{"id":23012,"date":"2020-09-01T08:37:02","date_gmt":"2020-09-01T07:37:02","guid":{"rendered":"https:\/\/envesrevenue.com\/?p=23012"},"modified":"2021-03-12T10:19:13","modified_gmt":"2021-03-12T09:19:13","slug":"venta-directa-por-telefono","status":"publish","type":"post","link":"https:\/\/envesrevenue.com\/gl\/venta-directa-por-telefono\/","title":{"rendered":"Venta directa por tel\u00e9fono"},"content":{"rendered":"<p>Tras nuestros posts sobre la <a href=\"https:\/\/envesrevenue.com\/pagina-web-consejos\/\" target=\"_blank\" rel=\"noreferrer noopener\">p\u00e1gina web<\/a> y sobre el <a href=\"https:\/\/envesrevenue.com\/motor-de-reservas-propio\/\" target=\"_blank\" rel=\"noreferrer noopener\">motor de reservas<\/a>, continuamos el hilo con la venta directa por tel\u00e9fono.<\/p>\n\n\n\n<p>No hace mucho tiempo atr\u00e1s la gran parte de las reservas, por no decir el 100%, eran por tel\u00e9fono. Pero hace alrededor de 15 a\u00f1os comenzaron a surgir las OTAs (Atr\u00e1palo, Last Minute, Booking&#8230;.) y la demanda empez\u00f3 a inclinarse por este m\u00e9todo. Tenemos que asumir que los tiempos de la venta eminentemente directa no volver\u00e1n.<\/p>\n\n\n\n<p>Varios son los motivos del desplazamiento del canal para la toma de reservas que sustituyeron finalmente al tel\u00e9fono:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Inmediatez<\/strong>. Estamos en la \u00e9poca del clic y la inmediatez. Actualmente, a trav\u00e9s de la App de cualquier distribuidor, el cliente tarda 15 segundos en confirmar su reserva. Seguramente tardemos m\u00e1s en contestar el tel\u00e9fono.<\/li><li><strong>Confianza<\/strong>. Como hemos comentado en anteriores ocasiones, unas <a href=\"https:\/\/envesrevenue.com\/las-redes-sociales-en-alojamientos-turisticos\/\" target=\"_blank\" rel=\"noreferrer noopener\">redes sociales <\/a>o una <a href=\"https:\/\/envesrevenue.com\/pagina-web-consejos\/\" target=\"_blank\" rel=\"noreferrer noopener\">web <\/a>desactualizada generar\u00e1 el efecto contrario.<\/li><li><strong>Disponibilidad<\/strong>. En la mayor\u00eda de las ocasiones estas plataformas funcionan a su vez como escaparate poniendo a disposici\u00f3n del cliente todos los alojamientos disponibles de la zona.<\/li><li><strong>Claridad<\/strong>. A diferencia de muchos motores de reserva, cuando el cliente confirma su reserva a trav\u00e9s de estas herramientas sabe exactamente qu\u00e9 ha reservado y en qu\u00e9 condiciones. (revisar nuestros consejos para la elecci\u00f3n del <a href=\"https:\/\/envesrevenue.com\/motor-de-reservas-propio\/\" target=\"_blank\" rel=\"noreferrer noopener\">motor de reservas<\/a>). <\/li><li><strong>Promociones de Fidelizaci\u00f3n<\/strong>. El cliente habitual de estas herramientas tendr\u00e1 ventajas especiales (Programas Rewards, Genius,&#8230;)<\/li><li><strong>Comunidad<\/strong>. Accederemos a los comentarios y valoraciones de hu\u00e9spedes anteriores.<\/li><\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>No obstante, que el mayor peso de nuestras reservas ya no sea directo no supone que descuidemos nuestra atenci\u00f3n telef\u00f3nica.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<h4 class=\"has-text-color wp-block-heading\" style=\"color:#13a533\">Consejos para la venta directa por tel\u00e9fono<\/h4>\n\n\n\n<p><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Contesta siempre<\/strong>. Evitar que suene m\u00e1s de 3 veces. En el caso de no poder atenderlo en ese momento, descuelga, informa al cliente y solicita su tel\u00e9fono para llamarle de vuelta. Si tienes contestador, devuelve siempre la llamada.<\/li><li><strong>Identif\u00edcate<\/strong>. Descuelga el tel\u00e9fono identificando el alojamiento y la persona que habla.<\/li><li><strong>Inter\u00e9sate<\/strong>. Solicita el nombre al cliente para poder dirigirte a \u00e9l nombr\u00e1ndole y comprueba si ya ha estado en anteriores ocasiones. Si es un cliente habitual y tienes bien alimentado tu PMS puedes tratar de ajustar tu tarifa y servicio a las caracter\u00edsticas de su estancia anterior.<\/li><li><strong>Escucha<\/strong>. El cliente que llama por tel\u00e9fono normalmente tiene peticiones especiales o dudas a resolver por el alojamiento. S\u00e9 paciente y comprensivo.<\/li><li><strong>Crea un ambiente amigable<\/strong>. S\u00e9 emp\u00e1tico y simp\u00e1tico con el cliente, adapta tu lenguaje y trata de trasladar la imagen del establecimiento (el lenguaje ser\u00e1 diferente en un hostel que en un Relais&amp;Ch\u00e2teux).<\/li><li><strong>Ofrece la mejor alternativa.<\/strong> Dentro de tu producto, habr\u00e1 opciones que se adapten mejor a las necesidades que ha transmitido el cliente.<\/li><li><strong>S\u00e9 claro<\/strong>. Informa al cliente de las caracter\u00edsticas de las instalaciones, de la reserva y de las condiciones de pago y cancelaci\u00f3n.<\/li><li><strong>Haz crosselling<\/strong>. Informa al cliente del resto de servicios disponibles en el alojamiento y trata de mejorar la reserva.<\/li><li><strong>Bloquea la estancia<\/strong>. Antes de confirmar la reserva comprueba que no te ha entrado otra reserva durante la conversaci\u00f3n o bloquea las fechas para evitar overbookings.<\/li><li><strong>Pide los datos del cliente<\/strong>. No olvides solicitar su tel\u00e9fono, su email y su tarjeta si fuera necesario.<\/li><li><strong>Despedida<\/strong>. Ponte a su disposici\u00f3n para cualquier necesidad.<\/li><li><strong>Confirma la reserva<\/strong>. Es aconsejable enviar mediante email la confirmaci\u00f3n de la reserva. Al cliente le generar\u00e1 confianza tener su reserva por escrito y nosotros estaremos reconfirmando los datos de la reserva. Adem\u00e1s, podemos aprovechar para enviarle una peque\u00f1a gu\u00eda de la zona (actividades, restaurantes&#8230;), consejos para llegar al hotel u otra informaci\u00f3n que consideremos de su inter\u00e9s.<\/li><\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>Esperamos que con nuestros consejos no dejes escapar ninguna reserva y recuerda que una sonrisa puede traspasarse a trav\u00e9s del tel\u00e9fono.<\/p>","protected":false},"excerpt":{"rendered":"<p>Tras nuestros posts sobre la p\u00e1gina web y sobre el motor de reservas, continuamos el hilo con la venta directa por tel\u00e9fono. No hace mucho tiempo atr\u00e1s la gran parte de las reservas, por no decir el 100%, eran por tel\u00e9fono. Pero hace alrededor de&#8230;<\/p>","protected":false},"author":3,"featured_media":23014,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[160,1],"tags":[86,136,135],"class_list":["post-23012","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-novedades-ideas-y-consejos","category-revenue-management","tag-revenue-management","tag-telefono","tag-venta-directa"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Venta directa por tel\u00e9fono<\/title>\n<meta name=\"description\" content=\"Os damos consejos para consolidar la venta directa por tel\u00e9fono para recuperar cuota de mercado ala venta online y a la intermediaci\u00f3n.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link 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