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CRM in the hotel industry

A few months ago I participated in a talk about marketing in hotels, particularly referring to one of the largest and most exclusive chains on the planet. There was something that the speaker mentioned that caught my attention, and it was the fact that the brand's property in Paris had a complete segmentation of customers, had them almost personalized and knew their tastes and preferences, something that kept it visited by world-renowned guests.

Such information leads me to ask you a question. Does your hotel have a customer management system (CRM)? Do you know the type of guests you receive and their preferences? If your hotel is a boutique type, with a more exclusive clientele, don't you think it would be easier to start a process of segmentation and classification of guests?

Do not forget that customers are not the same and the fact of offering them elements that make them feel unique is something that sooner rather than later will bring their returns. Personally, when I go to a hotel where, when I get to the room, I find something that tells me that the hotel has "worried" about knowing who I am: a welcome card signed by the manager, an audiovisual system that reminds me who I am or the same IP phone in the room with my name on its screen.

It's true that at least two of the things I mentioned are usually present in properties with high budgets, but along with the welcome cards and chocolates on the pillow left behind after each room cleaning, there should be plenty of other possibilities to make the guest feel a little more at home.

One of the things I've learned in marketing is that customer service is a powerful tool that, if you know how to use it, can bring many benefits. It's been almost two decades since companies entered the customer service wave, so there's no valid excuse for you not to implement some action to differentiate yourself from your competitors by using your guest as a pretext. This one will ultimately thank you.

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