Clients have short memories. Unless you find a way to stay “top of mind”, clients can easily be distracted by the first pretty travel opportunity that walks their way. With every newspaper travel section, television commercials and consumer magazines filled with travel advertising, your clients will see lots of different avenues to fulfill their travel desires. You want them to think of you when they think of travel, but until you have them properly trained, it is easy for them to be distracted elsewhere.
As simple as it may sound, many travel consultants simply fail to ask for the privilege of communicating with potential clients, and even their own clients, on an on-going basis. People love to talk about travel – where they have been and where they want to someday go. Those conversations are terrific opportunities to say “I run across great travel opportunities to [pick your destination] all the time. Would you like for me to send them your way so you can browse them?” Asking for permission to communicate with clients is an important step in gaining the trust Read the rest of this entry »