That’s a very good question. If not asked verbally, your prospect is undoubtedly thinking it.
Most agents reply by telling the prospect what they think of themselves. They provide a data dump of self-serving information, which is of no interest to their prospects. They flatter themselves hoping that others share the same interest in them and their history. Ladies and gentlemen, this isn’t the way it works.
I want you to answer their question, but I want you to address it from a slightly different angle; from the eyes and experiences of your current customers. I want you to tell this prospect what your customers think of you and your service…not what you think.
The reasoning behind this strategy should be apparent. What you say is both expected and questionable. Of course, you are going to highlight a few attractive features of working with you. But the truth is, I am more likely to put credence to what my peers think and believe. I want to hear from your clients. What do they have to say?
Answer: “I’m glad you asked me that. The last three couples who selected our service when choosing their first river cruise selected us because they appreciated our follow up and follow through. This in addition to our clear explanation of the many options made them feel very comfortable with our attention to detail. We can offer this very same attention to detail to you.”
Do you see the huge difference it makes when the words come from a peer? It takes your bogus claims out of the equation and replaces them with heart-felt feelings from those who have recently experienced your service. By far, this is the way to answer the question, “Why should I do business with you?”
Mike Marchev freely shares his experiences, strategies and observations with travel professionals in an effort to keep them on top of their game. For a complimentary copy of his 12-Word Marketing Plan send him an email at mike@mikemarchev.com.
Mike Marchev’s next business building webinar is on Friday, October 26, 2018. It will focus on the 9 Selling Strategies you can implement at once at no cost with very little effort. Click Here for details.
Mike’s daily column is made possible by AmaWaterways.
