The importance of Qualifying your prospective clients.What is qualifying? It allows you to find out more about your prospective customers as well as your current ones. There are 4 major steps to take when doing this. Pre-Qualifying.The reason for this action is to eliminate people who you felt were poor candidates but also find those who travel a lot.There are times you can do this before making contact with them.
Asking Direct Questions.This process allows you to decide whether or not the person should remain on your client list.How do you do you do this? ASK DIRECT QUESTIONS! The specifics of the questions are determined from situation to situation and from client to client. This process is needed because this saves time for both your client by eliminating prospects that do not fit your potential list. Assessing the situation.You may be able to talk to a prospect but it does not mean that you will succeed in making a sale every time.You pitch them about a certain travel opportunity or even when they approach you about taking a trip. It is important that each time you deal with them,you must take a step further in your assessment stage. Learn the clients or prospect specific needs to provide appropriate travel answers.
Long-Range GoalThis is a constant process and is extremely important to the success of you and your customer's relationship.Always look out for changes in your client's situation that might create new travel needs for them and opportunities for you. A good exercise to do is review your basic information about your current customers every 6 months. If you have a good consistent relationship with your client, then they may help you in expanding and updating your records.
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