Asking one simple question, "Is that your lowest rate," can save hundreds or even thousands of dollars annually.
"There's an array of different rates for any one particular room the same way that there's an array of different airfares for one particular flight," says Wendy Perrin of Conde Nast Traveler Magazine. When you ask for a lower rate, the worst answer you may receive is "no," but that is most certainly the answer you get by not asking.
Call the hotel only after you have done your homework. Visit the hotel's website to see if they have any promotions listed. Also check to see if they have posted seasonal rates. Their down-times are your best opportunities for savings.
Check for coupons. An "Entertainment" book is a good resource, as are websites offering coupon codes.
Call the 800 number to get a rate quote, but do not make a reservation. They will typically quote the "rack rate," which is the top-of-the line price. Thank them for the information and end the call.
Book early, and book directly. A good benchmark is to negotiate for 30 to 50 percent off the rack rate. When you call the hotel, you are giving them an opportunity to make a sale, and your negotiating power is at its peak.
Begin by saying "What's your best rate on a queen-sized non-smoking room" (or whatever type of room you require). After the hotel gives you a rate, ask to apply any discounts, such as automobile club, senior, frequent flier membership or warehouse grocer membership.
Make a counteroffer if you still don't have the price you want. Say "Wow, that's still more than I was prepared to pay. I would book right now if you could offer me the room for . . . " and name your price. Once you arrive at an agreeable price, clarify any taxes or surcharges that may apply. Ask for the full amount that will be charged to your credit card. Note the confirmation number and the booking agent's name.
Move on to the next hotel if you cannot come to terms. You can always call back if you choose.
Think of an optimal rate as an object that bobs on an ocean. Sometimes it is visible and sometimes not. The best times for you to catch your optimal rate are at 60, 30, 14 or 7 days prior to check-in. Call at those intervals and ask for a rate quote. If you can get a better rate, grab it. Time your calls for different shifts. Often the best rates will become available after 6:00 p.m.
Check in late in the day, and leave your luggage in the car. This is your best time to negotiate for upgrades. Alfred Larkin, Prudential Insurance's National Training Director, once stayed in a Queen Elizabeth Suite just because he asked for it. Whatever has not been sold by mid-evening has no value, so the hotel may as well delight a weary traveler.
Use the phrase "Is that the best you can do for me?" It works wonders.
