NACTA’s RX For Success: Attention to Basics

The following guest column was contributed by the president of NACTA – The National Association of Career Travel Agents.

Whether you’re new to selling travel or have been at it for a long time, success requires consistent attention to the basics.

Here’s a checklist that will serve as a guide to new travel consultants and a reminder to longtime travel sellers.

Ann van Leeuwen

1.    Focus your efforts. You have the world to sell, so decide what your passion and interests are, then focus on a few destinations and suppliers in those areas. Know your portfolio of destinations and suppliers inside and out. Develop your expertise and credibility so you are a knowledgeable and trustworthy consultant to your clients.

2.    Build your business. Develop your client list through contacts and referrals and by introducing yourself with a professional website.

3.    Be active on social media. Establish yourself in online communities. Promote your knowledge and expertise and share your travel experiences and photos so potential clients will find you on social media.

4.    Connect locally. Attend chamber of commerce meetings and other local business networking groups to learn about other small businesses in your community and exchange leads. Establish a presence in your local community.

5.    Brand your agency – and yourself. Remember customers buy from you, so in your marketing and communications (print ads, email alerts, general communications), own your messaging. Speak to your audience in your voice and don’t allow suppliers to overpower your agency brand.

6.    Announce yourself to the media. Write press releases and announcements about your business periodically and distribute them to your local media outlets.

7.    Be a super salesperson. Be the best at what you do. Service your client well. Know their interests, aspirations and their upcoming special occasions and celebrations.

8.    Stay in touch. Always follow up with clients after they return from a trip or vacation. They want to share their experience with you. You haven’t “closed the sale” until you’ve had this post-trip conversation with them. They will remember you and refer future business.

Ann van Leeuwen is president of NACTA   – The National Association of Career Travel Agents. NACTA is dedicated to providing the finest education, training, networking, and representation in support of Career Travel Agents.