Travel is a “repeat buy.” Many clients will travel on a schedule approaching every one or two years and some much more frequently. Their repeat business is a big part of the growth and stability of your travel practice. It is important to stay ahead of such clients by anticipating their needs. Read the rest of this entry »
Your role in each and every travel planning exercise is not to sell travel. In fact, in an established relationship with a client you are not selling anything. Instead, you are assisting clients to make intelligent buying decisions. Some would argue the line I am drawing is one of mere semantics. In new relationships, of course, you do have to sell yourself. Once you are engaged in a relationship with your clients, however, your role dynamically changes. Nevertheless, the difference between being a buyer or a seller is important at the very least from a psychological perspective and worth your consideration.