Referrals are important if you want your business to stay alive and thrive.Referrals are the backbone of a business that lasts. The importance of getting repeat and consistent business, keeps it alive. The timing should be right before you ask for one. When is the timing right? 1.When you have failed to make a sale. 2.When you have made a sale. 3.When the client returns from the trip. The quality of your these usually get better as you go from steps 1 to 3. Take a look at this example. "I can understand how this cruise might not be right for you. Perhaps you know someone else who is just itching to spend thirteen peaceful days away from everything on a cruise to Lisbon?" There is still a problem with this approach because the problem of asking the client to draw a name or two out of a very big group of everyone he knows or might be acquainted with. A lot of salespeople believe that both the quantity and quality increases when the field is narrow. You might say: "I bet there are some folks you know down at the Legion Hall who would be interested in a tour of Normady. Can you think of anyone?" This will allow your clients to focus on a small group of people and begin to visualize the personalities. Then it is a good chance to see a match between someone they know and the travel product you are offering. The best time to get a referral is right after the client has come from a positive vacation experience. You want what is called a "Championship". Why? These are the people who love to share their experiences with others. Once you have found a champion, take care of them. If you refer another client or prospect to talk to them, follow up to see how it went. DO NOT OVER BURDENED THEM! If someone has produced a lot of business for you through their enthuiastic recommendations, reward them with a tour conductor slot if possible.
*quotes from Home-Based Travel Agent by Kelly Monaghan.
|
