15 Unconventional Hotel Sales Strategies

Being stuck in a rut as a hotelier sucks. We’ve all been there. Those sleepless nights, staring at the ceiling, wondering what else you can try to drive sales for your hotel.

It’s a theme that keeps popping up in my calls with our revenue management consulting clients. So today, I want to share a few bold, practical ideas straight from the trenches. Ideas that break the cycle and keep you from playing the same old tune as every other hotelier.

Article Summary

• Stop Dropping the Ball on Corporate Bookers
• Turn Guests into Brand Ambassadors
• Finally Start Using Your Guest Data (Properly)
• Custom Packages Based on Preferences
• Turn Every Hotel Space into a Sellable Space
• VIP Corporate Booking Circle
• ‘Stay for a Cause’ Events
• Corporate Referral Program
• “Office on the Go” Packages
• Experiential Upsell Options
• Extend Outreach to Event Planners
• ‘Hotel Preview’ Days for Corporate Decision-Makers
• Looks Are Everything (Everywhere You Appear)
• Leverage ‘Bleisure’ Packages
• After-Stay Engagement Plan

1. Stop Dropping the Ball on Corporate Bookers

Onboarding isn’t just for employees; it’s for your corporate bookers, too. The number one mistake I see hotel salespeople make is going silent the moment the contract is signed. That’s not just wrong, it can cost you room nights, or worse, the entire account. All those hours spent on calls and meetings to acquire them, you just lost.

I always preach: keep the communication alive, and make it personal. No automated emails. Call them. Invite them for a coffee. Show them what’s new at your property. If they’re too far away, jump on a quick video call. I have seen that getting face-to-face with them makes a huge difference.

Here’s a practical example: let’s say you turned that unused corner of your lobby into a multifunctional coworking space, complete with exactly what corporate guests love. Don’t let that go unnoticed. Show it to your corporate bookers. Make them feel the value.

The key is simple: never stop “selling” after the ink is dry.

2. Turn Guests into Brand Ambassadors

Your happiest guests are your best salespeople. Encourage them to share their stay through user-generated content (UGC) such as photos, stories, or videos.

The more authentic, real, and relatable the post, the better.

Much better advertising than any glossy brochure.

How? An easy practical example: create a signature drink and make it complimentary when guests tag your hotel.

3. Finally Start Using Your Guest Data (Properly)

Hotels collect tons of guest data, but most of it sits idle so it’s time to put it to work.

Part 1 (gathering data): Get creative in how you collect it. Wi-Fi logins, online check-in forms, feedback surveys, or even small contests can give you valuable insights.

Part 2 (using it): Segment your messages. A corporate booker wants efficiency and perks for business. A leisure guest cares about experiences and value. Don’t blast the same newsletter to both. It’s like serving the same dish to vegans and steak lovers; it won’t land.

4. Custom Packages Based on Preferences

Now you have the data, use it to build packages that actually resonate.

A couple stayed before? Offer a “Romantic Weekend” add-on with champagne and late checkout.

A family? Bundle the family/connecting room with breakfast, parking for their big family car, and tickets to a local attraction that the kids will 100% love.

The point I am getting to is to mirror their lifestyle. And make sure these packages are visible on your website not buried three clicks deep.

Empty corners are lost revenue. Transform them.

Lobby corner? Pop-up art gallery.

Unused meeting room? Daytime coworking space.

Rooftop? Sunset yoga or cocktail nights.

Hotels are real estate, and every square meter should either delight your guest or make you money. Preferably both.

6. VIP Corporate Booking Circle

Corporate bookers are like loyalty members; they love feeling special. Create a “circle” with extra perks: free room upgrades, access to an exclusive lounge, or quarterly appreciation dinners.

Group the benefits, give it a special name, and properly market it to them so it actually gets noticed.

It’s like turning your best bookers into your hotel’s “inner club.”

7. ‘Stay for a Cause’ Events

Align bookings with purpose. Partner with a charity and run events where a percentage of each stay goes to a cause.

For instance, “Stay in September, X% goes to the local foodbank.” Guests love knowing their stay has a positive impact. It’s sales with a conscience.

8. Corporate Referral Program

Word of mouth works in B2B, too. Reward corporate clients who bring new business.

Example: a corporate booker who refers another company gets a weekend voucher or priority booking perks. Suddenly, your clients become your sales team. And, as always, I could not emphasize enough on communicating the benefit. Creating it without saying it = time and effort down the drain.

9. “Office on the Go” Packages

We all know remote work isn’t just a trend, it’s a reality, and it’s here to stay. Package rooms with fast Wi-Fi, ergonomic chairs, meal plans, and access to amenities that help them unwind.

Think of a mini WeWork inside your hotel. Add small touches like coffee refills or after-hours drinks, and you’ll capture a whole new segment.

10. Experiential Upsell Options

Upselling isn’t just about breakfast. At check-in, offer unique experiences.

Exclusive local food tours.

Personalized city itineraries (especially if you know what guests like!)

A surprise “pillow menu.”

Upsells don’t just add revenue; they deepen the memory and elevate the entire guest experience.

11. Extend Outreach to Event Planners

Event planners are goldmines for group bookings. Don’t wait for them to find you, go to them. Attend local expos, join associations, and build personal relationships.

One planner can bring in dozens of events over the years. It’s the difference between fishing with a rod and casting a net.

12. ‘Hotel Preview’ Days for Corporate Decision-Makers

Don’t just pitch your facilities, show them off. Host an open day where corporate buyers tour the rooms, try the food, and experience your service.

It’s like a test drive. Once they see it, the sale becomes ten times easier.

13. Looks Are Everything (Everywhere You Appear)

Your hotel’s photos are its first handshake. And first impressions stick.

Make sure new photos appear consistently across OTAs, your website, and corporate booking platforms. I’ve seen beautiful hotels lose sales because one channel still showed outdated, poorly lit pictures. Guests will scroll past without giving you a chance.

14. Leverage ‘Bleisure’ Packages

Business + leisure = “bleisure.” Many corporate travelers tack on a weekend for fun. Package deals that make it easy: discounted spa access, local tours, or extended weekend rates.

It turns a two-night corporate stay into a four-night booking.

15. After-Stay Engagement Plan

Most hotels say goodbye and then… silence. Big mistake.

Follow up with personalized thank-you notes, feedback requests, or special offers. Keep the relationship alive. Think of it as watering the plant, you don’t stop once it’s sprouted.

Final Thoughts

As you see, I like to keep things practical. Testing new ideas and experimenting with sales strategies isn’t just “nice to have”, it’s essential.

It helps us learn what works, and even more importantly, what doesn’t work.

From experience, I’ve seen a massive difference in performance between hotels that embrace change and those that play it safe.

So, what’s the next strategy you’re willing to try?

Cheers,

Remko West

PS. Any doubts or uncertainties about how to tackle next year? Contact us for our revenue management consulting or hotel consulting services to help build a solid plan to outperform your competition..