Congratulations, you just found a new travel prospect. You are excited you potentially have more business. Once you answer the call and move beyond getting a name, what comes next?
Many times when speaking with others in all types of sales, they don’t know how to properly qualify their potential client. Qualifying a new client can be the difference between success and failure. If you plan a trip for your client the first time and miss, chances are they will not return. Do a great job, not only will they return, but they will also send referrals. Read the rest of this entry »
OK, so the headline is a bit extreme or perhaps misleading, and the answer is simple–you don’t! But this is a question that a “professional” asked on a public forum. After picking my jaw up from the floor, I realized that a reminder on the importance of upholding professionalism in this industry is paramount.
Here’s the question–verbatim. I have redacted the specific property and am not specifying the particular forum to maintain my own sense of professionalism. Read the rest of this entry »
We have all received that call or email from a client about discounting a trip. This week it was my turn to hear from a client who is well traveled and only enjoys luxury travel. The conversation began with “let me bend your ear a little.” Nothing about her conversations is ever brief.
She spoke for 20-25 minutes about tours she researched for Russia, which ones she preferred, and asked which tour operator would be best based on her travel style. I gave her my picks and told her the quotes will be in her email shortly. That’s when the ball dropped. She already received quotes from a travel agency well known for discounting, and wanted me to match the price. Read the rest of this entry »
Often through travel agent forums I find myself answering questions from travel agents trying to get started in the business and I am amazed at the lack of knowledge with regard to becoming a travel agent.
The most important tool for becoming a successful agent is your business organization. Beginning a new business, any business, without knowledge of the trade is not only dangerous for you, the agent, but the clients as well. Poor advice can be very costly. Read the rest of this entry »