Free Marketing, Sales Tips and More!

These sales tips are important to setting you up for success. I keep this on my desktop, and after sending this to other travel advisors, I noticed they have the following travel sales tip printed next to their computers or phones.

 1. Never send customers rates and information unless you have a phone call with them to get to know them, even if it's a customer you have worked with many times. Their needs and style of travel can change over time, so having that initial phone call with a customer before you start your research is key to closing a sale. If you start a new trip with the back-and-forth email, I guarantee you will spend more time on the quote(s). Chances are you will never close the sale because you didn't take the time to have an initial phone call so you can get to know the customer, whether it's a new or repeat customer.

2. Don't be afraid to tell a customer if you don't feel confident selling a resort, airline cruise line, or even ship. Being upfront with them builds a better customer relationship. Let them know you have select resorts, cruise lines, airlines, and even ships you offer in your portfolio based on your past travel and trusted customer reviews.

3. Never start sending quotes unless the travelers have sent you their legal names, dates of birth, email, phone, and address. Use a system or forms like Jot Forms, Google Forms, or Travefy to gather this information. Serious travelers will send you this information if they are ready to book. When you start quoting, I recommend you hold space, as rates change often, and this protects you and the customers. Be mindful of airlines' churning rules and ask if you do not know what churning means. If you copy and paste the traveler's information from the forms to Agent Mate, Cruise Complete, or the booking engine you use. It will protect you from name errors, and if the customer sends you incorrect information, any changes will be the customer's responsibility. 

4. As soon as you email a customer trip quote, including disclaimers, call them immediately and let them know you sent an email(s). You don't know if your email landed in SPAM or JUNK, and you continue building that relationship with a new or returning client. I see this happen more than it should with travel advisors. They send a quote and never follow up with a phone call, depending on emails, and then move on, and the work you have done with researching, quoting, and having that initial phone call winds up being a waste of time, so have the follow-up call after sending quotes by phone and email. Of course, be mindful of the number of calls you make and emails you send, 

5. As soon as you have your initial call, email them why you recommend trip protection and resend this email more than once (the email template can be found on the agent-only site). This is the first step in protecting the customer and you.

6. After you send the initial quote with details and disclosures, follow up at least seven times by email or phone. My personal follow-up rule is to do this typically within two to three weeks, and you can determine if they are serious customers.

 7. Use a tickler system like leads in Agent Mate and keep notes. This will help you with future travel requests from customers and determine whether they booked in the past or are tire kickers. 

With these easy travel advisor sales tips, you can be the best.

February 13, 2025

Revolutionize Your Sales: Ditch the Budget Question!

In my 30+ years in the travel industry, I've learned that traditional sales tips aren't always right. For years, asking about a client's budget was necessary when planning vacations. But I've discovered a game-changing approach that has dramatically boosted my bottom line and client satisfaction: Should You Stop asking what a potential customer's budget is upfront?

The New Sales Strategy that Works:

This method has yielded incredibly positive results, resulting in a significant increase in closed sales. Here's what I have found that works:

1. Focus on the Fundamentals: Ask your clients about their travel dates, desired trip length, and destination. Have an initial call with your customers, and you can determine if they have a low budget that may not work with your portfolio of travel you sell. You can also decide what products you should offer your customers in your portfolio. These are the crucial starting points for a successful booking. With an initial phone call, you can decide if the word budget should be left out of the initial conversation.
2. Gather Essential Information Before Quoting: Never start building a quote until you have detailed information, including full legal names, dates of birth, email addresses, phone numbers, and mailing addresses. This ensures you're working with serious clients who are ready to commit. They are likely shoppers if they don't want to give you this information. Ensure you are using a form they complete(not you). They didn't send you the correct information if the information is incorrect and put errors in the hands of the customer.
3. Present Premium Choices: Once the crucial information is gathered, offer 2-3 well-considered quotes, no more than 3, until you have a follow-up conversation, highlighting a range of choices based on the client's parameters.

* Cruises: Offer balcony and suite options and initial quotes.

* Land Packages: Emphasize oceanfront rooms at resorts and ocean-view rooms (clearly noting the view may be partial for ocean-view rooms). * Flights: Always offer flights with premium/comfort plus seating upgrades in conjunction with main cabin seats.

1. Emphasis on Value: For each upgrade option (suites, oceanfront, premium seating), clearly explain the added perks and amenities included. This elevates the client experience and shows the value of the premium options. 

Repeat for Success: Let's reiterate the core components of success for emphasis:

• Present upgraded options and standard choices: This allows clients to visualize the possibilities and upgrade their travel experience, increasing your average booking value. Show them what's possible!
• Never send quotes without all client details: Insist on all essential personal information before generating quotes to identify serious buyers and streamline the process. Secure those critical details first.
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The Proven Results: Since implementing this approach, my close rate is over 95%, significantly improving over my prior sales methods. This higher close rate allows me to focus more energy on you and your dedication to clients.

Try this approach, and let me know if you see a change in how you work smarter, not more complex, and close more sales, resulting in higher income.

Danny - February 5, 2025