It was 4:50 on Thursday afternoon as the Labor Day holiday weekend approached when the phone rang. I wasn’t expecting any phone calls as I had just finished up the last client call of the day.  So when the phone rang, all of my business senses perked up.  Since I didn’t recognize the phone number on the caller ID, I just knew it had to be a potential prospect seeking out my business advice.  Much to my surprise, it turned out to be Hilton Hotels prospecting me!  About two years ago, I stayed at a Hampton Inn, which is a division of Hilton. I can only speculate about Hilton’s occupancy rate now that summer travel is quickly winding down and gasoline prices remain high.   

If Hilton Hotels can call me and try to get me to stay in their hotels for business or vacation travel, then why can’t you be calling on customers and potential customers?  There is so much competition today that we can’t wait for business to come to us.  We must have something of value for the customer.  We must aggressively but respectfully go after business. 

During these times of an economic business downturn, only the strong survive.  The prospecting sales call from Hilton Hotels is an example of why Hilton continues to be a major hotel chain.  Yes, a lot of business just comes to them due to their locations and long-standing reputation in the hotel industry; but as a company, they are going to seek out new business and fill as many rooms as possible in order to keep travelers staying at Hilton rather than the competition.  Even just initiating the call to me, keeps the name Hilton prominent in my mind for the next time I consider making travel arrangements.

What are you doing to keep your business in front of the customer?