Every year, hoteliers pour thousands into generating leads. You run ads. Your website converts. Your special offers land in inboxes. But here’s the brutal truth: most inquiries never become bookings. Why? You’re missing the follow-through: lead nurturing.
NB: This is an article from Revinate
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Every guest contact with an email or phone number represents roughly $12 in potential value. But most slip away and book with an OTA instead. Not because your property isn’t a fit, but because you never gave them a reason to come back.
You send one promotional email or make one phone call. Then…silence. And you wonder why that prospect didn’t choose you.
Today’s travelers expect personalized attention at precisely the right moment through their preferred channel. A timely text. A thoughtful email with relevant info. A genuine conversation with someone who remembers their name.
Strategic hotel lead nurturing closes the gap between interest and revenue, transforming casual inquiries into committed stays. This guide will show you exactly how to make it happen for your property.
What is lead nurturing, and why does it matter so much?
Think of lead nurturing as the art of building relationships with potential guests through insightful, well-timed communications that guide them from “just browsing” to “booking confirmed.” It’s about blending smart technology solutions with genuine human connection.
Modern travelers now expect fast answers to their queries, and they’re increasingly interested in properties using AI to better tailor responses and services to their specific needs. But AI and automation alone won’t get you over the finish line. Your lead nurture strategy needs that human touch at the moments that matter most.
Build an integrated lead handling workflow
Nurture leads effectively by building a workflow where nothing – and no one – slips through the cracks. The best hotel lead nurturing systems don’t operate in silos. They connect your digital inquiries, customer relationship management (CRM) system, and reservation team into one seamless operation.
The right tech ecosystem makes all the difference. When your customer data platform (CDP), marketing, and voice systems talk to each other, you get a unified view of guest profiles that include every interaction. No more “Hey, did anyone get back with that inquiry from Tuesday?” moments.
Here’s what works:
