Big Ideas: It’s your business, do something about it | TravelResearchOnline

Big Ideas: It’s your business, do something about it

There is a thin line between “customer service” and being a door mat. Remember–you can’t be all things to all people.

If there is one common refrain I hear (and if I’ve heard it once, I’ve heard it a hundred times) it is:

Potential clients contact me to milk me for as much information as they can before they head out to book their own vacation on the internet.

Here is my answer:
It is your business and you can run it any way you so choose. If you have a fee, the best time to explain this is upfront. Nobody likes surprises. Not me. Not you. Nobody!

If your policy is to charge a “research fee” after the first ten minutes of dialogue, then it’s your obligation to do so. It’s your business. It’s your time. If you choose not to get paid for what you can offer clients, then whose fault is that?

Remember that there will always be two types of people. Those who you can help; and those you can’t help. Of those you can help, there are also two types. Those who will be glad to pay you for your services; and those who will try to avoid paying you.

Of these four types, it is your responsibility to hunt down more of the type you can help, and who are glad to pay you. If they’re not down right giddy about paying you, at least they will follow through.

Please, please, please understand the following. This sounds a lot easier than it is.

I suppose the word “confidence” also comes into play. If you are truly “confident” in the role you play, then it should be easier to get paid for your services.

There is no “system” per se, but if you feel that your knowledge is valuable, then no apology is needed for asking to be compensated. The problem arises when the individual agent either does not believe in their own value, or they are not adding any value to the relationship.

And this brings us full-circle in today’s Big Idea. If you want to become more confident and more worthy of higher fees, then it just might behoove you to start reading more about your business and your competition. And make no mistake about it folks, you are in the marketing business first, and the travel industry second.

Mike Marchev has “been around the bases” more than a few times, and enjoys sharing his street-smart lessons with who ever will pause long enough to listen.

If you are interested in receiving his FREE 7-Lesson On-Line Marketing Course, go to www.marchev.net and sign in at the box.  It is as easy as saying Bada Bing, Bada Boom. DO IT! Now! www.marchev.net

  4 thoughts on “Big Ideas: It’s your business, do something about it

  1. Dawn says:

    Thank you for reminding us that if we don’t think we have a value, why should our clients? We should never be afraid to charge an upfront research or planning fee. You will find out quickly if they are a time waster or money maker.

  2. Mike Marchev is correct however what agents need to also do is give a base recommendation of a solid, proven and superior experience that create value for them – not those program that are out there to make them money but really thinking about it from the customers perspective and how to give them a memorable time. In that way, when you propose your program to the client, you have an option available [1] Here is our recommended programs as professionals [2] Here is the option for planning an independent program at a fee. If you book your program with us, we will refund this back to you. This works very well for our agents. As a tour operator, it also encourages clients who want to work directly with us to use the services of a travel agent, thus supporting the trade.

    All the best.

  3. Laura says:

    I don’t understand why anyone would choose to work for free, and am just amazed by the number of agents that are willing to do it. It takes a lot of time, effort and energy to learn this business. If it’s not worth paying for, then why would you make a career of it??

  4. A travel conultant or travel entity who know their business and are giving a client information or advice to make their holidays a memorable one must charge a consultation / service fee. These days anyone can plan or book a holiday online, but it is a travel consultant worth his name who can ensure a client a hassle free and wonderful holiday. We have been doing so for the past ten years, ever since we commenced business.

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