The following pages contain a number of ideas designed to help you begin marketing yourself as a travel agent and build a client base. Not all of these ideas are for everyone but hopefully you will find a number of helpful suggestions. Do not limit yourself to the ideas listed here. Be creative.
1. Family and friends. These should be your first source of clients. They will be anxious to help and will feel good about helping you succeed. Be sure to ask them for referrals, either telling their friends about you or giving you the names and phone numbers of other potential clients.
2. Networking. This refers to working with others who can be a source of leads and you can provide leads for. Leads groups and the local chamber of commerce are two good sources. Remember, you can network anywhere. The following are some suggestions for effective networking.
A. Have basic networking tools with you at all times, especially business cards.
B. Set a goal for the number of people to meet in a given situation.
C. Act like a host, not a guest. Introduce yourself to others.
D. Listen and ask questions. Be specific but brief when talking about yourself.
E. Don’t try to close a deal, it is not the place to hit on people for business.
F. Give leads or referrals whenever possible. Givers gain.
G. Exchange business cards, take two of theirs one for you and one for a friend.
H. Manage time effectively. Spend 10 minutes or less with each person.
I. Write notes on the back of cards you collect to help remember details.
J. Follow up! This is very important.
3. Strategic alliances. Set up a promotion with an existing business that can be mutually beneficial. Examples include bridal shops, gyms, beauty shops and others. Brochure racks or stands in the establishments can help direct business to you. Offer to give customers who buy from that business a coupon for $$$ off their next trip. This is a value added amenity which will help the business and provide clients for you. Use your imagination to find other possibilities. Offer the business owner travel at net cost for letting you set up the promotion.
4. Churches and synagogues. Let members of the congregation know what you are doing. Ask permission to post announcements on the bulletin board. Place an ad in the church newsletter. It is usually inexpensive and some suppliers may even co-op the cost. Trips to the Holy Land may allow the spiritual leader to travel free. 5. Market through your affiliation with various organizations such as the Elks, Sons of Italy, PTA, bingo clubs or other associations you may belong to. 6. Specialty sports groups like bowling leagues, tennis, golf, little league. These are affinity groups that have some common bond and reason to travel together.
5. Post cards. You may already have a mailing list. If not, there are many lists available by demographics or geographic areas. Costs for a list increase as you get more specific.
6. Referrals. Don’t be afraid to ask. With every invoice or set of documents you send out, send five business cards in a small card sized envelope. Invest a few dollars in a stamp that says “Thank You! Please Give One To A Friend.” and stamp the outside of the envelope with your business cards. Give a small gift to anyone who provides a referral that turns into a sale of a cruise or tour. People like to receive gifts and recognition. There are specialty companies that provide low cost items that can be very nice gifts.
7. Newsletters. These are cost effective ways of getting your name in front of your clients. They should be a consistent format, well written, and provide useful information for your clients. This can be on destinations, resorts, cruises, travel specials, testimonials, and a call to action. A quarterly newsletter is effective.
8. Pied pipers. Groups are the best way to increase your income. Affinity groups, specialty groups, and family reunions are just a few possibilities. The pied piper is the one person who has the most influence over the group. Let them know they have the possibility of earning free travel. TPI has a cruise for free program you can promote group travel can be used as a fundraiser for groups with that goal.
9. Be a guest speaker. Clubs and organizations are often looking for someone to give a presentation. Become an expert on some type of travel or destination. These are not necessarily a chance for direct selling. However, your willingness to provide this service along with a demonstration of knowledge will help develop a client base.
10. Local publications such as a community newsletter, Pennysaver, or others can be an inexpensive way to get your name out to the public. Focus on the niche you are most comfortable with and direct your advertising to a market that has the most chance for success. It would not make sense to promote a low end, inexpensive product to an affluent community. Find specials that would be of interest to the target market. The key is to have something that attracts the readers attention so they will read your ad.Do Not put them in mailboxes!
11. Vacation nights. Host a party, or help a pied piper you have developed host a party. The main purpose is to book travel. Decorate with material such as posters and balloons you can get from the supplier. Mail invitations well in advance. Have some special promotions such as upgrades and extra discounts which are available only if the clients book that day. Try to keep the initial deposit small because this makes it easier for the clients to commit.
12. Home page on the Internet. Take advantage of this exciting new technology. It will take on an increasing importance.
13. Pass out you business card to people you meet. In the course of conversations with others ask “Where are you going on your next vacation?” Listen to where they have been and what they liked or disliked about previous trips. This can be a lead in to book their next vacation.
14. The Yellow Pages can be somewhat more costly but the return may be worth the expense.
15. Welcome home cards to clients who are returning from a trip are a nice touch. They show concern and keep your name in front of the client.
16. Write a letter of introduction to family and friends to let them know you are in the business.
17. Pass out flyers door to door promoting yourself and specials. This can be done in residential areas and businesses.
18. Have your spouse or significant other let co-workers at his or her place of employment know you are in the business.
19. Explore the possibility of advertising in other companies newsletters.
20. Become a part of a companies employee benefit program. You can provide low cost travel and promotions for the firms employees. The firm may permit you to put flyers along with paychecks.
21. Family reunions. These can be for your immediate family or for all people in a given area with your same last name. Our software allows this capability. Imagine putting together a cruise together for 200 or more people with your same name.
22. We have an extensive video library that you may borrow for presentations.
23. Radio. Talk radio programs, especially those catering to smaller target audiences often are looking for guest speakers. This is a great opportunity to reach a large number of people. Become an expert on a destination or particular type of travel (Ecotourism, art history, cultural destinations are a few possibilities).
24. Condo associations and mobile home parks are another source of leads. Pass out flyers and offer to be a guest speaker.
25. Retirement communities are made up of people with the time to travel and often the discretionary income. Short trips such as a three night cruise are popular. This is just a small list of ideas to help develop your client base.
As with most things you will get out of this what you put into it. If no effort is put forth the results will reflect it. Don’t depend on one or two ideas, try several and keep at it. Consistency is the key. There are many good books and articles designed to help you succeed.
