A few years ago I discovered that passion for the client turns into a surprise effect when you put all your creativity into it and make sense of it. The truth is that the phrase is true, but additionally you need a common idea and above all a team that believes in it. The truth is that all the necessary forces were brought together so that we could focus on what was really important, which was that our clients had the best experience at the hotel.
We had arranged a commercial visit with an advertising agency and a person from the telephone company with the red and white logo. We visited the great Atocha hall, classic and majestic, with its glass windows from the Maumejan house. We loved this room and it was the star of the hotel, but the client was looking for something less classic.
After presenting all the benefits of our room and showing him that we were a very good option, we named some events that had been held in the room, not exactly classic style, quite the contrary. We set ourselves up as creators of ideas and we were right on the money. The person from the agency was looking for a modern room that would not cause any problems. The final client believed in our team (sales and management in unison) and gave us the opportunity to at least present her the idea based on the briefing we had been given during the visit.
We got down to work and prepared a proposal that was more like the work of a creative agency’s team, but the fact is that the event was held at our hotel.
Proposal to satisfy a customer in a hotel
The client needed to show her guests at the event, an idea of segmentation to all types of audiences, especially outside the room, when they were more relaxed having a coffee break. The set up we proposed was to adapt our proposal of coffee with pastries, cut fruit, mini sandwiches, etc. The way all this was presented was what made him decide to stay at our hotel and hold the meeting there. The proposal was to give an idea of segmentation with rubber ducks representing different professions. That was the idea that the client needed and we gave it to her, a hotel.
The event was a success. It is true that the doses of energy we had to apply were astronomical, but with a team behind you that follows you and contributes, anything is possible. A priori we were at a disadvantage compared to other hotels, but we managed to get right what the client needed and surprise her.
Later I was lucky enough to have a conversation with a psychologist(https://www.linkedin.com/in/aidalorente/) and I told her about the case. He piqued my interest by relating each part of the story to terms such as “cognitive biases” and “neuromarketing.” He then related these terms to the sales process that many companies follow on the internet and we ended up talking about inbound marketing and sales funnels (I have to confess, at that time my knowledge of these topics was, let’s say, superfluous, that is, I had no idea. He recommended a couple of books and lent me one that was the trigger to bring order to my fundamentals on the subject: “The Traps of Desire” by Dan Ariely. It is a book that had been recommended to him in the degree and that is based on experiments, but it was useful for me to start studying the sales process.
