Avoid the Hamster Wheel of Quotes That Don't Close

It's so common to send out a quote and then hear nothing back but crickets, right?

There are generally three reasons that cause this to happen.

Reason 1: Assuming Instead of Qualifying

I had someone contact me who wanted a villa in an Epcot-area resort. There were none available for their dates. My first instinct was to quote three standard hotel rooms at the Boardwalk since I thought location was more important.

I stopped myself and went back and qualified them more before I offered them something they did not want. After emailing the client a few questions, I was able to narrow down exactly what their priority was: location or the amenities of a villa (full kitchen, washer dryer, etc.). 

If it were me, I’d prefer the Boardwalk’s location; however, the client is not me. We have to step outside of our preferences to listen to what the client wants.

Taking the time to qualify a client is important, and to do this you need to have a conversation. Be sure to check how the client prefers to communicate: phone, text, email, etc. This is critical; they are now part of their vacation planning process before they even see a quote.

They are more likely to deposit since they are already a part of the process with you.

Reason 2: They Need a Nudge

Unlike us, our potential clients do not know when rooms are booking up, which means we need to reach out to them. If they're not responding to the way you're reaching out, you need another method.

If you've been emailing them, and they're not emailing you back, try a different method. Send them a text or a voice memo or call them. They probably won't answer. Leave a cheerful voicemail and then that's that. And if they do answer, great. Have a conversation. It is not the end of the world to talk on the phone.

Remember, people have so many things going on. They forget. Don’t feel like you’re bugging them to follow up.  

Reason 3: They’re Not Ready

Some people need six or more months to decide. Your job is to keep in touch with them, nurture them with your marketing so that when they are ready to book, they know who to contact.

Sales is circular. Unlike a hamster wheel, you are not stuck with the quotes and crickets.

Use the circular sales process to qualify, follow up and nurture through marketing until you close.