Are DMO & Hotel Sales People Focusing On The Right Thing?

🚫 3 Things They May Be Doing Wrong

1️⃣ Talking About Themselves Too Much
DMOs and hotel sales managers often lead with “our hotel has 30,000 sq ft of space” or “our city has 10,000 hotel rooms.” That’s features, not solutions. Planners care about their needs first, not your brag sheet.

2️⃣ Focusing Only on Short-Term Wins
Too many chase the immediate booking or RFP and neglect the long game. They forget that relationship-building, visibility, and consistency are what turn one-time business into repeat business.

3️⃣ Not Leveraging Digital Visibility
Posting once every couple of months on LinkedIn is not enough. Many salespeople think their presence ends at trade shows or sales calls. In today’s market, if you’re not creating consistent, authentic digital touchpoints, you’re invisible.

✅ 3 Things They Should Be Doing

1️⃣ Lead with the Planner’s Needs
Start every conversation with: “Tell me about your goals for this meeting.” Then align your destination or hotel story to those needs. It’s not about your ballroom—it’s about their outcomes.

2️⃣ Invest in Relationships, Not Transactions
Check in with clients even when they’re not sourcing. Share industry insights, invite them to events, or simply congratulate them on LinkedIn achievements. Those touchpoints matter more than another templated RFP reply.

3️⃣ Be a Content Creator, Not Just a Salesperson
Show up where your clients spend time: LinkedIn, YouTube, podcasts, even short-form video. A quick video walkthrough of your lobby or a “top 3 things to do in our city” post can position you as a trusted advisor, not just a salesperson.

💡 Bottom line from Russell of Hotels: If DMOs and hotel sales teams would shift from selling space to building visibility, trust, and value, they’d see more consistent, long-term success.