The Best Approach to Landing Hotel Floral Contracts
Should you make an appointment to meet with a hotel’s general manager (GM) about floral services, or should you just show up?
This is one of the biggest questions florists ask when trying to break into the hotel industry. And while both strategies can work, there’s one that can get you faster results. In today’s blog, we’re diving into why showing up in person can be a game-changer, how to navigate different approaches, and when making an appointment makes sense.
The Difference Between Making an Appointment and Showing Up
Having worked inside hotels—both at the front desk and as an executive assistant to a GM—I’ve seen firsthand how general managers respond to vendor requests.
Making an Appointment: The Safe Approach
- You set a formal time to meet the GM.
- You avoid interrupting their busy schedule.
- You come across as professional and prepared.
The downside? Many times, GMs deprioritize vendor meetings, meaning:
- You might get ignored or given the runaround.
- You could wait weeks just to hear, “We’re not interested.”
- They already know they’re about to be “sold to,” making them more closed off.
Showing Up: The Bold Approach
- You get immediate face time if the GM is available (or with someone from the Executive team).
- You make a strong first impression by taking initiative.
- You can assess the floral setup firsthand and start a conversation in real time, getting answers faster.
The downside?
- The GM might not be available at that moment.
- You have to be prepared to handle objections on the spot. Remember the more action you take, the more no’s you hear and the faster you get to a yes!
Why Showing Up Works Faster
Hotel GMs are busy. If they don’t know you, your email or appointment request is just another task they can push aside.
But when you walk into the hotel, introduce yourself, and ask to speak with the person in charge of florals, you position yourself differently. You’re:
- Confident
- Proactive
- Ready to provide value
I’ve personally seen florists walk up to the front desk, ask to speak to the GM, and get an immediate introduction—because they were already there.
Not Sure Which Approach to Take? Try Both.
Still feeling nervous about just showing up? Try this:
- Start with an appointment request – Call the hotel and ask to schedule a meeting with the GM.
- If they don’t respond within a week, show up in person – Introduce yourself, reference your email/call, and express genuine interest in their floral needs.
If you show up and the GM isn’t available, don’t leave empty-handed. Ask who is in charge of florals, get their name, and follow up persistently.
Final Thoughts
There’s no single “right” way to approach hotels. Some florists feel more comfortable making an appointment, while others thrive on in-person introductions. The key is to take action.
If you’ve been stuck in waiting mode, consider showing up and starting the conversation. You might be surprised at how quickly doors open when you put yourself in the right place at the right time. As Tony Robbins would say, “if you think you can’t, you must”!
Already a florist and want to feel confident in your pitch to land luxury hotels? Come join over 135 florists in the 7 Day Challenge!
Keep blooming, Franceska
PS: Did you know I have a bestselling book on working with hotels? It’s available on Amazon! Discover the “cliff-notes” of our high level group coaching program, the Hotel Florist Profit Method, where you can learn more about what flowers to use, design mechanics and more on this topic!
