Every travel company is about attending IFTM, ATM, ITB, and WTM. Why does one participate in such events? To obviously increase your current business and meet your existing partners. This a networking platform for the travel trade.
What do we usually talk about to new prospective agents that we are planning working with:
- What size of business we are?
- How are mark up is lesser than the competition
- We have added new itineraries.
- We have new products.
- We have a multicultural team.
- We are pioneers in the trade.
- We work with big agents such as.
These are necessary to a point, but don’t we all say this we are the best among our competition, we are THE company to work with.
Think of this as a blind date, would you rather overly speak about you on your date? Or ask questions, get to know the person. No one on a date like to hear how great you are, they like the getting to know phase.Next time ask the agent/client:
- What are the challenges they face when selling your destination/ product?
- What is the problem their current or previous partner is not solving for them?
- What are the major expectations they have if they are signing on with you?
- What are the issues they are facing with their competition when selling your destination/ product?
The only reason the client will ever consider you is if your goals align with theirs, not how big your company.
Try this approach let me know, how your response would be.
Bye for now.
LISWITH
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