1. Have a good website
Many agents have websites that do them a disservice. Agent websites need three key things: good design + compelling content + easy to maintain/update. If you don’t have a good web developer, use services like Intuit Websites or HP LogoWorks.
2. Be incredibly responsive & reachable – use a smartphone
Even when you’re not at the office, use a smartphone to be extremely responsive through voice, email, and social media. Use Google Voice to have one number that rings you at your landline, mobile, or any other number.
3. Improve process efficiency
Most agents have plenty of opportunities to be more efficient in their operational processes. For example, streamline the time to develop a custom itinerary, the time to price a quote, etc.
4. Know when to ask for a fee
I don’t believe there’s a cookie cutter answer on when to ask for a planning fee or good faith deposit. Make a judgment call on this for various types of clients.
5. Engage with social media
I highly recommend a Facebook Page for your travel business. Get your clients to be fans and to post reviews of your services. Engage them with insights and tips.
It is fine to post some specials or deals, but a Facebook page is best used when it’s less about selling and more about engaging with fans and being helpful with your knowledge. As an example, check out the Zicasso Facebook Page.
6. Partner to get new leads
Be a good marketer – or if you’re not, hire a marketing agency to help you, or use a travel referral service like Zicasso for targeted, pre-qualified luxury leads. Save yourself the time and focus on the selling.
7. Improve your writing/email skills
Many clients prefer email communications. Good writing is a sales skill that helps build trust and relationship with clients. Take a class to improve this skill and you’ll also improve sales conversion.
8. Sharpen your first response to clients
Obsess over the quality of your first interaction with a new client, whether it’s a phone call or an email. Making a good first impression plays a major role in sales conversion.
9. Don’t sell deals: Sell expertise!
Many agents advertise deals on their website and send the message that they can find the best deals. It’s tough to beat deals on the Internet, and will be even tougher going forward. Transform your business and your message to sell expert advice and personalized service.
10. Be a lifelong student of change
This industry has changed tremendously and the pace of change will only accelerate. Be a constant student of best practices and be ready to adapt and adopt new ways of doing things….no matter how many years you’ve been in the industry.
And lastly…
I have a request of everyone: as you achieve success, be a role model for the next generation of young agents.
Recruit, inspire, and mentor them. This industry desperately needs new blood and young talent will only join when they see successful role models. I wish everyone great success in your continued business endeavors.
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