What Your Clients Really Want
If you have been in the travel industry longer than five minutes then you know that the key to good customer service is giving a client what they want. The important thing to do at the very beginning of the sales process is to find out what exactly that is. If you wait until later you could be wasting your breath or worse losing the client. Here are some questions you should ask your potential client to find out what they are looking for so you can give them viable options they will actually be interested in purchasing:
What is your budget? This is very important because if your client can only spend $1,000 and you are pitching a crazy expensive stay in Tahiti you’ve already lost them. Getting clear on exactly what they can spend signals to you the potential places they can actually afford to go.
When are you planning to go? If the client wants to go somewhere warm, but their trip is scheduled for January you know a portion of the globe is off limits for possible vacations.
What kinds of things do you enjoy doing on vacation? Do they like skiing in snow or on the water? Do they want the adventures of sky diving or the pampering of a spa? Vacationing means different things to different people so get clear on how your client wants to unwind.
Will you be bringing kids along? If it’s a family trip you obviously won’t recommend adult only resorts and if they don’t want to see many kids on their trip you surely wouldn’t send them on a Disney Cruise.
Is this for a special occasion? Everybody who is vacationing for a special occasion enjoys extras that make them feel warm and fuzzy. It will help you to know whether or not this is just another vacation or if the staff at the resort you send them to should be on alert to treat them like VIPs.
This is by no means an exhaustive list of questions for a potential client, but hopefully it will get you thinking from the customer’s perspective. Good luck and happy sales pitching!
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