The idea of the Worst Hotel ever struck us when we were brainstorming about how to better show our customers how they get the most out of their upselling and guest communication. So we invented The Worst Hotel, to illustrate how can these be done the worst, with all the possible mistakes, so you can learn from other hotel’s mistakes.
The Worst is a three-star hotel, but they surely don’t deserve any of that. When you booked, you did not receive any information. On the website there is something about a restaurant and in-room massages, which you’d love to buy, but no information about how to purchase it.
There are cockroaches in the room, hair in the sink and the glass in your bathroom has lipstick stains.
If you’d like to have breakfast, it costs extra, but there are no vegan options (OMG) and the coffee tastes like at a gas station. But when you go down to the reception to complain about all this, you find it empty. After ringing the bell, a rude and grumpy staff member will show up, claiming nothing that you have experienced is The Worst’s fault.
So what could this hotel do better? Besides the obvious things, like hiring a cleaning lady, and a competent receptionist they could also start upselling and communicating with the guest properly. Let’s start with the first form of guest communication, the pre-stay email. The Worst hotel decided to do the following:
The first thing you probably notice is that it’s a big block of text in tiny letters. It’s 2020, people do not read anymore. Especially not these emails. The Worst Hotel should only include the most important information in the email trying to keep it as short as possible.
What else is bad?
1.) Too much contact information, the guests can anyways reach you because they probably received a booking confirmation, or by answering to this email, or you could have a cool footer where you include your reception phone number and an email address.
2.) Your guests are most definitely already knowledgeable about this because when they decided to book your hotel these weighed in their options.
3.) This is a perfect example upselling done wrong. Instead of having a separate ”site’ where you explain your services in detail with the exact price and some pictures, The Worst just decided to drop this bit of info. Probably nobody will be enticed to buy the massages if they are marketed like this.
Keep it short, your guests only want to recieve a warm welcome with the necessary information and not War & Peace
4.) All the information here could easily be put on the website, only certain guests need to know this and they will ask. Secondly, maybe don’t patronize your guests and assume they don’t know how to behave.
5.) This is information the guest does not need to know pre-arrival and even if they are interested in, they can search for it very easily on their smartphone. This takes up a lot of space and makes the letter longer than necessary.
6.) Upselling! this all could be on the Worst’s upselling page as an offer. The information would look better in the booking confirmation mail.
7.) It’s obvious, everyone always has an ID on them, because we all legally obliged to.
Now, how about the Worst’s upselling?
You receive a letter that shows some offers like this:
Not too shabby, you think. There is a restaurant and a beverage room service. However, there is no link to the restaurant’s website, nor any explanation on what they serve. You just see a plain photo of the actual place, not the food that you will be getting. How disappointing…
Because you are travelling with your partner the champagne delivered to your room seems interesting, it would be such a nice surprise for them, but it’s so plain… could the hotel also add some bonbons? Or maybe a small cake?
It would be so nice to take a taxi from the airport to the hotel! How much will it be? Nobody knows and just to see an estimate would make you feel a lot better about ordering it.
Also, there are two taxi offers, which one to take? Oh, yeah, they are for different number of people. Why have two offers though when you can just have one, and set the price to increase by the number of people? Or select different type of cars?
A Sauna offer, wonderful! It’s a great option to relax, as the advertisers at the Worst have said it about 3-4 times in the above text. It also tells you a lot of extra information that you already know – therefore, it’s useless and takes up a lot of space. If you had the energy and time to actually read this offer you would learn such obvious pieces of information as there are chairs to relax at the sauna area, and that it is open during normal hours (who goes to the sauna at 4 a.m? maybe some crazy Estonians). But it’s 2020, and nobody really reads these long texts anymore.
Include information that makes the offer seem valuable and is needed for booking.
While the last offer does not actually require the guests to pay The Worst did not lose much due to the sloppy advertisement, however, with a spa option for payment, it could have been a dealbreaker for some.
What should The Worst do?
Some key takeaways for them would be to think about when is the information needed and when is it unnecessary. Overloading guests with text will just encourage them to skip reading it, and even missing the crucial bits.
What to do when information is needed?
Consider when is it appropriate to present it to your guests and in what format. Do they need to know it months/weeks before their arrival? Or is it enough to tell them a couple of days before? Then think about the format: should it be in an email (booking confirmation or pre-stay)? Or is it better if its simply on your website and those who are interested in it can look for it?
We live in a world where we are overloaded with information at such a fast pace that it is getting harder to process it all. Sticking to just the essentials is key here.
If you need tips on how to communicate with your guests better, read some of our articles:
Common mistakes with upselling
Ultimate and Revolutionary upselling tricks
How to communicate with Booking.com emails