Success Story : Jurys Inn

Objectives

  • To increase the conversion rates from an inbound enquiry into a booking
  • To increase their average order value
  • To proactively gain referrals
  • To make more show rounds and improve the conversion into a booking
  • To generate more meetings from cold calling

Challenges

  • Operating in a competitive market place which had become largely price driven
  • Too many tentative enquiries where people are only interested in a quote
  • Quotes not being followed up effectively
  • Referrals not proactively asked for
  • Lack of new business meetings made by cold calling
  • Poor feedback on our customer service

The Training Course

We delivered a 48 day bespoke training programme (4 days a month) which included:

  • Telephone manner and techniques on handling inbound enquiries
  • How to follow up on quotes
  • How to ask for a referral
  • How to cross sell and up sell to increase the average order value
  • How to manage the sales team
  • How to present effectively
  • How to deliver world class service

Results

Jurys Inns saw a dramatic boost in customer confidence, more bookings and an increase on the bottom line.

  • Increased conversion rates by 28% from an enquiry into a booking, resulting in an additional £240,000 net profit over the year
  • Increased average order value by over 12% per booking
  • Team proactively gained referrals, which they never did prior to training
  • Increased the number of show rounds by over 40% and increased the conversion into a booking by 21%
  • Team almost doubled the amount of new business meetings generated from cold calling
  • Customer feedback surveys showed a dramatic increase from 55% to 91%
Please get in touch for a free, no-obligation chat about your sales training requirements