How I Navigated Landing My First Hotel Account

Landing your first hotel account can feel intimidating, especially when you’re unsure of how to approach it, or even what to expect. I remember the nerves, the long wait, and the uncertainty that surrounded my first hotel contract. But guess what? I did it, and you can too. Today, I want to share my experience of how I landed my very first hotel account, from initial outreach to negotiating the deal, and the mindset shifts that helped me push through every setback.

If you’re navigating your first steps into the hotel floristry world, this post will give you actionable insights and permission to trust your journey—setbacks and all.

The Setbacks Don’t Define You:
When I first thought about working with hotels, I was living in Ras Al Khaimah, an hour and a half from Dubai. I didn’t have a glamorous setup. I was soaking floral foam in my bathtub and buying flowers from vendors near camels on dirt roads. Yet, I knew that when my husband and I moved back to Houston, I had the "Dubai" image to give me a competitive edge.

However, I felt a massive wave of imposter syndrome. I was entering Houston, a competitive, fast-paced market, where I’d be going up against established wedding florists. But deep down, I knew wedding floristry wasn’t my passion—I wanted to work with hotels. So, I started small and reached out to a hotel where I had a contact, though it didn’t initially go anywhere. This process took a full year, marked by two general managers (GMs) leaving and a long wait to meet with the owner.

Here’s what I learned: setbacks will happen. There will be roadblocks. But that doesn’t mean you’re not on the right path. Keep pushing forward, because persistence is what will get you across the finish line. If you are ready to land your first hotel contract, you will enjoy our Starter Challenge or The Starter Kit! 

Take Control of the Narrative:
When I finally met with the hotel owner, he asked all the dreaded questions—“Can I see your portfolio?” and “What other hotels have you worked with?” I didn’t have the answers he was looking for, so instead, I spoke to my strengths. I highlighted my years of hospitality experience, my degree in hotel management, and my understanding of international design from living and working in Europe, America, and Dubai.

This is key: don’t get caught up in what you don’t have. Focus on what you do bring to the table, whether it’s experience in customer service, an eye for design, or the ability to make clients feel heard. Every florist has unique strengths. Your job is to confidently communicate those to the client.

If you’re looking for a guide to prepare for what questions a GM, I have a module in The Hotel Florist Profit Method along with everything you need to know when it comes to working with hotels.

Handling the Sample Request:
Initially, the hotel asked for samples. My first instinct was to panic—how much should I spend on the sample? Should I give them something free? But then, I realized: no other industry gives out samples for free. Interior designers don’t give away furniture; they present their vision and charge accordingly. I have a blog here that explains further why I don’t believe in giving free flowers away. 

I stood my ground. I told the client that due to company policy, I couldn’t offer complimentary samples, but I could either create a full install for a fee or design a quarter of the full installation at a lower cost. This way, they could still get a sense of my work without overextending their budget. The hotel chose the quarter option, and I was able to step them through the vision of what the full installation would look like.

Negotiating Contracts:
When it came time to negotiate the contract, the owner wanted to go without one. Again, I leaned on “company policy.” I explained that all corporate subscriptions required an annual contract, but I offered a compromise—a six-month contract, with the option to extend to an annual one if they were satisfied.

This gave the hotel an easy out if they didn’t like my work, but it also gave me the confidence to secure the account. Sure enough, after five months, they were ready to sign the annual contract, and I became their go-to florist.

Conclusion:
The journey to landing your first hotel account may feel overwhelming, but trust me—it’s worth it. From setbacks to negotiations, it’s a process that teaches you not only about your business but about yourself. Don’t let fear hold you back, and remember to always present your strengths. Set your terms with confidence, negotiate with clarity, and you’ll land that first hotel account before you know it.

Already a florist and eager to expand into luxury hotels and create consistent income? Come join over 125 florists in the 7 Day Challenge! It's packed with actionable insights to help you succeed.

Keep blooming, Franceska

PS: Did you know I have a bestselling book on working with hotels? It's available on Amazon! If you’re on a budget you can learn more about what flowers to use, design mechanics and more with this!