Category Archives: Hospitality

Lessons in Hospitality

PineappleWhenever my travels take me to Little Rock I make it a point to stop in to @ the corner – a modern diner on Markham Street. While the food is consistently fantastic, the main element that keeps me coming me back time and again is the hospitality. I am drawn to their business for very personal reasons.

The owners can always be seen flitting about greeting customers and making personal connections. Each experience is unique and tailored to the patron that is being engaged. They take the time to get know each customer and utilize that knowledge to personalize the experience.

All too often we are subjected to a transactional service experience replete with scripted phrases and responses. It is refreshing then to encounter an establishment that is the embodiment of hospitality. A welcoming and relaxed atmosphere allowing for the utmost enjoyment. Instead of entering a building, one walks into a home. Instead of being greeted by a stranger, one is welcomed by friends. Instead of ordering food, one shares a meal. It is this relaxed and genuine approach to service that we should all strive to inject in our own service interactions.

In the spirit of hospitality…

Secret of Service

 

Top Secret

This past winter I was shopping at my local grocery store for ice melt. Our area had just been the lucky recipient of a large snow storm and there was a run on ice melt. While in the aisle the young store associate used non-verbal cues to ascertain that I was in need of something but hadn’t found it yet.

 

Using the 15-5 Rule he acknowledged me and asked the right questions to determine my need. Although the store had run out of ice melt, he didn’t simply answer the question with a negative (“No, we don’t have anymore ice melt“). He managed to end the transaction on a positive note by explaining why the store was out of ice melt, when it expected to receive more and where I might still find some. Despite walking away without the product I was looking for, the positive interaction will keep me going back. Whether or not the associate knew it, he exercised the most basic tenet of customer service – value the consumer.

 

I am always amazed when I receive  extraordinary service. I am not sure why because consumers should always be the recipients of excellent service Рregardless whether the transaction is off- or on-line. There is compelling evidence that consumers would spend more on a particular item if it meant that they were recognized and appreciated. Yet, despite the basic human need of feeling valued, most companies miss the mark.

 

How have you been made to feel valued?

 

In the spirit of hospitality…

Not the Service Exception, but the Rule

Rulers

We do not always practice what we preach. Moreover, we tend to get mired in the minutiae of our jobs that we forget who drives our industry – people. We do a wonderful job of understanding the mechanics but lousy at internal communication and execution. It is refreshing, then, when an establishment is firing on all cylinders. An organization that not only discusses the service basics, but also weaves them into their culture and executes them. I had the pleasure of visiting a Marriott hotel a few weeks ago in Massachusetts in which the staff exuded hospitality. They not only made my day, but also still have me talking about them. Continue reading

Great Service Begins with a Connection

heartOver the past few weeks I have been asked what has been the defining element of my career. Some are known as financial wizards, others as brand innovators and scores more as sales gurus. My hallmark is service. It may not be sexy but when executed flawlessly is a differentiator and a competitive advantage. In a landscape that grows increasingly crowded and fiercely competitive the advantage will not go to the hotel that offers the most amenities nor the lowest rate. Rather, the advantage will be scored by the property that emphasizes the value of their guests. These savvy hoteliers understand that longevity and success is achieved by nurturing relationships – establishing what I call a “heart connection.”

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