MARRIOTT Marketing: 8 Selling Lessons Learnt as a Front Desk Clerk
In 2001 I was a struggling author who supplemented his income by checking people into their rooms and selling books. With a wife, 3year old and a newborn every dollar of income mattered. As a Front Desk Clerk at the Courtyard Marriott in Montgomery, Alabama I was able to meet business professionals from all walks of life. The one great thing they had in common is that most of them had to read in order to succeed in their line of work.
One day I had a crazy thought to sell books to guests as I checked them in. Similac was the beverage of choice for the newborn and the cost of each can made the idea not so crazy after all. Through the word MARRIOTT I will inspire you with the 8 things that I learned about selling books as a Front Desk Clerk.
The M is for Mind.
When you are checking someone in you only have a few minutes to say hello and greet them with a key. In my mind I played what I would say over and over again until I felt confident in saying it. This is where you write the first sales script.
The A is for Ask.
Once you know what you are doing it’s time to speak life into the possibility. I would say hello and welcome to the Courtyard Marriott. After verifying who they were and payment information and room was correct I would ask do you like to read?
The R is for Reel.
When you fish the reel is what brings the meal to you. Most guests would be curious with their answers and ask why I asked them about reading? If they answered why my response would explain to them that I’m an author and I want to introduce you to my bestselling book.
The R is for Ready.
Once I knew who was interested about seeing my book I would bring one from underneath the counter and place it right in front of their fingertips. It was hard for them to say no to me as they were seeing me in person and also on the cover of the book.
The I is for Information.
After the sale I quickly would let them where they could find certain things in the book and also the other products and services that I offer that may be of interest. The second thing I learned was to always ask if they have a business card so I could follow up with them and stay in touch.
The O is for Options.
In the hotel business there are slow days when the rooms are not at regular price. Rooms at that time were as high as $109.99 a night and as low as $59.99 on others. When the General Manager would tell us the least amount that a room could sell for it gave you options. When guests knew that rooms were normally $109 a night they would gladly pay $59 and give me $10 in cash for my book. The hotel booked a room, I sold a book, and the guest received a great rate along with my autograph.
The T is for Thanks.
Make sure you thank each and every person that checks in and out as a guest in your life. How you treat them determines if they come back as a customer or not.
The T is for Travel.
At most I would sell 3 to 4 books a night. I realized at that pace I would starve if I did not increase my income. I learned about how to set up and sell at military bases. One week I would work at the front desk and the next week I would travel all over the country and sell to military bases at their PX and BX stores.
Thanks for checking into my life through these words of encouragement. Please enjoy your stay and let others know by leaving a guest comment below.
Hire me here for your speaking engagements.
Check out my book Derricknymns.
Get my App!
Get in contact with me.
Sign up for Authopublisher’s RSS feed here.
Follow Authopublisher on Twitter.
Follow Derrick on Twitter.