After a large sale last week, I was reminded of the importance of follow-up. The sale was for two families at Christmas and it was for $26,000.00.
After closing a sale, I always ask the client what the main reasons were that caused them to purchase from us. I find that this is a great learning experience for us to tweak or modify our sales approach. When I asked this client her response was a number of the usual reasons, ” your extensive product knowledge, your taking the time to really understand our vacation requirements and matching your recommendations to our requirements and budget.” She also mentioned one other area that kind of surprised me. She told me that, as we had discussed she had received quotes from 3 other agencies. Read the rest of this entry »
As an industry, we are continually looking for ways to increase the visibility of our our agencies and our position against competition, especially on-line travel companies. The tool that gives us the most visibility and competitive edge is specialization. The definition of a specialist is “one who concentrates on a particular activity or product”. When you specialize in a particular area of the travel industry, over time you to develop a reputation as the expert in your area of specialization. As an example, our own travel agency specializes in up-scale all inclusive resorts. After specializing in this area for over 7 years, we now receive 5 – 10 calls a week from people who state Read the rest of this entry »