Your Perfect Client Awaits. Here's How to Find Them.
- Lew Estes
- Aug 29
- 3 min read
As the founder of Hotel Sales Edge, I’ve spent years in this industry watching it evolve. What I’ve learned is that the most successful hotels aren't just selling rooms; they're building relationships with the right corporate partners. In today’s competitive and technology-driven market, the key to boosting your revenue and growing market share is to stop chasing every piece of business that comes your way and start proactively hunting for your ideal corporate client.
It’s about being strategic, not just busy. So, let’s talk about how you can define your ideal client profile and why this is the single most important step for your sales team.
Step 1: Market Research and Target Identification
The first step is all about getting crystal clear on who you're trying to attract. Before you even think about prospecting, you need to establish clear criteria for your target accounts.
Define Your Ideal Corporate Client Profile
Company Size Indicators:
Employee count: Target companies with 50+ employees for consistent travel needs.
Annual revenue: Focus on businesses with $5M+ annual revenue.
Multiple locations: Companies with regional or national operations generate more travel.
Industry sectors: Identify industries with high travel requirements.
Travel Pattern Analysis:
Frequency: Look for businesses requiring weekly or monthly travel.
Duration: Target companies needing multi-night stays.
Seasonality: Identify businesses with year-round travel needs.
Budget considerations: Match your rate structure to their travel budgets.
Primary Target Industries
Based on our experience and the latest industry trends, these are some of the most lucrative industries for corporate travel right now:
Professional Services:
Consulting firms (management, IT, financial)
Legal practices with multi-office operations
Accounting firms during audit season
Engineering and architectural firms
Marketing and advertising agencies
Healthcare and Medical:
Regional healthcare systems
Medical device companies
Pharmaceutical sales teams
Clinical research organizations
Healthcare consulting firms
Technology Sector:
Software development companies
IT service providers
Technology consultants
Telecommunications companies
Data center operators
Manufacturing and Industrial:
Regional manufacturing companies
Equipment suppliers and distributors
Quality assurance firms
Supply chain companies
Industrial maintenance providers
Financial Services:
Regional banks and credit unions
Insurance companies
Investment firms
Real estate development companies
Financial consulting firms
The Evolving Landscape of Corporate Travel: What I’m Seeing in 2025
It’s not enough to know who you're targeting; you also have to understand what they care about now. Recent data and my own work with Hotel Sales Edge clients show some key trends that you should absolutely be leveraging:
The Rise of "Bleisure" Travel: Business travelers, especially from the younger generations (Gen Z and millennials), are increasingly extending their work trips for leisure. Hotels can capitalize on this by offering packages that include weekend discounts, local experiences, or partnerships with nearby attractions.
A New Focus on Sustainability: Corporate clients are more aware than ever of their environmental impact. They are actively looking for hotels with eco-friendly practices and green certifications. This is a huge opportunity to stand out from your competition.
Technology is a Non-Negotiable: Corporate travel planners and travelers expect a seamless digital experience. This includes virtual site tours, contactless check-in, and personalized in-app communication. The use of AI is also growing, with tools that can help identify and deliver qualified leads to your sales team, streamlining the prospecting process.
Small and Midsize Businesses (SMBs) are King: While large enterprise accounts are important, recent data shows a significant rebound in small-to-midsize corporate travel, especially for regional meetings and training. This group is making decisions faster and more consistently, making them a prime target.
The Power of Local: Hotels that are winning are focusing on their local market. They are building partnerships with local businesses, using their front desk staff as "lead catchers" through simple qualifying questions, and responding faster than their competitors to local inquiries.
At Hotel Sales Edge, we believe that staying ahead of these trends is the key to a robust sales pipeline. By combining a clear understanding of your ideal client with a modern, agile sales approach, you can stop just surviving and start truly thriving in this new era of hospitality. We act as your dedicated sales leader, using a proactive approach to sales and providing comprehensive support so you can focus on delighting your guests. It’s about being strategic, not just busy.
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