Home Based Travel Agent - November 2008 - (Page 10)

PUBLISHER’S Note FOR THE AGENT Own Your Client Home-Based Travel Agent offers suggestions on how to rope in and retain clients one knows everything about the world. If you are not familiar with a destination, just say so. Then tell the client you are going to do some research and get back to them. They will be more likely to do business with you because they see that you put time and effort into their request. They’ll know that they are getting the most value for their hard-earned money. 3. Fix problems; don’t wait for them to go away. Suggestion: A vacation is a living, breathing experience, and as such, things will go wrong at some point. When they do, don’t panic, and don’t play the blame game. This is where your network of suppliers becomes vital. If you work with suppliers who have your back, they will work with you if—and when—problems occur. If you don’t fix problems when they happen, you will lose the client. Things can go wrong, but if your clients trust that they can call on you in difficult situations, you will keep their business. John McMahon Group Publisher jmcmahon@questex.com 212-895-8243 Every now and then, it’s good to take some time and evaluate your customer base. Do you really think you own your customers? Your home-based business will never thrive unless you do. Here are some ownership examples with suggestions to help you through this process. A vacation is a living, breathing experience You are not selling a commodity. You are selling an experience that is more precious than a car or a piece of jewelry. 1. Convince your client to take your calls. Suggestion: Don’t call your client just because you found a bargain to share with them. Remember: You are not selling a commodity. You are selling an experience that is more precious than a car or a piece of jewelry. Call with an itinerary that fits your clients’ passions and lifestyles, and they will not only take your calls, they will be eager to hear what you have to say. 4. Get your clients to recommend you to their friends. Suggestion: Having a good travel agent is like having a great financial advisor or hairdresser. It’s a bragging right. If clients don’t brag about you, you don’t own them. Go back to tips #1, #2 and #3 above. If you make yourself vital to your clients’ livelihoods, they will want all their friends to know about your talents. Following these suggestions will not only help you keep your client base, they HB will help you grow and improve it. 2. Don’t talk too big a game. Suggestion: Needless to say, honesty is the best policy when dealing with a client. No 10 Home-BasedTravelAgent NOV EMBE R 2008

Table of Contents Feed for the Digital Edition of Home Based Travel Agent - November 2008

Home Based Travel Agent - November 2008 Contents Editor’s Note Publisher’s Note Your Lifeline Agent Spotlight New Technology Industry News Hot Deals Cultural Tourism Luxury Hotels For the Traveler: Luxury For the Agent: Luxury For the Traveler: Latin America For the Agent: Latin America Hawaii For the Traveler: Provence For the Agent: Provence For the Traveler: Florida For the Agent: Florida Home-Based Agent Expo New Products

Home Based Travel Agent - November 2008

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