TURKS & CAICOS TOURIST OFFICE
Barbara Charlton
Regular columnist Barbara was voted Most Helpful Travel Counsellor of the Year for two consecutive years.
talking shop WISE COUNSEL Let your clients provide you with free PR
I am currently providing long-term cover for another Travel Counsellor. And I'm also trying to sell my house, which as anyone who has done it will know is extremely stressful. Regular readers might recall that I won a
O
teeny iPod Nano from One Stop Touring Shop a couple of months ago, but had no idea what to do with it. Well, I have finally had some help in
setting it up. I did think that it might encourage me to take up running. But that sounded far too much like hard work (and I don’t have the time) so instead I think I’ll use it for long flights and relaxing by a pool! I just hope I don’t get too carried away and start singing in public. In fact, I’m about to pack my case for a
long-awaited week’s holiday in Taba Heights, Egypt. It will be my first visit to the country, and whilst I am there I have arranged to see the brand-new Club Med property that opened in December. I love the Club Med concept and look forward to being able to sell it with more first-hand knowledge. I am also planning on doing some quad biking in the desert, and have bought a new snorkel and fins for a spot of snorkelling. After I'm back I have a TIPTO evening to
look forward to. These events are always interesting,
informative and educational. You can never learn enough about what is out there for us to offer our clients.
ne of my New Year's resolutions is to miraculously find more hours in the day! As well as doing my own work at this busy time of year
Talking of learning, January was the
month when all Travel Counsellors and other agents had to renew their annual FSA exams in order to sell insurance. I doubt there is a single agent in the land
that looks forward to this, but it’s a necessary evil to make sure that our clients are protected when they travel. Early indications on the sales front are excellent. Most of my regulars are chomping at the bit to get some sun on their bodies, in destinations as far-ranging as the Turks and Caicos (pictured), Las Vegas and Thailand. I find it amusing that a lot of my clients
think that they are ‘being a pest’ or are ‘a challenge.' The more of a challenge it is the better, as far as I am concerned. Who would want to just, like a robot, book the same things day after day? The issues we had to deal with in 2010
have rewarded good agents with repeat business and new referrals filtering through from existing clients. During times of weather disruption, strikes and airline and tour operator collapses, you can’t beat the free PR that your clients give you. I picked up a few new clients that were holidaying with existing ones during the ash cloud crisis. They were amazed that their agent
called them on their mobiles to make sure they were OK, and then kept them updated on the situation! I do hope that this year will be the year
when some companies finally realise that if they sell at low or no margin they will really struggle to stay afloat. Discounting has always been a nasty word to me, and it’s
Comment... "Good service is what brings clients back year after year. Never underestimate your worth; you'll be amazed at how many people still value good service over the usual faceless websites and endless waits on the phone to call centres
certainly not a good long-term business strategy. If you sell at the lowest price you gain minimal profit. You also don't build loyalty from your clients because they are always looking for the next ‘deal’. Good service is what brings clients back
year after year. Never underestimate your worth; you’ll be amazed how many people still value good service over the usual faceless websites and endless waits on the phone to call centres. Next month, amongst other things, I hope
to give you some good hints and tips on selling Taba Heights, in Egypt. Little gems of wisdom that you can’t get from Google!
Barbara Charlton
Travel Counsellors UK T 0845 0587 290 E
Barbara.charlton@
travelcounsellors.com W
www.travelcounsellors.co.uk/barbara.charlton
getting enough? ...Or too much!
We want to make sure that we send out monthly copies of Selling Long Haul only to the people who want it, so please let us know your requirements.
If you or anyone in your agency would like to receive a FREE personally addressed copy, please complete the adjacent form and fax it to 020 8649 7234 or email your details to
Cheryl.staniforth@
bmipublishing.co.uk
Equally, if your agency receives too many copies, please let us know that too. Mark CANCEL on the address sheet and email to 020 8649 7234 or send it to Cheryl Staniforth, Selling Long Haul, Suffolk House, George Street, Croydon, Surrey CR9 1SR. Or email the details to
cheryl.staniforth@
bmipublishing.co.uk
PLEASE ADD THIS PERSON PLEASE DELETE THIS PERSON Name Agency Address Tel
Email
www.sellinglonghaul.com • February 2011 61
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68