Discovery Calls and Proposals: Best Practices for Travel Agents

Creating lasting relationships with people who value the services you provide is key to building a successful business. In this training, you’ll find out how to build those important connections during your discovery call, ask the right questions to determine if you are a good fit for one another, and convert your new prospect into a paying customer. This process is a rinse-and-repeat action. You’ll be able to use it over and over again in the coming years. What else will you get out of this training? Let’s find out! How do you figure out if the prospect is your ideal client? Someone contacts you inquiring about a once-in-a-lifetime family vacation. You’re excited to finally have a new lead! But you’re nervous you’ll mess something up and lose your potential client. Or, worse yet, end up with someone who wastes your time or is a nightmare client. How do you make sure you aren’t spinning your wheels with another tire kicker? It starts with your first contact with them and goes all the way through your sales process. Building a solid strategy paves the way for a trust-filled business relationship with your ideal client. Qualifying leads and turning them into ideal lifelong clients involves three important sales elements: Solid discovery calls (or FIT calls)Scripts to help you seal the dealProposals for a concrete sales processHaving these steps in place will help you weed out the clients who don’t appreciate the value you offer while keeping your target audience front and center. Let’s explore one of these points to better understand why it’s essential to have these three steps in place in your onboarding process: What is a discovery call? (Or FIT Call) A discovery call, or “FIT” call is a short chat usually held over the phone or Zoom where you get to know your potential client. It’s an opportunity for you to ask questions to better understand if the potential client will be a good fit for you and your business.  It’s important to know what kind of information you need. In the training, you’ll find a list of questions you can ask a potential client. Feel free to add some of your own. Map out a general outline for the direction you want your calls to go, even down to ensuring you leave time for the client to ask any questions they might be wondering about. You’ll also find email templates for following up on your leads. This will ensure the client and you are on the same page as far as vision and scope for their vacation. This guarantees there aren’t mistakes or oversights on either side. A discovery or “FIT” call coupled with follow-up emails help you determine if you should move on to the next step: Sending a proposal. The Sales Proposal Template Your prospect said yes to working with you! Now what? It’s time to book a qualification call and then send your proposal. As part of this training, we also go over how Read More