“More and Better” Clients – is Actually About Better Clients

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More and better customers. It is the mantra of every business to reach the pinnacle of success. Your travel business is no different. Growing or regrowing your business is at the heart of your success.

The irony is that we tend to spend more time thinking about getting more customers when better is right in front of us. Better customers always leads to MORE customers.

If you create a solid foundation of ideal customers, you will attract more customers just like them.

Consider your very best customer. You love serving them. Almost without thinking, you consider their travel needs even when they are not planning a trip.

When you have a trip in the works for your best customer, it has your signature service all over it from beginning to end.

From your customers’ perspective, you are indispensable. They would not dream of booking anywhere else. Leverage that loyalty to find others just like them in the following three ways.

1. Get Better Customers through Referrals

First, a delighted customer who loves you, and loves your service, would not hesitate to refer you, BUT they need a nudge. Your job is to let them know you are currently open to working with a few more clients just like them. They are not mind readers, and don’t fully understand how your business works.

  • Here is a tip on how to ask for referrals:

“I’m currently looking to add a few more clients to my travel business.

Doing high-quality work with people I care about is important to me. I love working with you! I’d appreciate it if you could refer me to anyone in your circle that needs a professional travel advisor.”

Letting clients know that you are adding clients selectively will reinforce how special they are to you. It also puts their mind at ease that you will treat their trusted circle with the same utmost care.

2. Get Better Customer by Leveraging Your Last Sale

Always look to find another buyer for your most recent sale. Curating complex vacation experiences takes a tremendous amount of effort. Put that time and effort to good use and immediately go and sell another ten customers while your experience is fresh and inspired!

For example, you have just booked a multi-gen trip to Alaska for a family celebrating Grandmas’ 80th birthday. After much research, comparing the brands, you found the best option. Put all those hours to good use.

As soon as you have closed a complex sale, create a mini-sales blitz to find other multi-gen customers. Nothing beats the confidence and conviction that comes from a recent sale. Plus, it is so much easier to sell something tangible. Especially now, consumers are looking for “social proof” that it’s the perfect time to start booking.

When you close a sale, it is easy to celebrate and move on. Make a habit of asking your client, peers, your circle of influence, and your social media following if they know anyone who might be interested.

  • Here’s is a script for your sales blitz:

“Do you know anyone celebrating a big milestone this next year? I’ve got something really special I’d love to share that ticks all the boxes!”

3. Better Thinking = Bigger Business

If you’re interested in growing your travel business, beyond what it’s ever been before, take time to re-think your strategy of how you attract more clients. Better always proceeds bigger. In fact, if you focus on better, bigger will come.

What are all the ways you could improve your approach that would impact y our travel business? I firmly believe that your approach to the business is as important as the business itself.

Geraldine Ree

With over two decades as senior leader for both Expedia Cruises and Princess Cruises, Geraldine Ree is an experienced SVP, entrepreneur, Godmother to the Viking Eistla, and author of the best-selling book, Flying Colours: The Travel Advisor’s Guide to Breakthrough. Based on responses to the book, Geraldine’s new mission at GeraldineRee.com is helping travel advisors, teams and leaders shift their travel business into high gear. Geraldine opens up her treasure trove of business building strategies to support Open Jaw readers in minding - and growing - their business.

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