Boost Sales – Three Simple Steps

Boost Sales With These Three Simple Steps

by Kelly Monaghan

As I point out more than once in my home study course, success as a home-based travel agent means keeping an eagle eye on the bottom line and always looking for ways to boost sales whenever possible and to sell smarter. Here are three pointers that can be put to use no matter where your business stands now.

Segment Your Market

The course goes into a good bit of detail on segmenting your market. Hopefully, you’ve done that, at least to some extent. Let the big storefront agencies lose money trying to be all things to all people, while you sell smarter and profit. But even if you have already chosen a profitable market segment, perhaps you can make more sales by slicing it up even further.

Allow me to explain.

Let’s say you specialize in dive travel. Great choice, great product. Easily targeted, high margin, and obtaining in-depth product knowledge is sheer fun.

Now dive travel may already seem like a pretty narrowly defined niche, but what about . . .

  • Diving vacations for families?
  • Snorkeling vacations with scuba certification thrown in aimed at baby boomers who aren’t divers?
  • High-end scuba expeditions for those who can afford to charter their own boat?
  • Underwater whale watching expeditions?

Boost sales in your dive travel specialty. Source: NOAA

Get the picture? No matter what your specialty, with a little imagination you can find niches within niches to boost sales and increase your profits.

Boost Sales By Offering Something No One Else Can

How can a tiny little home-based travel agency offer something the big agencies can’t (or won’t) offer? Easy!

How about in-person, to-your-front-door delivery of brochures and travel documents? How about dog-sitting or plant-watering services while clients are away? How about airport drop off and pick up? What about the hard-earned expertise you’ve gained by specializing in one of the many market segments you learned about in the home study course? How about your very personal and confidential list of recommendations for great shopping and fine (or inexpensive) dining in Paris –- or Florence, or Sydney.

Now there’s a good chance you are already doing one or more of these things, or doing other things I haven’t mentioned. But are you letting your clients know about it? Are you encouraging them to let their friends know about it?

It’s called an “exclusive benefit” and it can be a powerful inducement to a prospect to take out a credit card and make a deposit on that tour or cruise you’re promoting. If you feel uncomfortable “blowing your own horn” like this, get over it. Review Module 3: How To Sell Travel Like a Pro in the course to build your confidence.(Don’t have the course yet? Click here.)

The fact of the matter is, your customers WANT you to blow your own horn. That’s how they gain the reassurance that you are someone worth doing business with, on this trip and the next and the next.

Boost Sales By Pursuing Add-On Opportunities

This one is so obvious that I’m almost embarrassed to include it here. It may seem odd to those who haven’t been in sales very long, but any professional salesperson will tell you that the best time to make a sale is when someone has just bought something else from you.

Of course, you know that when someone takes a cruise they are a prospect for a pre- or post-cruise extension.

If someone is flying to Orlando, they need a rental car, a hotel, theme park tickets, and maybe even a limo to the airport. And of course everyone needs travel insurance. But do you ask? If not, start today.

Taking things a step further, do you set up the next sale as soon as you’ve made this one?

For example, the person leaving now on a quickie vacation may be an excellent prospect for the cruise sailing ten months away that you are promoting. It’s not at all out of place to request a modest deposit to hold a cabin. If that doesn’t work, ask their permission to put them on your email reminder list. Get the idea?

Depending on how you’ve structured your business, there may be other things you can sell this person.

Taking the dive travel example again, why not sell scuba accessories? You can even sell something that has nothing to do with travel.

The point to be made here is that you have built up a clientele of people who trust you and enjoy doing business with you. Again, the pros will tell you that acquiring the customer is the hardest part. Making repeat sales is relatively easy.

Boost Sales Even If You’re Just Starting Out

If you have just started your travel marketing business or are still considering whether to do so, these may seem like “advanced” techniques, but they’re not really. Selling travel is a simple straightforward business that can quickly get to seem complicated only because there are so many possibilities. That’s one reason I spend time in the course guiding you in defining your travel marketing business in a way that will make sense for you and help you maximize your earning potential.

So if you’re just starting out, take some time to define the ind of business you want to build. The course gives you a number of options to guide your thinking, but above all be guided by what you want to accomplish — in your business life, in your personal travel goals.

Trust me, doing this will boost sales down the road.

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Boost Sales – Three Simple Steps was last modified: October 20th, 2015 by Kelly Monaghan