增加服务费的七个步骤
经过Marilee Crocker/
When luxury travel advisor Trish Gastineau, MCC, CTC, decided to raise her service fees by 20% in 2017, she found herself facing the same fears as agents who are new to charging fees: “Is it too much money? Am I worthy of charging that fee? Am I going to lose business if I increase my fees? How do I present it?”
Gastineau is an independent agent in Naples, FL, who sells travel under the name Simply Customized Travel. A longtime proponent of fees, she conducts training sessions for agents about fees and offers individual coaching. But until this year she had allowed her own fees to stagnate at the same levels since 2009.
“I had to have that same conversation with myself that I’ve had with so many agents: ‘Yes, some people are not going to pay this, but that does not determine my value. I’m providing a service and my service is not for everybody.’ “It starts with our valuing what we do and what we have to offer,” she added.
加斯托诺告诉,通常是潜意识的信念和对拒绝的恐惧,使代理人无法增加费用或收取费用。beplay客服。无论您是想增加费用还是第一次收取费用,这都是她克服这种恐惧的处方。
1.欺骗您的潜意识。
Once you decide on your fee schedule, write it down, along with your planned start date, on a 3X5 file card. Well in advance of implementing the new fees, post the card prominently so you’ll see it every day.
加斯托诺(Gastineau)在2016年决定提高费用时为自己做到了这一点。“每天我都会看这张卡,所以我的潜意识会得到这样的信息:当2017年到来时,这就是我要向人们收取的金额。”
2. Read your new fee schedule aloud every day.
“It’s a muscle memory thing,” Gastineau explained. “You’re reading it with your eyes, and you speak it out loud, so you’re hearing it. You’re letting your subconscious know this is our new normal. It’s exercising that self-confidence muscle.”
3.让客户习惯这个想法。
Tell your clients that “starting on a certain date we are going to charge this amount.” If you choose to grandfather in longtime clients on their next booking, be sure to include your new fee amount on the invoice with a note that you’re waiving the fee this time because they’ve been loyal customers. “You’re training the client that this is what the fee will be,” Gastineau explained.
4。Present your fees without apology.
Gastineau在免费的30分钟咨询中向新客户提供了费用,她还用来评估潜在客户是否非常合适。
在咨询期间,她发现客户想到了哪种旅行,并提供了一些建议。她还解释说,她的精品代理商提供高水平的服务,因此她无法与所有人合作。然后她介绍了费用,并说:“如果您想雇用我,我会给您发送发票。支付发票后,我们将开始。”发票表明,一旦她发出初始行程,她的费用就不可退还。
加斯汀(Gastineau)的2017年费用从每人$ 297的7至14天拟合行程到22至30天的行程,以及预订机票的费用。“如果他们与包裹结合使用票,我会稍微折扣一下。我尝试做一个感觉公平的事情。”
5.允许摆动室 - 但不是太多。
给自己自由,偶尔调整或放弃费用,但不要过度。“我们不想养成不断免除费用的习惯,因为我们不满意的数量或过程。这打败了目的。”
Similarly, don’t sabotage yourself by making your fee a plan-to-go deposit. Rather than say, “‘We have this fee of $100, but we only keep it if you don’t go,’ just leave that last crazy bit out,” she advised. “If you’re quoting a service fee and apologizing for it outright, or the way you’re presenting it comes across as an apology, then people are going to doubt that you’re worth it.”
6.了解风险 - 和好处。
现实情况是,当您提高费用时,您可能会失去一些销售。加斯托诺说,她今年失去了几次潜在的新销售,但是她目前的所有客户都对这一变化都很好,并且与新客户的销售额相比,她的销售量超过了她的失落。
她说,无论如何,如果现有客户确实以您的费用拒绝,那么他们可能不是理想的客户。
7.收获奖励。
In the last two years, Gastineau’s average sale and commission have gone up considerably, to the point where $20,000 bookings have become an almost daily occurrence. She believes her fees have helped drive the shift in business.
“通过将我的服务费用作为天鹅绒绳,并不是每个人都进入的地方,它为愿意支付我的费用的人们提供了更大的空间。”碰巧的是,那些愿意支付更高费用的客户往往正在寻找更长,更昂贵的假期。“通过提高您的费用,您实际上将自己定价为高层市场。”
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