Encouraging repeat sales

While on sales calls this week, I noticed that most agencies say that most of their business is coming from past customers- repeat business.  When I ask what they are doing to market to this segment of their business most just say their clients come back when they want book or are not doing nothing to market to those past passengers … So how do you maximize this market segment and your chances to make sure your customers are in fact coming back to YOU (and not the internet?)

Your sales focus should be geared towards long-term relationships as well as the current sale. Being honest with the customer along with building good relationship with them then there’s a high chance they will be a repeat customer. Trust is difficult to get so once you have achieved it you need to do what you can to keep that trust and keep your client coming back to YOU.

It is so easy- with repeat customers – just ask for the business. Make sure that your customer always has your name first and foremost in their mind when they think about their next trip.

You need to always focus on after-sales, remember the value of communication with your customer. We can all improve on this so what would make your customers more likely to buy from you again? Keep good records especially on the ones that you have identified as most valuable, set up six monthly catch-ups – and use tools such as mail lists, phone calls, newsletters, travel clubs, groups,  email blasts and so on.  Value your most valuable clients, maybe the top five, by taking them out every now and again. Let them know they’re valued and you want them to keep working with you- maybe host a past customer evening working with your preferred suppliers they too want to keep you happy!!

Have a great week….remember people are still traveling “Don’t miss the Boat”