Here is the transcript of the video:
Hello everyone and welcome to the J'poster complet YouTube channel. I am Guillaume, revenue integrity and quality manager within the team. Today I wanted to discuss an important point with you: how to manage the discount you may receive from travelers without losing money.
It's true that you must have already received requests for discounts from travelers who always try to negotiate a lower price than the one displayed. You should not necessarily reject these requests outright by saying that the price displayed is non-negotiable. You have to consider them all and have a strategy based on these demands.
Knowing when to politely decline a request because it is being abused or consider it is essential. First, you must analyze them all as soon as you receive a reduction request. You need to respond to them quickly, because this impacts your response rate and time, which has other impacts on the ad. In addition, we must not forget that the traveler has probably made the same request to several other competitors. Whoever responds faster and accepts the request has a better chance of getting the reservation.
First tip : respond quickly. The analysis depends on several factors: the duration of the reservation, seasonality , period (if you do not need this reservation because you can sell at the desired price, you can refuse or offer a less aggressive discount). If you are in a more complicated period, do not hesitate to accept, especially if it is a long reservation. It depends on your numbers and the period.
An important thing is not to sell yourself short . Selling out sends a bad image in terms of quality. If you accept a 50-60% discount too easily, the customer might think that the initial price was too high and that you were trying to rip them off. Be confident of your price. If you proposed this price, it is because it was established after a strategy and a market analysis. Accept a reasonable request that fits the market. If it is off-market, politely decline it with solid arguments explaining why the price is justified. Offer a discount in terms of service (such as early check-in or late check-out) rather than price.
Prepare automated responses to better manage daily requests and avoid redoing calculations for each request. travel cost analysis for each request: at what price are you willing to accept a request knowing that this may prevent you from accepting another booking. Don’t be afraid to say no or renegotiate.
I hope these tips help you better handle discount requests. If you liked the video, leave a comment and a like. See you soon for the next video.