p34-35 feature Mar5 2/3/10 16:10 Page 34
knowledge selling from home
ttglive.com
Starting out
Helping
hands
Starting a new job often means learning lessons the
hard way or as you go along. Debbie Ward speaks
to seasoned homeworkers about what experience
has taught them, the advice they would give to
newcomers and the company support available
T
aking the plunge into home- and whatever the enquiry you
working can be an exciting have to help them.”
but daunting process. Luckily It’s a familiar scenario for
newcomers not only have Merseyside-based Gold travel
support from head office but also from counsellor David Griffin who,
experienced colleagues who can share seven years ago, was managing
the lessons they’ve learned. a multiple agency. Freed from
Mentoring is among the responsibili- directional selling, he found the
ties of Matthew Ruth, a homeworker number of specialist suppliers
management representative for initially overwhelming. “It was
Future Travel. He finds newcomers very much a learning curve for me
are commonly Jacks-of-all-trades as I didn’t realise there was so
who need coaxing to specialise. much choice out there.” He built
“The trouble with [high street] his knowledge by watching suppli-
agencies is someone walks in ers on TCTV, reading trade papers
Here to help Homeworkers’ tips when beginning your career
THE PANEL Plan ahead: If possible, get some and then, in turn, people will start to their advertising to resorts and even
money behind you and start thinking recommend you, says David. For individual properties they’re familiar
how you’re going to market yourself regular clients, word-of-mouth can with.
David Griffin so you can hit the ground running. sometimes be better.
Travel Counsellors,
Nurture relationships: Building a
Build your own: Those using switch- Get a number: People often say rapport with your customers is the
board feeds as their bread-and-butter “I’ll call you tomorrow” so you may most important thing. Give them a
Matthew Ruth
should build local business on the side get really excited that 20 bookings thank-you card, a pre-departure
Future Travel
using professional materials from their are coming in, then they don’t ring. call and a welcome home card. It
marketing department. So always take a number and make is the small things that make the
Karen Cook
sure you call them back; if they come difference.
Hays Travel
Don’t advertise –- network: There to you on the switch they’re usually
can be a far greater return from net- ringing around. Keep shtum: To discourage clients
working than local press advertising. from going direct, do not be specific
Josie Doyle
There are a lot of networking groups Promote your niche: Homeworkers about the operator or airline behind
Holiday Experts out there where you can build up trust should build a specialism, narrowing their deals until the booking stage.
34 05.03.2010
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