Posts Tagged With: empathy

There are 2 articles tagged with “empathy” published on this site.

Here’s what we know. Your clients have travel ambitions. Your professional expertise can help them to achieve their goals. What you are selling is your ability to assist the client in making a wise purchasing decision. But your expertise is only important to the client insofar as they benefit from the experience of working with you. Face it – nobody likes to be “sold” anything. People love to make smart buying decisions, however. To the extent that you can assist your clients to be smarter and better informed in their buying decisions, the stronger the relationship you will form over the long term. So let’s look at both the inner and the exterior environments that you want to establish in which to best effect the sales process. Read the rest of this entry »

Credible marketing is empathetic marketing that places the client at the center of the process and is needs based. In theory, we all agree that the client is the key ingredient in the travel planning process. Yet, when a sale does not go through, it is usually ourselves and not the client for whom we feel badly. This is a completely normal reaction to losing a big sale, but it also points to a dynamic, analyzed closely, might help us improve our sales philosophy and ultimately, our sales revenue. To be truly client-centric, you have to be able to translate your story in such a way as to include your client.  You have to see the world through the client’s eyes.  You have to intimately understand what they need from you.  In fact, as the expert, you should understand their needs better than do they. Read the rest of this entry »