Learn how vendors can effectively sell to hotels in this insightful episode of InnSync featuring marketing expert Jacki Brown! With practical advice on differentiation, transparency, and inbound strategies, Jacki and host Cory Falter dive deep into what hotels value most in vendors, the mistakes many are making, and how to stand out in a crowded market. Stick around for actionable takeaways that will transform how you approach hospitality sales.
Timestamps: [00:00:00] Intro - Meet Jacki Brown, founder of Jacki Brown Marketing. Setting the stage for the conversation: What hotels value most in vendors. [00:00:31] The Vendor Overwhelm: Why clarity and transparency are critical in vendor messaging. The pitfalls of vague buzzwords like “elevating the guest experience.” [00:02:23] Solving Problems vs. Selling Products The importance of leading with solutions to hotel pain points. How vendors can create alignment by listening and asking questions. [00:03:33] Differentiation: A Key Challenge Why many vendors struggle to communicate their unique value. Tips for saving hoteliers time with clear and early differentiation. [00:05:00] Educating Your Prospects The power of education in marketing and sales. Helping buyers make the case to their stakeholders with ROI-focused content. [00:06:46] The Importance of Inbound Content Why inbound content is more effective than outbound cold outreach. Examples of how vendors can use LinkedIn and YouTube to educate prospects. [00:10:42] Tactical Takeaways for Vendors Steps to get started: Audit your website, define differentiators, and refine your messaging. The role of leadership in building trust through content on LinkedIn. [00:12:08] Why Websites Matter Most Your website as a 24/7 sales assistant. Addressing pricing, FAQs, and objections upfront to build trust. [00:15:15] Trust and Transparency: Non-Negotiables in Sales Why being real with your prospects is essential for closing deals. The dangers of being overly salesy in today’s skeptical market. [00:16:20] Closing Thoughts Where to find Jacki Brown: Website and LinkedIn. Insights into Jacki’s work with travel tech and hospitality brands like Hapi, Olive, and Bodhi. Summary: In this episode of InnSync, Jacki Brown shares actionable strategies for vendors looking to succeed in the hotel space. From clear messaging to the power of inbound marketing, Jacki and Cory discuss how vendors can build trust and differentiate themselves in a competitive market. If you’re tired of the same old sales tactics and want to learn how to truly connect with hoteliers, this conversation is for you.