Selling Travel and Vacation Planning
Client Leads
Where to begin
Before you can sell anything you have to find someone to sell to. The beauty of the travel business is that virtually most people travel at least once in a while.
Make a list of everyone you know. Keep it simple—names, email addresses, and phone numbers. Start with everyone in your personal contacts list. For each person on your list, ask yourself, “Who do I know through this person?” For example, when you consider your next-door neighbor, you remember they have three grown children who you also know. Add them to your list. Your doctor and dentist have receptionists and nurses. Your children’s teachers, bus drivers, classmates, your neighbors – add them all to your list. You will soon realize you know many more people than you realize.
I have a list. Now what?
If you are just beginning it is usually best to stick with the people you know and can approach easily. But when you are comfortable enough to really get started here are a few ideas about how to find new clients…
Remember, every person you meet is a potential customer. Hand out business cards, postcards, flyers, and brochures with your name, e-mail, and phone number.
Business cards are your most cost-effective advertising tool. Never leave home without them. Make it a goal to get your Business cards in as many hands as possible. Put them everywhere—on store bulletin boards, store counters and anywhere else you see local businesses dropping off cards. Ask if you can leave them in your local bridal shop or supermarket.
Social media is a very important tool but don’t rely solely on that.
Network (in person) whenever and wherever possible. Talk to people. People love to talk about vacations dreams, especially Disney. Nothing is more valuable than making a personal connection.
Don’t be afraid to repeat yourself. Just because you told someone once does not mean they will always remember. People are busy and sometimes they forget. Send reminders. This is one place social media can shine—keeping you top of mind.
Look at all the people you know
Your business card is your best tool. It’s inexpensive and an easy way to promote yourself! How many opportunities do you have to hand out your business Card? Here are some suggestions:
- Family
- Friends
- Waiting Rooms
- Hair Salons •
- Nail Salons
- Tanning Salons
- Dentist Office
- Orthodontist
- Doctors Office
- Pediatrician
- Restaurants
- Lawyers Office
- Real Estate Office
- Car Wash
- Work Place
- Spouses Workplace
- Co-Workers
- Office Lunch Rooms
- Supermarket Ad Boards
- Car Wash
- Corporations
- Credit Unions
- Social Clubs
- Moms Groups
- Moms Clubs / Biogs
- Day Care Centers
- Play Gyms
- Karate Schools
- Sports Events
- Sports Activities / Clubs
- Dance Studios
- Schools
- PTA’s
- Holiday Shows / Bazaars
- Family Activities and Functions
- Church Bulletins
- Fund Raising Events
- Family Shows
- Movie Theatres
- Databases
- Direct Selling Events
- (Scrapbooking etc)
- Health Clubs
- Local Newspaper Calendars
- Schools
- PTA’s
- Holiday Shows / Bazaars
- Family Activities and Functions
- Church Bulletins
- Fund Raising Events
- Family Shows
- Movie Theatres
- Databases
- Direct Selling Events
- (Scrapbooking etc)
- Health Clubs
- Local Newspaper Calendars
- Local College Evening Classes
- Gardening Clubs
- Senior Clubs
- Golf Shops
- Wine Tasting Events
- Local Fan Clubs
- Neighborhood and Developments
- Over 55 Communities
- Club Houses
- Associations
- Networking Groups
- Networking Events / Trade Shows
- Chamber Of Commerce
Maintaining a client database
Your lead list is a very important tool. It is basically anyone and everyone you want to communicate with about your services. This list will continue to grow over time and will be an invaluable resource. Many of your marketing efforts will be targeted to this list. For more about marketing, click here.
Excel is a good program to use to create a client database and organize your contacts.
As you progress in your career, continue to add every new lead or contact you make. That means anyone and everyone you speak to or that contacts you regarding travel. This list can be used for future marketing purposes such as an email campaign.
Referrals and Repeat Clients
Everyone who becomes a client has their own list of people who can benefit from your services. Ask your clients if they have friends or family who would like to receive travel information from you. Add them to your list.
Before you know it you will have a mailing list of potential customers. How many you need depends on how much time you are willing to commit to your business and how much money you want to make.
GROWING YOUR BUSINESS
For every year you are in the travel business you should at least triple your sales the next year. This is because your clients who travel will most likely travel again and will refer others to you.
Consider starting a referral rewards program with your existing clients. For example, they can earn a gift card towards future travel for every client they refer that books and completes a vacation with you. Or a loyalty program that rewards them for booking future travel with you. As you grow as an agent you can expand beyond Disney to offer all types of travel destinations.