Have you been shopping for a new cell phone or smart phone lately? A few months ago I had to replace my old phone as the number 1 key was sticking horribly and making this screeching noise at random times during the day. Not good!
The first store I went into the sales person pulled out 5 phones and started to list the features of each phone. I was lost after the first one. I left after the 2nd description.
The second store was even worse. I was now more confused than ever.
Finally in the 3rd store the sales pro asked me several questions about how I may use the phone, where I travel for work and what was the 1 top thing I wanted to be able to have the phone do for me. Great questions! I had found the right place and maybe even the right sales person. After a brief conversation she brought out 2 phones and let me touch each of them and play around with the features while she talked about how each phone would benefit ME! 45 minutes later, I walked out with a new phone. 2 days later she called me to see if I had any further questions. I was thrilled!
How does this apply to the travel industry?
- Can your clients picture themselves in the vacation that you’re describing? How can you help them touch, feel and smell their vacation choice? When you provide only a limited number of choices based on your knowledge of your client you can better help them see themselves in the scene you’re painting for them.
- Do you make it easy for them to choose you? When you are able to provide your clients with a value proposition to book with you rather than another source, they will choose the best value. Therefore, make certain that they know the benefits of booking with a travel pro. Your expertise = their peace of mind!
- How often to you contact your clients? Keep the connection alive! They will be thrilled to know that you’re thinking of them when you see a package you know they’ll love.
These simple steps will keep your clients from being confused in their vacation buying decisions. Demonstrate that you are definitely their personal travel pro.
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