5 Key Takeaways for Successful Attribute-Based Selling (ABS) in Hotel Upselling

Imagine stepping into a hotel room that feels like it's been crafted just for you - a room that caters to your every whim and desire. Imagine unwinding in a luxurious bathtub or gazing at a picturesque city skyline from the comfort of your bed. With Attribute-Based Selling (ABS), these personalized experiences are no longer a figment of your imagination. ABS is more than a sales tactic; it's a way to build emotional connections with your guests. By offering your guests the chance to customize their stay and tailor it to their unique needs and preferences, you can create an unforgettable impression that sets your hotel apart from the rest. So, let's dive into the world of ABS and discover how you can create memorable experiences that your guests will love.

Attribute-Based Selling (ABS) is a sales strategy that empowers customers to personalize their experience by selecting specific features they want in a product or service. In the hotel industry, ABS can be used for upselling by offering guests the option to choose specific room amenities, such as a stunning view, a larger room, or a higher floor level, for an extra cost.

ABS in the F&B Industry

ABS has also been successfully implemented in the food and beverage industry. Many restaurants allow customers to personalize their meals by selecting specific ingredients or toppings, providing a unique dining experience. According to a report by Technomic, 40% of consumers are willing to pay more for food and beverages described as high-quality, while 35% are willing to pay more for food and beverages described as fresh. This proves that highlighting the attributes of food and beverage products, such as quality and freshness, can have a significant impact on customer purchasing decisions and willingness to pay a premium price.

ABS in the Retail Industry

ABS is also a growing trend in the retail industry. Many retailers offer customers the option to personalize their products, such as allowing customers to select the fabric, color, and size of their garment. According to a Deloitte study, 36% of consumers are willing to pay a premium for products personalized to their individual needs and preferences, and 48% are more likely to make a purchase from a retailer that offers personalized recommendations based on their purchase history or browsing behavior. Attribute-based selling, such as personalization and customization, can be an effective strategy for retailers looking to increase customer engagement, loyalty, and sales.

ABS in Hotel Upselling

When it comes to hotels and their array of assets, the definition of ABS can become blurred. In its purest form, ABS is about room features that are directly attached to the room. So, elements such as size (square footage), layout and bedding configuration, specific views, features such as a balcony, high ceilings, a fireplace, or even the position of the room relative to the distance of the elevator, restaurant or gym facilities – these are attributes that are completely fixed and attached to a hotel room.

On the other hand, items such as a late check-out, early check-in, meals: breakfasts or dinners, champagne, a massage or spa treatments are products and services that can be pre-sold and added to the reservation, they are not a direct attribute of the room. In the same notion, room amenities that are “moveable”, such as the minibar, tv with cable, and even the espresso machines, can also be included as part of an overall attribute-based shopping experience.

The principles of ABS can also be applied to the hotel industry to create successful upselling strategies. Hotels can showcase the unique features and amenities of their rooms, such as a stunning view, upgraded furnishings, or a larger space, to persuade guests to pay more for an upgraded room. They can also emphasize the convenience and value of add-on services, such as breakfast, transportation, or a spa treatment, to encourage guests to purchase additional offerings. Personalizing the guest experience by offering customized packages or services based on the guest's preferences or needs can create a more memorable and tailored experience for guests, increasing the likelihood of repeat bookings. According to a study by the Cornell School of Hotel Administration, hotels that offer ABS in room upgrades can see an increase in revenue of up to 35%.

The benefits of ABS in the booking process

The traditional hotel booking process can be cumbersome, leaving customers frustrated and uncertain about the value they are receiving for their money. Common complaints include opaque pricing, lack of clarity about room features, and a booking process that can be inefficient and time-consuming. However, with Attribute-Based Selling (ABS), hotels can address these issues and provide a personalized, streamlined booking experience that meets the unique needs and preferences of their guests. By offering customized room features, clear descriptions, and a more efficient booking process, ABS can improve the overall hotel shopping experience and increase customer satisfaction.

To successfully implement ABS, hotels should use data analytics to identify which attributes or services are most popular among guests and tailor their ABS strategies accordingly. Hotel staff, particularly those involved in guest interactions and sales, should be trained on ABS techniques to effectively communicate the value proposition of upsell offerings and make personalized recommendations based on the guest's needs and preferences.

Aside from better accommodating and aligning with customer needs and expectations, attribute-based selling is also about optimizing the management of inventory in a hotel to maximize value. Any revenue manager worth their salt will attest to price yielding and stand by the notion that a hotel that does not incorporate yielding of room prices leaves money on the table.

In conclusion, ABS can revolutionize the way hotels upsell and create exceptional guest experiences. By understanding the key takeaways of ABS and applying them in your hotel, you can increase revenue, customer loyalty, and overall guest satisfaction. So go ahead, create a memorable experience for your guests, and watch your hotel thrive!