How To Attract Business Instead of Chasing Down Every Individual Travel Lead
回想一下您刚开始担任旅行顾问的职业生涯的时候。在您的兴奋中,您可能追求了您路的每一个单独的旅行线索,对吗?它起作用了,您建立了商业书,但是几年后您已经筋疲力尽。这是不可持续的。长期有更好的业务方式,那就是attracting它给你。
将自己定位为主题专家
Step one is to position yourself as a subject matter expert and then get that message out into your community.
“您必须做的第一件事是成为专家,而不仅仅是说您是!”Goldring Travel的所有者Eric J. Goldring说。“That involves immersing yourself in the subject matter (for me, it’s luxury and expedition travel) through reading whatever you can get your hands on, attending seminars, getting on the ships or tours … and using them to educate yourself about the product and how it differs from others. And, very importantly, write about them. Whether it is a blog or just notes to yourself, make a resource that you and/or your clients can refer to. Show off your experience and, thus, your expertise.”
Choose a niche that you’re passionate about
尽管您可能最初是作为旅行通才,但请考虑专门研究自己热衷的利基市场。当您这样做并沉浸在分享这种激情的人们聚集在线和离线的地方时,他们的旅行业务自然会找到您的方式。
Goldring, for instance, is passionate about expedition travel, as he explained, having always focused on biology and environmental matters. And bringing that real-life engagement to his clients, who previously had little more than television experiences in expedition travel, is nothing short of amazing and truly fulfilling for both him and his clients.
Write about your travel specialty
Having an active blog of your own or writing travel articles for a local news outlet sets you up as an authority in travel and gives you instant credibility. The more you write, the better. The key to being found on Google and other search engines is consistently producing original content with sufficient subject matter depth. Be sure that your content is educational and not overly promotional. It can include travelogues, travel product/brand reviews, news, and opinion pieces.
出售和护送团体
另一种尝试以减少努力的方式吸引多个新客户的方法是出售和护送团体。旅行顾问通常从计划旅行开始,他们会亲自享受的地方,并接待朋友和家人作为一个小组一起旅行。从那里开始,您的收入的集团业务部分可以随意扩展。
Goldring has selling groups in one of his designated niches down to a science, as he relayed: “Once a year, I have a Culinary & Cultural Cruise on a luxury line. I limit it to no more than 14 guests and create two or three extraordinary experiences (private tastings at Chateaux Margaux (wine) and Highland Park (scotch); walking history/culinary/wine tour in Corfu; harvesting caviar in Uruguay; curated behind-the-scenes tours and sustainable seafood luncheon with marine biologists in Boston; a full-day, hands-on cooking class in Rome) coupled with private culinary events onboard the ship curated with the executive chef and sommeliers.
“这些C&C巡游有助于创建我的'品牌'和追随者。许多潜在的客户阅读了有关它的消息,并说:“这听起来很棒。我今年做不到,但是这让我想到了今年的X或Y。也许我明年可以做您的C&C。’”
Get your clients talking about you
When your clients start advocating for you, talking about the wonderful travel experiences that you suggested and delivered for them, that word of mouth acts like a magnet that attracts even more clients.
So how do you get them to spread the good word about you? By providing personalized service that exceeds expectations and a level of comfort whereby they know that you have taken care of everything, pre-trip, during, and post-trip. Creating loyalty is a long-term play that will have clients and their referrals returning to you to book again and again.
另外,始终通过进行简单的Bon Voyage电话和热情欢迎他们的电话来加强这些客户关系。它没有花费任何东西 - 他们会记得您足够关心的是真正地召集我们绝大多数的数字世界。
成为资源
Every travel advisor has a story about a client who came in asking for X, but after further exploration, it was clear that they really wanted Y. In order to have the confidence to make recommendations about travel options that they may not have thought of, you have to do your homework in advance.
You have to know the big brands (that perhaps attract more touristy types) and those that are not necessarily on the travel marketing radar of the masses (and that tend to attract a different type of more in-depth traveler), so you can find the product that best hits the hot button for that particular client. You are not just a booker of travel; you are a resource and an advisor that they will want to turn to for future trips.
为新旅行顾问分开建议
“明白,这需要时间你profitable,” said Goldring. “Not only do you have to create a pool of clients, in most instances you will have to wait months or even years to be paid commissions on those bookings. Use that time to create your brand, understand what your passions are, and get out there both to learn and to be seen.
“追逐所有潜在的业务将使您在身体和情感上使您失望。因此,请记住,有10,000美元的预订可为您赚取多达10美元的预订……您只需要与两个人打交道,而不是20个人!”
来自赞助商:
风星Knows the Way.
您的客户有许多梦想,他们准备实现,通常受到伟大的城市和历史亮点的启发。但是,每个目的地都有另一面,当地人知道的一个,而Windstar知道这条路。
风和星星一直都知道。在数千年中,他们指导了他们的旅程,并将他们与目的地联系起来。beplay银行卡对于那些乘坐Windstar航行的人,他们仍然会这样做。我们可以使您的客户更加接近一切,并使他们远离人群,以便他们更亲密地探索。我们的经典帆船和全套游艇仅提供148至342位客人,由风和星星引导到全球近200个行程和330多个港口。
They will experience cultures in ways that are personal, authentic, and unscripted — just as if they are a guest aboard a private yacht. And only Windstar allows your clients the individual choice to sail仅包容或仅巡航。
帮助您的客户找到他们的方式风星。我们可以以与普通的180度的方式向他们展示世界。