Handle this objection
Cloudbeds is too expensive for me
Value sell
Definition of lead win %
From the total of leads worked what % ends in Closed Won
What does ICP stand for?
Ideal CLIENT profile
This is the Cloudbeds motto
Largely considered the most popular boy band of all time, this boy band has sold the most records of any boy band ever.
Backstreet Boys
Cloudbeds doesn't have a mobile app
We are mobile friendly, all changes can be made from a phone, and we have an app coming
What is the definition of ASP and what is our target?
Average Sale Price and 200+
This is when a property goes to strategic
75 rooms or part of a chain
This is the first step in a demo
discovery/BANT/building rapport/welcome
Jordan, Joey and a famous brother made up this early 90s boy band who dominated airwaves with "Step By Step"
NKOTB
I've heard that you can't call someone for help directly with Cloudbeds and that you have to email/web form?
Our ticket system and form system is monitored 24/7 unlike traditional 9-5 call centers and is more efficient!
Definition of Demo Win %
From the total of demos completed how many end Closed Won
3 things our ICP is not
❌ Chains. We do not work with branded hotels unless they are deflagging (going independent)
❌ Full service properties (spas, golf, resorts, casinos, etc)
❌ Vacation Rentals / Condo Properties (see below for limitations)
❌ Below 5 rooms and over 75 rooms. While we do occasionally work with these businesses, it’s harder to meet their specific needs. Hence why they’re not in the ICP
Consultative
Setting the record for CDs sold in one week, this boy band spawned a massive solo star
NSYNC
Customer wants a trial account
"We don't have trials". If they insist, say "We have a demo" (3 days- set expiration date)
Set next meeting date to walk through & have them drive
Log in while on phone and show them through it
Set a next meeting date with the customer
What is our target for demo win rate?
45%
Why is ICP important
When you're working with an ICP, there is an increased probability of closing the sale since we bring these customers the most value. Working with properties outside of ICP often requires workarounds, and it increases the likelihood of no-shows or even worse...churn.
This is the first stage of a lead
Raw - owned by marketing
England's most popular boy band ever spawned a song writer for the Queen's Jubilee, as well as a solo artist that had the largest record deal in European history
Take That
Name 3 steps you do when a customer tells you they'll sign in October, but it's July
Set a next meeting date with the customer
Put new date in SalesForce
Change status to "On-hold"
Put in "on hold" cadence
Send post demo template
Set reminder on calendar
Definition of No Show %
From the total of leads converted how many "No show" & close lost without a demo completed
This is the ideal range for number of rooms (3 room total margin of error)
11-20
This provides or prospecting team with the ability to slice and segment based on the geographical proximity of prospects and clients. Want to see where current customers are in location to your prospect list? Now you can do that.
Maps!
This 90s R&B boy band has had a few different members, but will never see the "end of the road"
Boys II Men