Effective selling translates into:

• making sales of the travel product that would not have otherwise been made. This includes turning "shoppers" into customers.
• selling all the travel products and services that are appropriate to sell with each travel opportunity. (Typically referred to as "cross selling".)
• selling upgraded travel options when these options better meet the needs of the client. (Typically referred to as "selling up".)
• selling for higher yields (increasing the net revenue to the agency for the time and effort spent as long as doing so is consistent with the client's best interest).
• selling in a manner that builds and/or enhances a long-term customer relationship.

Below are some tips and strategies on how you get more sales and increase your profit

Strategies for getting more enquires

• Referrals
• Direct Mail
• eMail Marketing
• CRM Strategy
• Website
• Attending Networking Functions
• Information  sessions
• Co-marketing
• Advertising
• Brochures
• Postcards

Strategies to increase your sales conversions

• Improve your sales skills….train…train..train
• Measure your conversion rate
• Follow-up, follow-up again and then…..Follow-up AGAIN!!!
• Product Knowledge
• Rewrite Quotes and enquiry letters in Professional Proposals
• Use scripts for everything
• Have a sales target
• Provide a written Service guarantee
• Flyer – ‘11 Reasons to book with a travel agent’
• CV on yourself
• Give out a client a testimonials List
• Sell a group departure / exclusive products / service / tours
• Develop a niche
• Use Standard Letters and Forms

Strategies to increase your Average Booking Value

• Up Sell…Cross or Add On Sell
• Increase your prices
• Stop discounting
• Charge higher service fees
• Sell 3 add ons with EVERY trip as part of the total price
• Have a average $$$ spend target & measure it
• Use a list of questions or checklist
• Down Sell – sell most expensive option first
• Build rapport / treat as extra special
• Exclusive packages tours - NICHE
• Add gifts for higher $$$ purchases!
• Sell more of higher priced services/products

 Strategies to boost your Profit Margins (yield)

• Increase Your Margins / Prices
• Sell More Big Margin Products and Services
• NO Discounting Policy
• Mark up nett cost of trip + 14%
• Buy better – use preferred or GO DIRECT!
• Yield Management
• Sell your Own Label of packages Holidays
• Sack C and D clients
• Keep an Accurate Database
• Provide Team Training Increase Team Size – better service
• Have team members working from Home

If you would like any further advice or tips, check out my Facebook Page. Alternatively if you would like any information about Business Coaching, please contact me on 07 3040 3588 or visit www.tafastrack.com.