TMP West顾问的代理商高管:是时候拥有您的价值了
经过多里·萨尔茨曼(Dori Saltzman)/
旅行顾问的机会从未有所更大。那是关键信息之一Travel Market Place West conference, which kicked off in Vancouver yesterday。
旅行市场报告执行副总裁兼出版商安妮·玛丽·莫布斯(Anne Marie Moebes)说:“这次提高了代理商社区。beplay客服
旅行最佳赌注总裁小组成员克莱尔·纽厄尔(Claire Newell)表示同意。“旅行社目前的需求很高。由于大流行,在加拿大永久关闭了1000多个机构。我们中的人很少,而且仍然从事业务的人非常非常忙。”
“时代已经改变了,” By Flight Center的代理机构计划的商业负责人Christal Bauer补充说。“我们不必说服人们需要使用旅行社。”
The problem that remains, however, the panelists agreed, is that many travel advisors are still not owning their own value.
“The biggest message is to understand your value,” Bauer said. “You don’t have to convince anyone that we have value. We show it every day. We have to own it. Understand it. And charge accordingly.”
预订费,服务费或管理费?
尽管小组中的所有高管都同意旅行顾问需要向客户收取费用,但他们并不完全同意该怎么称呼。
鲍尔建议顾问避开“服务费”一词,并使用“管理费”。
“As we’ve seen over the last how many years, not only are we recommending and we are advising and we are booking, we are now refunding and canceling and rebooking and rebooking. We’re now managing the whole experience.”
At the very least, she added, don’t call them booking fees. “I think that’s very far away from what we actually do.”
Travelsavers副总裁Cathie Lewis-Hardy说,她更喜欢“专业费用”一词,并补充说,您在展示它们时必须有信心。
“You need to own it. You can’t say it with a wavery voice,” she said.
另一方面,纽厄尔(Newell)使用“预订管理费”一词,而听众的顾问告诉与会者,她收取两项费用,研究和参与费和管理费。
回答异议
纽厄尔还为如何回答异议提供了建议。
“不要害怕。我知道有人可能会说,‘哦,但是为什么呢?我可以自己做。’你可以自己做。如果您现在想与航空公司一起等待五个小时,请继续。”
您还可以与客户谈谈他们自己做多少时间。“知道某人自己要做的时间……如果他们以前从未巡航,试图弄清楚哪个机舱是正确的或他们可能想要的夹杂物。”
Nexion Canada总裁Mike Foster说,为这个问题做好了准备。
“You want to anticipate those questions because you are going to get them, but I think it’s really important that you have a comfortable, good answer to that question.”
He recommended an elevator-speech style response, 30 seconds to a minute, that you’ve rehearsed and fits with your personality.
同时,小组成员提出了有关回答异议的建议,他们也同意顾问不有to justify their fees. Put them out there early in the process and then let potential clients disqualify themselves if they want.
“If you present service fees properly, at the right time, you’re going to make sure you’re not wasting time talking to people who aren’t going to buy travel from you,” Foster said. “It’s a time-saver and a moneymaker.”
福斯特补充说,并非所有客户都会反对。
“Not only are agents finally adopting service fees but also consumers expect to pay service fees,” he said.
TMR’s Moebes agreed.
“了解时间是金钱,就像任何业务一样,人们都明白这一点,并且愿意为此付出代价。”
Promoting Your Value
Still not convinced your potential clients understand the value that you bring? A few panelists had suggestions for how to communicate the advantage of using a travel advisor.
刘易斯·哈迪(Lewis-Hardy)说:“您的网站平台应具有直接说明旅行社价值的信息。”“您发送的任何新闻通讯,任何博客,一切都应始终包括有关使用旅行社的价值的简短评论。”
迈克·福斯特Nexion总统建议通信rs look to content that other organizations have created and share that. For instance, the Travel Industry Council of Ontario offers a packet of content on the advantages of using a travel agent that advisors can use in their social media, on their website, or in their marketing pieces.
“所以,不是我们说的。这是另一个组织代表我们说的。”他补充说。
最终建议
小组成员的最终建议,今年旅游市场西部会议的第一个小组结束了。
毫不奇怪,费用是技巧。
“利基和服务费,”福斯特说。
刘易斯·哈迪(Lewis-Hardy)同意了尼希(Nichicing)。
“I can’t stress that enough,” she said, adding that groups are a great niche to get into. “Your groups can not be shopped. They can’t be priced around and you’ll actually end up with even more people becoming clients.”
鲍尔(Bauer)告诉顾问,要去那里“过着生活”。尽可能旅行,并与客户在线分享您的经验。
“让他们知道您在旅游市场。让他们知道您要在供应商面前并建立这些关系。”她说。
Newell counseled advisors to prioritize education whenever possible.
“知识就是力量。无论是网络研讨会还是培训,无论是什么,都可以给自己那种力量。它使您有能力出售所需的信心。”