Why and How to say no to some bookings
What if you felt confident enough to take a leap of faith, and decided to reject anything and everything that stood in the way of you achieving your business goals? What if you just said “no”…
In every other aspect of your life, you’re probably quite good at setting boundaries. If you’re a parent, you say ‘no’ several times a day! And while parenting may not have financial gains, the principle is the same; if you give in and don’t say no, you are taking ten steps backward.
The same can be said for your travel business. There are only so many hours in a day, and there are no refunds for time wasted.
Now is the time to insulate yourself, build a gate, and throw up a sign that wards off tire-kickers and quote-shoppers, and attract those who will recognize that you and the service you provide is one of the best investments they will ever make.
So how do you build this gate?
1. Say it Loud and Proud with a Planning Fee
Whether you call it a professional service fee or a planning fee, gone are the days you give your knowledge and time away for free. You are an expert in your field, and you need to have your planning fees listed on your website, in bold, and with pride. This is your first line of defense against price shoppers and budget DIY’ers.
2. Show Off Your Work
You’ve booked some epic trips for your clients, why not show prospective customers the incredible itineraries you could build for them? Fire up their imagination, inspire them, and get them excited to work with you by posting a few itinerary samples on your website.
3. Tell Them Exactly How to Work With You
There’s enough competition out there as it is, and if a prospective client comes to your website and feels an ounce of hesitation about how they can work with you, they’ll keep searching. Show clear steps that lay out what they can expect from your work process. This helps to establish your authority and lets any new clients decide if your process works for them.
4. Strengthen Up That Core Message
If someone was to come to your website, would they know precisely what it is that you can offer them? The keyword being ‘precisely’?
Your core message needs to be concise, not general. There are enough online travel agencies that offer ‘general’ services. That’s not you.
You are a specialist with a unique skill set.
Your core message should also avoid marketing buzzwords, and above all, it must clarify exactly what your brand is about.
Your audience should be able to arrive on your website knowing how you’re going to help them solve their burning problem, which will ultimately leave them feeling confident enough to hit the ‘sign-up or ‘book’ button.
5. Make Sure Your Branding is On Point
No one likes walking into a department store with loud music, neon lights, messy shelves, and no service.
That’s the vibe you might be giving off if your online presence is disconnected, poorly represented, and confusing.
A super polished website with strong branding, and of course, a clear and concise core message will make your prospective clients feel like they’re breezing through the doors of a luxury retailer.
You don’t just have to stand out from the sea of other travel professionals, you have to be unforgettable.
“if you try to sell EVERYTHING to anyone, you’ll end up selling nothing” – Sandra Mclemore
By putting these recommendations into action, you may notice that inquiries slow down at first.
But don’t stress, this means you’ve built a strong gate, and looky-loos are getting the message.
What you will begin to see are higher-quality leads that are in direct alignment with your business.
And because you will have put a solid fee structure in place, you can say goodbye to those time-wasters and quote-shoppers.
Trust in the process, create that core message, be concise in the way they can work with you, inspire them with your fantastic itineraries, and watch those bookings roll in!