Spring Cleaning for Your Sales Process

We wear a lot of hats in our business, but the one that turns into money in our bank account is our sales process.

If, like me, you are doing some spring cleaning around your office, let’s take a look inside your sales system to be sure that you are closing as many leads as possible.

1. Follow-Up System

   We are going to start backwards. You have issued your quote or proposal to a client, how and when do you follow up? If you say one or two times, you’re losing sales.

   According to Robert Clay of Marketing Wizdom, “80% of non-routine sales occur only after at least 5 follow ups.”

   A vacation, for most of our potential clients, is not a routine sale. Only 20% are ready to buy at the time of quoting or within a week. If you are lacking a follow-up system beyond one or two touchpoints, you need to consider going up to five to increase your chances of closing a sale. Take the time now to plan out a system for following up beyond just a check in that they got your quote.

2. Your Quote Request Form

   Suppliers change things all the time – is your quote form up to date with what you are selling? Are all the ticket types updated for theme parks? Are different options for special events included like Halloween Horror Nights from Universal? Are you making sure that add-on options are included?

3. The Quote You Send

   Do you personalize your quote at all? One way agents have been personalizing is using a system like Travefy to professionally present their quotes. Others will review over a phone call or make slides in Canva or Google Slides and record the quote talking over the slides and sending a short video with the quote. This personalization adds that human component back into this very human experience of taking a vacation.

Pick one of the tasks above, add it to your to-do list for the week and be confident that you are the best agent to work with a new potential client. Remember, you earned their trust through your marketing, and they’ve requested a quote.