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Travel industry – sell your way out of trouble

By andrew on August 19, 2011

Travel industry – sell your way out of trouble. As we recently saw another travel company fold, Holidays 4U trading as Aegean Flights, we understand that the travel industry is in choppy waters. These problems are all the more significant when you consider that the travel sector should be making money at this time of year. 

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As all business people know making profit and survival is about increasing revenue, cutting costs and managing cashflow. Other sites will give you what you need on the latter 2 topics but here we’re interested in maintaining and increasing revenue.

Selling in the travel industry is about the following key principles ;

  1. Increasing conversion rates. It is vital that you convert as many enquiries as you can at the point when they’re on the phone (or in your shop, or on your website.) Training in closing and benefit selling is important to ensure they don’t go elsewhere for comparisons.
  2. Selling higher value products. Customers spend money on a whole package of services and it’s important your team looks for opportunities to sell these higher margin products. Do you adequately reward this to keep them focused on the goal?
  3. Better customer service experience.  With many operators seen as offering similar products and services, it all comes down to the customer experience doesn’t it. If they like your agent, they seem knowledgeable and keen to help, you’re much more likely to convert aren’t you? Make sure you give them adequate product training and you keep them motivated. If not, you’ll lose the business that floats under your nose.
  4. Better contact with past customers. So many industry sectors have haphazard plans in the way they deal with previous or lapsed customers. And yet they’re the easiest people to sell to. Check how you keep in touch with them after their holiday with you. Ensure you have a programme to make them feel valued. You want to be their number one choice before they even start looking around for their next holiday.

You and any business grows in 4 ways. By ;

  • Selling to more people
  • Increasing average order value
  • Selling to the same people more often
  • Reducing churn (the rate at which you lose customers)

Of course none of this is rocket science, but ask yourself if you really understand these metrics in your own business and make sure you have a plan to achieve each of these 4 things. Your livelihood depends on it.

To Market runs telephone sales and telemarketing training courses across the East Midlands, Peterborough, Cambridge, Leicester, Northampton, Derby, Nottingham, Kettering, Corby, Wellingborough, Coventry, Birmingham, Lichfield, Solihull, Peterborough, Wolverhampton, West Midlands, Milton Keynes, Lincoln, East Midlands as well as wider parts of Leicestershire, Northamptonshire, Cambridgeshire, Suffolk, Buckinghamshire, Warwickshire, Nottinghamshire and Derbyshire


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