"Our customers prefer using traditional booking methods."

Underlying Concerns:

• The prospect is concerned that their customers may prefer traditional methods such as phone bookings or walk-ins, and may be resistant to adopting new online booking systems.
• They may worry that adopting a digital system could alienate certain customer segments, particularly older or less tech-savvy guests.
• The prospect likely wants to ensure that any new solution would accommodate both customer preferences, allowing them to cater to both traditional and digital travelers without disrupting their current operations.
• They may have seen slow adoption of digital booking platforms in the past, making them cautious about investing in technology that their customers may not fully utilize.

How to Tackle the Objection:

1. Acknowledge the importance of traditional methods: Show empathy for their concern, recognizing that many customers in certain regions, including India, still prefer phone or in-person bookings.
2. Introduce a hybrid approach: Reassure them that your platform can accommodate both traditional and digital booking methods, allowing them to expand into online bookings without sacrificing the personal touch of their current system.
3. Highlight the growing digital segment: Emphasize that the digital traveler segment is growing rapidly, and by offering both methods, they can cater to a wider audience, potentially increasing booking flexibility and revenue.
4. Offer to demonstrate how both can work together: Suggest showing them how traditional and digital booking systems can be integrated seamlessly, allowing them to capture a broader customer base without disrupting their current operations.

Sample Script (Detailed and Simple Language):

Prospect: "Our customers prefer using traditional booking methods."

You: "I totally get that, [Prospect’s Name], especially here in India, where a lot of customers still prefer phone bookings or walk-ins."

• "What we do is offer a hybrid approach. You can keep your traditional booking methods in place, while also expanding into online bookings to capture the growing segment of digital travelers."

• "It’s all about giving your guests more options. Many of our clients have found that offering both methods increases booking flexibility and helps them reach a wider audience."

• "Would you like to see how we could make both traditional and digital methods work seamlessly together?"

Probing Questions to Engage the Prospect:

• "Do you find that your older guests or frequent customers prefer traditional methods, but there’s also demand from younger or new guests for online options?"
• "How do you currently handle phone bookings and walk-ins? We could help streamline those processes while offering a digital option as well."
• "Would a hybrid solution that lets you keep both traditional and digital bookings in place help you cater to both customer segments?"

Call to Action:

Offer to show them how your platform can integrate both traditional and digital booking methods, ensuring they can cater to all customer preferences without disrupting their existing process.

Example:
"Let’s schedule a quick chat where I can show you how our platform can help you maintain traditional booking options while also expanding into online bookings. This way, you can cater to both customer segments without making any drastic changes. Does that sound good?"

Key Points to Emphasize:

1. Hybrid Approach: Reassure the prospect that your platform supports both traditional and digital booking methods, allowing them to cater to all types of guests.

2. Customer Preferences: Acknowledge that some guests still prefer phone bookings or walk-ins, but emphasize that offering online bookings will help them reach a growing digital audience without alienating their traditional customer base.

3. Seamless Integration: Highlight that your solution ensures seamless integration of both methods, giving them the flexibility to manage both traditional and digital bookings in one platform.

4. Expand Market Reach: Emphasize that by offering more booking options, they can expand their market reach, potentially attracting new customers who prefer digital booking methods, while maintaining their current base.