outings, revival camps, other pastors, priests, clergy, conference – area regional

General Questions
(Something to break the ice)

How many members are in your congregation?
Does your congregation hold any conferences and/or seminars?
How can we participate in promoting your weekly bulletin?
What charity needs does your church have?
Can we provide hotel information for couples having upcoming weddings?
When you are helping people in distress, where do they stay?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Director

Special Events Coordinator

Usual Type of Incoming Travel
(What to ask about)

Road crews, performers, fans, stage crews

General Questions
(Something to break the ice)

What type of tournaments or special events do you host?
How are your reservations currently booked (coaches, parents, tournament, directors, etc.)?
What other needs do you have?
What can we provide you with to help promote our property?
What teams do you have traveling abroad?

Organizations
(Saturating the market)

Elks Club, Lions Club VFW, Automobile Dealers, Construction Industry Manufacturers

Who to Contact
(Penetrating an Account)

Director or President

Usual Type of Incoming Travel
(What to ask about)

Annual meetings, special events, outside chapter visitors

General Questions
(Something to break the ice)

  1. Do you rent out your facility for outside events such as weddings, anniversaries, etc.? If so, may I have a list of those events?
  2. What type and when are your conventions?
  3. What types of special events do you have?
  4. Who else can I speak to that would handle other legions with lodging needs?
  5. When your baseball team travels (American Legion) where do they stay overnight?  What rate are they paying?
  6. Do you host any tournaments where teams are coming to town?
  7. Where do you hold state meetings for legion commanders?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

General Contractors,

Job Supervisors

Usual Type of Incoming Travel
(What to ask about)

Out-of-town building projects

General Questions
(Something to break the ice)

Are your contractors local or from out-of-town?
Are there any other locations for this type of restaurant proposed?
If so, where?
Where is the corporate office?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Director

Usual Type of Incoming Travel
(What to ask about)

Company/annual quarterly meetings, athletic events, races, motorcoach tours, people relocating to the area, festivals, special events, leads, etc.

General Questions
(Something to break the ice)

  1. Chamber of Commerce:
    Do you host “Business After Hours”?
    Are we involved in all committees and organizations that would benefit you and us?
    May we provide rooms for you and your guests to the city?
    May we place our hotel information in your racks?
    Do you have a business referral program?
    What are the primary feeder cities for this area?
  2. Convention and Visitor’s Bureau:
    How does your lead process work?
    How often do you do FAM tours?
    Can we get a list of the tour operators that stop here?
    What advertising opportunities are available other than the CVB (i.e., trade shows, etc.)?
    What are the primary feeder cities for this area?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Clerk of Courts

Usual Type of Incoming Travel
(What to ask about)

Jury duty participants, expert witness

General Questions
(Something to break the ice)

Who arranges for (sequestered) jury participants?
Do you have expert witnesses coming into town?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Directors

Usual Type of Incoming Travel
(What to ask about)

Leads on new construction projects to get construction crews, opening teams and relocation

General Questions
(Something to break the ice)

Can we obtain a list of new business development?
Can we get an updated list of commercial permits issued?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Director

Usual Type of Incoming Travel
(What to ask about)

Friends, relatives

General Questions
(Something to break the ice)

Do you refer families to hotels? How can we help?
What can our hotel do for the families (florist, etc.)?
Do you host any seminars? If so, would you be interested in setting up a corporate rate?
What types of needs do your customers have (meeting room, etc.)?
Is there a State Funeral Director’s Association? If so, where are the meetings held?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Department of Administration

Department of Agriculture, Trade Consumer Protection

Deputy Chief of Research, Development & Acquisitions

Asst. Chief of Staff Intelligence

Chief, National Guard Bureau

Chief of Staff, Air National Guard

Academy

Inspection & Safety Officers

Recruiting Offices

Comptroller

Director of Engineering

Director of Ops

Director of Plans and Programs

Protocol Officer

Usual Type of Incoming Travel
(What to ask about)

Varies

General Questions
(Something to break the ice)

  1. Government
    What cities do agency reps travel to?
    Where are your regional/satellite offices?
    Do you have a list of directors at those satellite offices?
    Who are your department contacts?
    What is your per diem?
    How many room nights did you use last year?
    May I have a qualifying list? Can we get on the qualifying list of hotels that your employees are approved to stay in while on business?
    May I have a schedule of exams/certifications that you host?
    Where do you accommodate people that are relocated here while they are looking for a place to live?
  2. National Guard
    How much is your government per diem?
    What type of on-going training do you have?
    Do you need transportation?
    What is your policy for staying off base?
    Where do the visiting families of reservists stay?
    What are your routes for convoys?
  3. Military Recruiters
    Where are your current commanders staying?
    Where do your recruits currently stay when receiving physicals, etc.?
    Do you participate in any career fairs?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Administrative Offices

Admissions

Purchasing

Training Department

Usual Type of Incoming Travel
(What to ask about)

Recruitment of new physicians and nurses, affiliate auditors, inspectors, visiting affiliate physicians, state inspectors

Visiting out-of-town families and relatives

Pharmaceutical reps and salespeople

Special seminar attendees, students, new employees

General Questions
(Something to break the ice)

  1. Administration:
    May I obtain a list of your departments?
    Do you have plans for expansion? Have you identified   a contractor?
    Do you have specialty units?
    Where do people stay when they are in town for an interview?
  2. Training Department:
    Do you host training seminars or clinics? Can we obtain a schedule?
    Where do people stay when they are in town for training?
  3. Purchasing:
    Do you have pharmaceutical reps and medical equipment reps visiting?
  4. Admissions:
    Where do families stay when family members are in the hospital?

Organizations
(Saturating the market)

Wausau, American Family, Prudential

Who to Contact
(Penetrating an Account)

Executive Secretary of the President

Human Resources Director

Travel/ Conventions Coordinator

Usual Type of Incoming Travel
(What to ask about)

Recruiting, training, seminars, field travel, auditors, families distressed, regional and district managers

General Questions
(Something to break the ice)

Where are you currently staying?
What are your client needs?
Do you have relocation or training for staff?
Who is your regional supervisor or district supervisor?
Where are your regional meetings held?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

President

Vice President

Usual Type of Incoming Travel
(What to ask about)

Negotiations, meetings/seminars

General Questions
(Something to break the ice)

Do you have union representatives coming into town?

Do you host meetings or seminars?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Travel Department Manager

Training Director

Personnel Director Human Resources

Sales Director

Marketing Director

Purchasing Dept.

R&D Directors

Communications

Industrial Relations

Manufacturing

Agriculture Dept.

Community Development/PR

Usual Type of Incoming Travel
(What to ask about)

Marketing representatives, training students, interviewees, sales reps, branch, regional and district managers, auditors, new product directors, engineers, technicians, research and development directors, construction crews, site development teams, trainers, opening teams, inspectors

Employee training, new employee training, industry training students

Recruitment – interviewees, training (will be able to give you other department travel leads)

Field sales representatives for meetings, refresher training

Field marketing reps in for meetings and training, salespeople from other organizations and companies, advertising visitors

Reps and salespeople from different manufacturers and organizations

Engineers, real estate reps, investors

General Questions
(Something to break the ice)

Use high gain/open ended questions.

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Executive Secretary to the President

Usual Type of Incoming Travel
(What to ask about)

Meetings, conventions, seminars, special training, branch executives, out-of-town investors

General Questions
(Something to break the ice)

What are the names of your department heads?
Who do you currently use for overnight lodging for trainees and people in town for interviews?
How often do you use overnight lodging?
When do state and federal auditors come in to review financial statements and where do they stay?

Organizations
(Saturating the market)

Chevrolet, Ford, etc.

Who to Contact
(Penetrating an Account)

Operations Manager, Personnel Director

Usual Type of Incoming Travel
(What to ask about)

Training seminars, meetings, corporate executives

General Questions
(Something to break the ice)

Can we obtain a mailing list of customers?

Organizations
(Saturating the market)

Packages

Who to Contact
(Penetrating an Account)

Tour Coordinator

Group Tour Manager

Director of Motorcoach Operations

President

Director Tour Department

Usual Type of Incoming Travel
(What to ask about)

Senior citizens, high school groups, singles outings

General Questions
(Something to break the ice)

How many times per year do you travel to the city?
What are your en-route needs (cross-selling)?
Would you be interested in establishing a set rate based on volume?
Is room rate the most important factor in determining where you look to stay?
What rate must I offer to get your business?
Do you have pre- and post-tour overnight needs?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Director

Usual Type of Incoming Travel
(What to ask about)

Friends, relatives

General Questions
(Something to break the ice)

How many residents do you have? Is it local area, rural or outreach-based?
Do you have visiting families? What about during the holidays?
Who do you currently refer your overnight stays to?
Do you require overnight lodging for any of your staff members?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Their lobby reader- boards for leads

Front Office Manager for overflow materials

Usual Type of Incoming Travel
(What to ask about)

General Questions
(Something to break the ice)

Are you booked tonight (or a specific special event weekend)?
Can you please refer overflow to our hotel?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Station Manager

Captain

Usual Type of Incoming Travel
(What to ask about)

Special seminars, meetings, training, inspections

General Questions
(Something to break the ice)

Do you have training, seminars or meetings in town?
Do you have emergency housing needs?
Do you have visiting inspectors?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Postmaster

Usual Type of Incoming Travel
(What to ask about)

Training, auditors, seminars, meetings

General Questions
(Something to break the ice)

Do you host training, seminars or meetings?
Do you have visiting auditors?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Directors

Ticket Counters

Clerks

Preservationists

Usual Type of Incoming Travel
(What to ask about)

Car, horse, dog owners, fans

General Questions
(Something to break the ice)

Do you have people from out-of-town needing housing?
Do you coordinate accommodations for drivers?
Do you host driver training classes?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Train Master

Usual Type of Incoming Travel
(What to ask about)

Train crew, layover, training, recruiting, interviewing

General Questions
(Something to break the ice)

Do you have any need for corporate lodging?
Do you have any maintenance crews, inspectors or trainers who need lodging?
Do you need transportation?

Organizations
(Saturating the market)

Century 21, Merrill Lynch, ERA

Who to Contact
(Penetrating an Account)

Office Manager

Relocation Directors

Usual Type of Incoming Travel
(What to ask about)

New families relocating, training of agents/realtors, meeting referrals

General Questions
(Something to break the ice)

Do you hold real estate classes or seminars?
Do you manage rental properties?
Which companies do you work with?
Do you have any employees who require relocation?
Do you work with any out-of-town building developers?
What hotels do you refer customers to that cannot move into their present home and need a place to stay?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Director

Housing Director/ Coordinator

Usual Type of Incoming Travel
(What to ask about)

Displaced homeowners in a  natural disaster

General Questions
(Something to break the ice)

Where do people stay when they are displaced by a natural disaster?
Do you contract with hotels?
Can we get the names of the government officials that will be coming to the area to help?

Organizations
(Saturating the market)

Colleges/Universities, High Schools

Who to Contact
(Penetrating an Account)

Athletic Director

Dean’s Office

Alumni Director

Fine Arts Director

Administrative Office

Special Events Director

Admissions

Recruitment

Research Department

Student Services

Purchasing Director

Public Information Director

Usual Type of Incoming Travel
(What to ask about)

Visiting athletic teams

New professors, recruiting speakers

Reunions, special events

Performers, stage crews, recruiters

Relocation of professors, speakers, auditors, seminar speakers, homecoming, parents’ weekend, class reunions, cap and gown reps, jewelry reps

Homecoming, reunions, concerts, etc.

Visiting families, new students

Visiting companies, corporations, etc.

Visiting professors, scientists, students from other colleges

Visiting parents, salespeople

Manufacturing reps, salespeople

Visiting students, parents, television and newspaper reporters

General Questions
(Something to break the ice)

  1. Placement Office:
    Can I get a list of the recruiters that recruit on campus?
  2. Enrollment Services:
    What high schools do you go to in order to recruit students?
    Who books their rooms for the trips?
    Can you give our information to parents that are planning to visit the campus?
  3. Athletic Department:
    Can I have schedules of all the sports and a list of the respective coaches?
    Where do coaches go to recruit athletes and who books the rooms?
    Who books the cheerleaders rooms?
  4. Music Department:
    Do you have an annual band or choir tour?
    Do you host or attend any band or choir competitions?
  5. Housing Department:
    Do you have needs for temporary housing for students?

General Questions for these department:
Does your department travel for recruiting/meetings or host meetings?
Does the department host certification exams (i.e., CPA, MCAT, LSAT, etc.)?

Organizations
(Saturating the market)

Trucking

Bartending

Cosmetology

Beautician

Who to Contact
(Penetrating an Account)

Training Director

Usual Type of Incoming Travel
(What to ask about)

Out-of-town students, speakers

General Questions
(Something to break the ice)

Do you have students needing housing?
Do you have visiting speakers?
Who arranges housing?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Corporate Travel Director

Manager

Usual Type of Incoming Travel
(What to ask about)

Business people from out-of-town

General Questions
(Something to break the ice)

What cities/states are you currently booking reservations?
What needs are important to your and your client?
What information can we provide for you?
What can we do to be your preferred hotel chain?
Do you do any type of FAM tours? May we do one for you?
What motorcoach tours do you book?
Do you handle any corporate accounts?

Organizations
(Saturating the market)

Toll Booths (closest to your exit)

Who to Contact
(Penetrating an Account)

Usual Type of Incoming Travel
(What to ask about)

General Questions
(Something to break the ice)

Do you have a place to display hotel information?
Do you have people looking for hotels?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Terminal Manager

Usual Type of Incoming Travel
(What to ask about)

Training, overnight haulers, branch affiliate managers

General Questions
(Something to break the ice)

Where are you currently staying? What do you pay?
Where do you travel?
How many overnight stays do you need?
What about hourly stays (check-in at 7 a.m. and out by 3 p.m.)?

Organizations
(Saturating the market)

Who to Contact
(Penetrating an Account)

Housing Director

Relocation Director

Usual Type of Incoming Travel
(What to ask about)

Relocation, overflow for on-base training, visiting personnel

General Questions
(Something to break the ice)

Do you refer guests to hotel accommodations?
Would you be interested in packages?
What advertising opportunities are available?

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