The Art of Travel Sales: A Five-Step Process

Closing the sale with a new client can be a rewarding yet challenging task. To make it easier, use my five-step guide that will take you from the initial inquiry to closing the sale successfully.

Step 1: Receive and Pre-Qualify the Lead

When a potential client reaches out, respond promptly and gather their contact information, especially their email address. This initial step helps gauge their interest and establishes a line of communication. Create a pre-qualifying email template that provides basic information about the destination and invites the client to fill out a quote request form or schedule a call. Tools like Calendly can be invaluable for scheduling appointments, to avoid the back and forth of scheduling a call.

Step 2: Qualify the Lead

Once you have the client's basic information, the next step is to qualify the lead. This involves understanding their expectations and educating them about the destination and available options. Use conversation starters and questions to gather relevant information, ensuring their choices align with their budget and preferences. Do not skip this step, whether you ask questions on the phone or by email, this will help you get the information you need to give them a quote that they want to confirm.

Step 3: Issue a Quote

After qualifying the lead, it's time to issue a professional-looking quote. This quote should be comprehensive, including all necessary information and presented in an easy-to-understand format. Include details about the destination, hotel options, room types, pricing and inclusions. Don’t forget to add information about airfare and travel insurance and link to terms and conditions.  

Step 4: Follow Up Consistently

Following up with the client is crucial to increase the chances of closing the sale. Many clients need time to decide on their trip and also reminders about deposit requirements. Implement a five-email follow-up sequence that provides additional information about the quote, reminds the client to make a deposit and checks in on their decision-making process. Personalizing some of the follow-up emails can also show the client that they are valued and remembered, enhancing your relationship with them. 

Step 5: Close the Sale

The final step is to close the sale. Approach this with confidence and don’t fear rejection. Remind the client about the urgency of deciding and provide clear instructions on how to make a deposit. Ensure that you collect and store client information securely and have the necessary forms and waivers in place to protect both the client and your business.

By following this five-step process, you can effectively go from quoting to closing a sale with a new client. The key lies in thorough communication, educating the client and being consistent with follow ups.