The Judy Hall of Ideas

Great article on why travel agents should use Facebook

2009-05-09T13:44:16Z

TravelResearchOnline.com Blog

The Travel Agent’s Guide to Social Marketing - A Facebook Overview

March 31st, 2009 . by Richard Earls

In the world of social marketing platforms, Facebook holds the unique position of most visited, most utilized and most full featured. Next week, The 365 Guide will go into depth with the possibilities of marketing on Facebook as it promises to be the most significant social media for the small service business like travel agencies. Today, however, we are going to focus on a broad overview and some key aspects of getting started.

The mechanics of getting started are not as overwhelming as it might seem. Start slowly, spending time learning Facebook as a media. As a business person, you can not treat Facebook as a consumer might - you must have more than a passing acquaintence with Facebook as a media if you are going to use it professionally in your marketing efforts. From the outset, think continually about the tenor of your online personality. Facebook “helps you connect and share with the people in your life” as the company’s tagline simply states. Joining is very easy, just sign up with your name and email address. However, from that moment on, keep in mind that you are on a mission and there are some important considerations as you project your business persona into the Facebook community. The persona you project is the absolute key to successful marketing on Facebook.

Facebook offers more than one way to market a business, and it is quite permissible to do so. However there are a few etiquette rules that are important to the Facebook community. Firstly, keep in mind the difference between Profiles and Pages. Your “Profile” is for you as an individual. A “Page” is typically for your business. When you create your Profile, be sure to use your own name, not your business name! Using your business name on your personal Profile is a violation of Facebook’s terms of service and can result in your account being closed by Facebook.

Your Profile and your Page are the two key “faces” you will have in Facebook. You can create your Page at any time, so many begin first with their personal Profile and then later create a Page. Your Facebook Profile will contain the personal information you wish to communicate about yourself including a picture and the personal information you wish to share. Certainly you will include some information about your business and your passion for travel. Your Page will contain all of your business information: a logo to represent your brand, a brief company overview, and contact information. Keep in mind that you are essentially launching new marketing collateral in this exercise. Use the same good judgment and sense of professionalism that apply to creating any good marketing collateral. Remember that Facebook is about people, about interests and sharing those interests. Thus, as you design your Profile and Pages, think in terms of your readers - what will interest them? Facebook users are there to have a good time and to enjoy themselves….it’s all about them. The information you provide must interest them, enrich their lives and add to their Facebook experience. Your content should make it very clear how readers can gain and benefit by engaging with you. Don’t create a sales pitch - it won’t fly!

For example, let’s assume you have a real specialty in small ship cruising and a personal interest in animal rights and scrapbooking. Your Profile will reflect both your personal and professional interests, as well as the other aspects of your personal life that make you a personality. Your Page will reflect your unique selling points in a professional context - why are you different from all other travel agents? Why should someone be interested in what you have to say? What is it about small ship cruising that is interesting? What don’t people know about it? What are the benefits in engaging with you in conversation about small cruise ship sailing? For the small service business like travel consulting, it is important to showcase the people and personality behind the business. Remember - you are the brand. Facebook is about relationships, so emphasize the human side of your practice and give readers something to which they can relate. On your “Wall” in both your Profile and on your Pages you can post interesting pictures, newsfeeds and links to articles. Wow your readers. Engage!

Once your Profile and Page is in place, it’s time to begin making Friends and gathering Fans - engaging the Facebook community. There are a number of ways to do so. One of the best and most simple is to send requests to the people in your immediate circle of known acquaintances to add you as a Facebook Friend. You will find Networks on Facebook comprised of people who went to particular schools that you also attended or who live in your city. Join these groups and look up current and old acquaintances. You may be surprised to re-establish contact with people from long ago. You may find new acquaintances from your hometown. You might join groups devoted to scrapbooking and to animal rights. In those groups it is likely you will make many new Friends.

As you invite these individuals to become your Facebook Friends and Fans, and as they invite you, your profile will be read many times over. Conversations will occur, mostly about scrapbooking, dog, cats, and the music you listen to, but eventually about small ship cruising, your expertise and your company. Some will become Fans of your Page to learn more about your business. As people become Fans, that information appears in their Profile and their Friends will see their interest in you. Likewise, you will become a Friend and Fan of others. And so it goes.

Facebook also offer opportunities for you to send Updates to your Fans. Here is where the delicate balance of presenting benefits, not spamming, not being overtly commercial and being truly useful and engaging is all important. Fans who feel like you are simply using them as a marketing opportunity can shut your Updates off and will quickly begin ignoring even your personal messages. Remember - just because Facebook is the virtual world does not mean it is not the real world. The lessons you have learned about marketing in general apply on Facebook as well. As a service oriented business, don’t be overly eager to begin seeing commercial results from Facebook. Remember that Facebook is about relationships and those are cultivated over time. Early on, go slowly and spend time learning the media. You are farming, not hunting.

Travel Agent Marketing Plans

2009-05-07T13:49:26Z

Great article on Marketing Plans....stay tune for information on Face Book and how it can help your business....

Marketing Mistakes for Travel Agents - No Marketing Plan or Calendar

April 20th, 2009 . by Richard Earls

This week, we are going to look at five very common marketing mistakes many travel agents make in their practices that hinder real growth. The first one is by far the most common: the travel agent has no marketing plan. Regardless of the number of articles written about the value of a well-articulated, written marketing plan, many agents confidently point to their head and say with a knowing wink “It’s all in here.” A marketing plan that is not written, not documented in a formal way, is not a plan. At best it is an ad hoc series of more or less consistent habits. A marketing plan is an absolute necessity to succeeding in business. Without it, a travel consultant can easily convince themselves that they are doing everything necessary but that nothing is working. A marketing plan needs to be written, revised, and re-written a couple of times each year.

Beyond the written marketing plan, however, every travel agent needs a marketing calendar. Many agents take that first step of writing down their marketing plan and then fail to execute for lack of a solid action plan. Having a plan is not enough, it is important to put your plans into action. Without some mechanism for holding yourself accountable, days pass, then weeks and months without execution. Certainly there will be some sporadic activity and a few happy clients will leave on their travels, but there will be no drive to excel, no energy to fuel growth.

All of this is summed up in the old business saying of “Plan your work and work your plan”. Simple enough and true. The good news is that it is never too late to begin anew. It does not have to be January 1 to launch into a new marketing plan. If you want to push your travel planning practice to new levels, begin with the important first step of resolving to get your marketing plan on paper and then to putting it into action.

Tomorrow- No Mission

This 365 Marketing Tip is sponsored by:

something you should look at....

2009-03-21T13:42:15Z

I was looking at a website that my Regional Director - directed me to: www.boomercafe.com
It is a great sight to look at, Why?? because it gives you new ideas on how to get business from Boomers! And that is one of the fastest growing markets as well as the perfect guest for Holland America Line.

Take a look at the sight and leave us a comment on what you think?

Have a great week,
Judy Hall

The Repeat Customer

2009-03-15T12:25:32Z

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”

quote of the day....

2009-02-27T12:49:01Z

If you keep your ears and eyes on your customer,
You will keep your competitor's foot out of the door."
James Jones

Don't stop advertising and promoting, now is the time to get out there, reconnect with your old clients and look for new clients.

Judy

Qualities of a Sales Professional

2009-02-10T13:14:54Z

I am always looking for new ways to improve the way I look at sales. - I think the author really hits the nail on the head here- especially during times that we need to stay focused and postive!!!

Three qualities are the key to success as a sales professional:

· Empathy: You need to understand customer emotional and financial needs, both as people and as professionals.

· Persuasiveness: You need to be able to bring prospects to the realization that buying is in their best interests.

· Resilience: Being in sales means that you’ll sometimes face rejection, so you need to be able to shrug off such experiences.

How to keep ahead ....

2009-02-02T01:45:46Z

I have been searching the net to find new ways to help you keep proactive and how to find new business. I thought this was a very interesting prespective, by Gerhard Gschwandtner, who always brings an original perspective to the issues of the sales business.

This time he shared a five-point program for succeeding in a down economy.

1. Go on the offensive. This isn’t the time to hunker down. If you get on the defensive you’re dead. Get aggressive, set aggressive goals.

2. Select better targets. Improve your methodology so that you don’t waste time on customers who aren’t going to buy.

3. Don’t lower prices. Find new and innovative ways to lower the risk of purchase. Make it an easy entry and a better customer experience.

4. Focus on the customer. If sales people get nervous, they’re cooked. Don’t go into high-pressure mode. Ask: how can we help YOU to win?

5. Improve everything. You can’t sell the way you sold 2 month ago. You need to improve people, process, and technology.

I also like the idea that a downturn is a good time to invest in sales. I think that any company that cuts its sales training budget during a downturn is shooting itself in the corporate foot.

So please keep proactive, see our website www.hollandamerica.com and check out the travel agent headquarter section at the bottom of the home page, click on and sign up. From this site you can get the latest offers, ad slicks, pre-printed postcards, sales tools and promotions.

Good Selling
Your HAL Sales TEAM!!!!

Happy New Year

2009-01-01T06:01:46Z

As I sit here at 11 pm waiting for the boys to come and worrying like a mom does...I thought I would share something with you. As we go into the New Year we all are thinking about how to increase our business, find new business, and change our way of doing business. With all that said one thing can get in our way - our old bad habits. We need to start this year with excitment and vigor. Be open to trying something new- something out of our comfort zone. So on Monday- when you get to your office think about what worked last year and what didn't and how you can change your business plan.

Well the fireworks are going off- so HAPPY NEW YEAR!!!!

WHO AM I?
I am your constant companion.
I am your greatest helper or your heaviest burden.
I will push you onward or drag you down to failure.
I am completely at your command.
Half the things you do, you might just as well turn over to me,
And I will be able to do them quickly and correctly.
I am easily managed; you must merely be firm with me.
Show me exactly how you want something done,
And after a few lessons I will do it automatically.
I am the servant of all great men
And, alas, of all failures as well.
Those who are great, I have made great.
Those who are failures, I have made failures.
I am not a machine, though I work with all the precision of a machine
Plus the intelligence of a man.
You may run me for profit, or run me for ruin;
It makes no difference to me.
Take me, train me, be firm with me
And I will put the world at your feet.
Be easy with me, and I will destroy you.
Who am I?

Think about it before you scroll down.....

I am ... HABIT

Try this 6 Minute workout....Happy New Year

2008-12-30T14:41:53Z

Thy this 6 minute work out right at your desk....we all make this promise on New Years so this might actually help you keep your exercise promise. It only takes 6 minutes and you can do it at your desk.

I saw it on Good Morning America....check out this link

http://abcnews.go.com/GMA/story?id=6538646&page=1

Happy New Year!!

Judy

Just a Reminder....for the New Year.

2008-12-29T13:58:04Z

COLD CALLS….just a few thoughts.

“A seemingly minor change can have a major impact on your career.”

Just make one more call a day…it’s that simple!

I have been reading a book called “Cold Calling Techniques” by Stephan Schiffman. It is very interesting as most of what he says is what we know – we just have to choose to make some changes in our sales calls. Whether you make out going calls or personal sales calls, the ideas are the same. About 1/3 of your business will just come to you, you don’t have to make any calls people will call you – but is that enough?? 1/3 of the business you will never get, because the customer is never going to buy, they just keep leading you on asking more questions taking up more of your time. Let those go…don’t waste your time.

The last 1/3 is up for grabs; how do you capture that 1/3?? Don’t get caught up in what is called the Gerbil Selling Cycle. You make the appointment or phone call, the clients says. “ well call back, let me think about it,” you call again and again they say they are not quite ready call back…how many times to you keep getting them with more information and let them take time away from actual selling just because you think they may book with you? Go back 3 times after that most likely they will not buy…move on to the next prospect. Some agents spend way too much time trying to match pricings, find deals, look up info just because maybe some day it will pay off…make sure you do what makes sense. If you truly feel you will get the booking then by all means do what you need to do. There are many times I get calls to bid on groups, the first thing the travel agent will say is your price is way too high – you are competing against xyz cruise line. Well, in some cases I know that I will never come in at a pricing that will meet xyz cruise line as Holland America Line is a premium line and our pricing is what it is because we offer a premium product. Sometimes I have to have to by pass this group unless they want to hear why Holland America Line is the best value for their dollar. If they are still just interested in price then I have to pick up my marbles and go home. It is hard to let business go but sometimes it makes sense to move on to the next group. Time is worth something.

Remember the more appointments or calls you make each day the better the possibility to close sales. There is a value to the word “NO,” if you are not hearing no then you are not making enough calls.

Double your number of calls each day- start with 5 new calls per day.

Get though more often- for example you make 15 phone calls to prospective clients, you get to actually speak to 7 of them, but if you could talk to just one more person each week making 8 that would mean an additional 52 more people per year that you actually talk to and sell. Your odds go way up.

Get more appointments- just get one appointment per day – not the ones that just call you and set up an appoint but find someone new….get out the prospecting list, call those who have come to your travel shows but have never booked anything, call clients that you have not heard from in a year or more…make more calls and set up one appoint a day, you will close more sales.

Close more sales- make your goal to close 1 out of 8 calls per week- that alone will increase your sales.

Generate more dollars per Sale- Sell up, longer cruises, look that niche market, sell the verandah vs the outside cabin- for just a few more dollars you can experience the luxury you deserve with your own private balcony. Sell the benefits of 7 day cruise vs 3 or 4 days, do the math…how much per day. You get the idea show people the BETTER VALUE.

These are just a few ways that might be able to help us all get those sales. Right now is NOT the time to sit back and wait for the phone to ring, I am calling on accounts to see what they are doing to get business in the door…do you have a great idea that worked for you?? Tell Robert and I about it, we LOVE. LOVE, LOVE to hear success stories.

Have a great week and make one extra call out a day you will be surprised how your revenue will increase.

Judy

Holiday Times

2008-12-16T14:28:42Z

DON'T STOP PROMOTING FOR THE HOLIDAYS....

It seems that during the holidays folks stop all promotion. You really should not do this, now is the time when people need to know you are alive and well. Send out a holiday card saying THANK YOU for your business or email, make it a personal letter from YOU. It is so cold right now that people are already getting sick of the cold, I know I am, my toes have been frozen for 4 days now. Maybe take a picture of you scrapping the ice off your windows or shoveling the snow, then show them a beautiful sunny cruise. People are still going on vacation and you don't want to let any opportunities to get past you.

With all that said, I was on the Oosterdam the first week of December and took part in the "On Deck for the Cure." I did this in memory of a very dear friend who passed away before Thanksgiving, for all my friends who are true survivors, and for me...10 years!!!!

See this is yet another way to promote Holland America Line...why not a fundraiser??

Keep checking in, we will be posting some fun holiday recipes from the ship later this week!! You won't want to miss that.

Happy Holidays
Judy

something new I found on the internet

2008-12-08T18:18:29Z

Guerrilla Profits Coaching Corner

Guest article by Stuart Burkow
The "King of Profits"
Co-author of the new book with Jay Conrad Levinson: Guerrilla Profits
President, Guerrilla Profits International

-----------------

This article is from the Guerrilla Profits Coaching Corner - a regular feature in the monthly printed and mailed newsletter, The Guerrilla Profits Letter:

6 Ways To Recession-Proof Your Business

All businesses are having to adjust quickly to some stark new realities. In this current environment of seesawing markets - surging and then sagging commodities, volatile currencies - huge gains... then huge drops in stock prices - it's getting harder than ever to predict what's going to happen.

I can recall fairly recent conversations (pre-crisis) I had with a number of people outside the USA who felt their business was insulated from the issues here. But, as always, that's not the case. Everything is interrelated... and if a major economic engine like the US economy "sneezes"... then everyone "gets a cold."

Preparing for the inevitable

Most businesses have now felt what this economic crisis means in practical, day-to-day terms. It translates into decreased activity, cancelled orders, lower profits, and perhaps... having to cut costs to the bone - which hampers your ability to operate effectively.

If there's one thing that's for sure... no one knows how far this mess goes to finally unwind and return to an acceptable balance. Eventually though, we'll all get through this... and overall business will again be on the rise as the pendulum ultimately swings the other way. But, in the meanwhile - you'll need to take steps to make sure your business survives and is able to operate at a pace that's adjusted to your own personal circumstances.

That said, let's get into 6 specific ways that can help weather the storm... deal with all this change and uncertainty... and help you recession-proof your business:

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1) Go to where the consistent buyers are --

In every business, there are always a certain number of your customers or clients who simply need what you offer - and their buying is relatively insulated from the current economy. You can and should concentrate your efforts on promoting to them specifically to build buying frequency - and actively try to find more buyers just like them.

If you aren't currently able to identify these people in your own clientele, then create a promotion designed to attract them. You can focus your promotional theme (positioning) in a way that that appeals... and would specifically be attractive to... those who's buying habits are unaffected by the overall economy. Knowing who they are helps you target better.

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2) Go to the persistent markets --

Focus on identifying and finding markets or groups of people (associations, trade groups, clubs, etc.) - who have an ongoing need and/or requirement for what you're offering. And, if you can, lock-in business by setting-up exclusive provider arrangements with these groups.

Let me suggest that, more than likely, there are overlooked and completely unexplored markets that could potentially be a good fit for your business. Perhaps even a large number of different groups - and niches of individuals who would be responsive to your offers - that you have not even considered before.

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3) Go to where the money is --

This one may seem pretty obvious once I say it, but unfortunately, it isn't always completely thought through with the clarity it might take to make the statement useful: Sell to people who HAVE money.

There's a famous quote that's attributed to William "Willie" Sutton, a prolific US bank robber from the 1930's: "Why do you rob banks?"... Reply: "Because that's where the money is." The quote formed the basis of Sutton's law which is taught to medical students - which states that in attempting to diagnose a problem, one should first do the experiment that can confirm the most likely diagnosis. For our purposes here... it means "go to where the money is."

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4) Offer help and relief to those who are in pain --

Pain can take many forms... and isn't always physical. People who are in financial trouble are in mental and psychological pain - and want relief just as desperately. The main problem dealing with people in this condition is that they don't have much money to spend. But, they might have some. They might have good cashflow, just not enough.

If your type of business can be positioned to allow people some relief... afford them some comfort (even if temporary) - you may find that this becomes an attractive proposition. Carefully consider a separately positioned offer to attract people in these circumstances.

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5) Offer a solution to a problem --

This one is "tried & true" during positive economic times, but can become a prevailing theme that works even better when times are tough. You want to narrow your marketing messages down to focus on one particular problem or issue at a time. That way, you can get very specific about attracting people who are seeking a solution to that particular problem or issue - and approach them with an offering that will help solve and alleviate it.

But, make sure that you have a specific follow-up-to-conversion process in place that doesn't dilute the focus with a choice of possibilities - or even worse - that isn't at all specific to the problem or issue that attracted the prospect in the first place. Sell them "the answer" first - then you can consider other offers once you've converted people to the original narrowly focused solution to the original problem.

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6) Offer a way out --

If what you're offering can be positioned as a "life raft" or "escape hatch" in times of emergency - you will have no trouble attracting willing buyers. But, be sure that your product/service fulfills on this promise - or you'll have a hornet's nest of dissatisfaction on your hands.

When you are truly able to offer real relief... real escape... from their most pressing problem or issue - this can be one of the most powerful motivators in times of extreme stress. Think along the lines of: "A truck full of plywood rolling through a neighborhood that's just been informed of an impending hurricane."

-----------------

We've definitely entered an entirely new chapter in economic history - that will go down as a key turning point after the expansive global economy of the last 15 years.

As an entrepreneur... your ability to be able to plan for the future... and conduct business in a stable and predictable environment - are in now in jeopardy for the foreseeable near-term future. What's needed are drastic actions right now in order to put your business on a successful footing during these tougher times - so you'll be able to thrive when things finally do change for the better.

-###-

judymaryhall @ 2008-11-26T12:13:00

2008-11-26T20:15:27Z

View Poll: Thanksgiving

Don't Be a Grinch...you will LOSE

2008-11-23T12:58:12Z

I was driving yesterday - Saturday - to attend a cruise show and was listening to talk radio. I heard this great Osgood story. If you want to create a depression- the Grinch can show you how...DON'T BE A GRINCH- get out and advistise, sell, and tell folks you are there!!

A GRINCHY RECIPE ON HOW TO WORSEN ECONOMIC WOES.

"The Osgood File. I'm Charles Osgood.
Most meteorological events, including the tropical depressions that become hurricanes, happen independent of what we do or don't do. We can track them, try to forecast them and get out of their way when possible

But economic depressions --- and recessions --- are not like the weather: they're almost entirely man-made, created by human activity or lack thereof.

Remember "How The Grinch Stole Christmas"? Well, I have found a document, previously unreleased, that may well be the long-lost Grinch recipe for making a recession, extending a recession, and turning it into a full-blown depression.

With all due respect to the late Dr. Seuss, who gave me a new way to look at the news,

I believe I have found an amazing description ... of what seems to be a depression prescription."

"It spells out it detail, step by step, inch by inch ... in the tell-tale and Grinchified style of The Grinch ...

What goes into a slump that becomes a recession ... and how to turn that into full-blown depression.

If business falls off, you must not advertise. Oh no, for that would be extremely unwise.

You must pull in your horns and not let people know ... how great are your products when business is slow.

If you let them find out, they might go out and buy. You don't want that to happen, so don't even try

To spark any interest in things that you make. This might slow down the slowdown, for heavens' sake.

There once was a saying that you can dismiss.

If I recall, it went something like this:
"Here's the secret of success," I heard someone say, perhaps on CBS,

"Early to bed / Early to rise / Work like a dog / and Advertise!"

If you want a recession, remember that verse ... then go out and do exactly the reverse.

If you're a salesman, don't do any selling. Cancel your ads --- they might be too compelling.

If you're a lender, don't lend any money. Wait 'til the skies clear, and everything's sunny.

Creating depression is really a cinch.

That's how you do it ... Yours Truly, The Grinch."

Don't be a Grinch!!!!

DON'T PANIC...stay focused.

2008-11-21T00:03:15Z

I was reading a book called “Don’t Worry, Make Money” and one of the chapters is titled
“Don’t Panic.” What a perfect time to read this chapter. It says that nothing can be gained from panic. Panic can only lead to mistakes, miscommunications, and missed opportunities. Did you know that more millionaires were created during the great depression? By avoiding panic you won’t waste time, when you stay calm and focused you will bring out the best in others and in yourself. The chapter says, “If you can maintain your bearings, chances are the people you work with will too.”

The message here is to keep focused, keep positive, and you will stay on the right course. I know right now the phones are slowing down, but truly people are still travelling you just have to make sure they come to you…so please pick up the phone, send out the emails, and most of all STAY POSITIVE!

SOMETHING I FOUND ON LINE...worth reading

2008-11-19T22:37:10Z

By Jay Conrad Levinson
Author, "Guerrilla Marketing" series of books
Over 14 million sold; now in 42 languages
The best-selling marketing series in history

Prospect List

Make a list of prospects who have not yet been converted to customers. Then, select the ten who will most likely be most profitable for your business. Pull out all the stops when contacting these ten and learn what works for you and what doesn't. After you've completed your high-potency marketing to those ten, take on the rest of your prospect list, using what you learned during the original ten.

Create a proposal for the single best prospect of all. Then knock yourself out making an appointment to make the proposal. You may earn the business and you'll definitely learn more about your ability to create winning proposals.

FOLKS ARE STILL TRAVELLING...cash in!!

2008-11-18T01:44:06Z

I just attened a huge travel show this weekend and let me tell you, folks are still traveling. The booking area at the show was ALWAYS BUSY. $$$$$$ People are looking for the best VALUE - so right now Holland America Line has the best value for your clients vacation dollar. (Just check out our travel agent headquarters section on our website- www.hollandamerica.com)

You know , people are still taking honeymoons...and looking for more exotic - unusual trips. People will give up the weekly dinner out just so that they can get away. It actually snowed yesterday and the BIG SNOW is not far behind- with all that is going on people will need that get away more then ever this year.

So..my suggestion? Besides making calls, direct mail, newspaper, radio, email blasts....think about FAMILY. Family vacations on cruises. Have you seen the commericals for Family Game nights where families take time out and play board games? Families are looking for ways to reconnect - so offer a Family vacation to Alaska this summer as a great Holiday Family Gift.

Send me your latest creative sales tip, Robert and I would love to hear from you!!

Been a little reluctant to call clients...

2008-11-12T13:12:43Z

Have you been reluctant to call clients or email right now? Well Thanksgiving gives you the perfect excuse to touch your clients, new clients, future clients, and ones that you have not heard from in a while. You can simply write them a card or letter thanking them for their support and business. Just add a line - now is the time to spend time with your family and now more then ever cruises are an incredible value and a great way to reconnect with family.

A simple THANK YOU is going to set you appart and your clients will really appreciate that you value them and their support. Make them feel special because they are!!

Have a great week,
Judy and Robert

Keep In Touch - sales ideas

2008-11-06T21:59:14Z

Don’t let you client forget you. Send a personalized hand written thank you note to your clients after they book with you. Show your clients they are appreciated by sending or calling them with information on upcoming sales or have a preferred client sale. (use our reduced deposit sale but make your clients think the sale is JUST FOR THEM)

GO YELL IT FROM THE MOUNTIAN TOPS:

2008-11-03T13:55:29Z

VALUE is the big message.

There could not be a better time to:

a) take your first cruise,

b) buy better accommodations

c) buy longer itineraries.

As travel enthusiasts look for the best way to spend vacation dollars, euros, pounds, etc., cruising has a huge advantage over FIT land travel. HAL premium cruising, particularly at today’s rates, has a huge advantage over the competition. Our rate adjustments extend all the way into next summer. So keep focused on looking for surprising values from HAL. (Check out our travel agent headquarters section of our website www.hollandamerical.com)

Now is the time to go YELL IT FROM THE MOUNTIAN TOPS- HAL IS THE BEST VALUE- NOW is the time to cruise rates are at the best value they have ever been and as the economy gets better the rates will go up so NOW is the time to promote and get those bookings!!

The Last Day of October

2008-10-31T13:32:46Z

It is the last day of Breast Cancer Month - and Holland America Line has done so much to help the cause. Not only do we do the "On Deck for the Cure" on our ships, our land based staff in Seattle did their own walk to help the cause. Here is a note from our Employee Newsletter:

Land-based Employees Go On Deck for the Cure

On Friday, October 24 more than 200 Holland America Line employees joined with Mona Locke, Executive Director of the Susan G. Komen for the Cure Puget Sound Affiliate and former first Lady of Washington State and President and Chief Executive Officer Stein Kruse for the annual land-based On Deck for the Cure Walk. Participants from 300 Elliott Avenue completed five laps around the corporate headquarters while smaller groups at the Nickerson Street office in Seattle and the crew from Williston also joined in and, just like on our ships, the walks were followed by a pink lemonade party enjoyed by all. The photos below feature our well-appreciated volunteers and walkers who braved a chilly Seattle day for the cause!

Dare to be Different

2008-10-28T22:51:15Z

YOU NEED TO MAKE SALES HAPPEN…how do you ask? Pick up the phone and make call outs. I know you are thinking we are doing that, but don’t forget to call your clients that you haven’t heard from in a few years, Your message: “THIS IS THE YEAR TO CRUISE”…our rates are very attractive and a wonderful value, this is the message you need to drive home to your clients. You all know groups, belong to groups, be sure to think outside of the box. Need help thinking of some new ideas to promote just email us and we can give you some great ideas.

THINK OUTSIDE OF THE BOX....don't get stuck in it!!

THINKING OUTSIDE THE BOX: here are a few ideas

Invite a small group of your clients and treat them to an evening that ties into a cruise you are promoting, ie cooking class, wine tasting, or one agent took some clients to an Omnimax Theater presentation of Antarctica and booked all of them on a cruise to Antarctica
Class reunions- most of them who are baby boomers are perfect for taking a cruise on Holland America Line
Go after the family reunion market, check out your local newspaper and send a congratulations note to couples who are celebrating their 25^th or 50^th anniversary and suggest they celebrate with the family on a cruise.
Piggy back with other businesses, see if you can put flyers in spas, privately owned dress shops, restaurants, bars….Target piggybacks there commercials you should be too.
Hold a LADIES NIGHT OUT- get together with a wine store, caterer, spa and dress shop – you can all offer a very fun night out all promoting your services to all the ladies- I love this idea and would love to work with you on this idea. Think of all the cross selling!! I bet you could even take this a step further and do home parties??? Mmmmmmm

See think crazy and outside the box make your agency STAND OUT!
Dare to be different!!

AOL Comments on Europe - Cruising

2008-10-19T23:01:34Z

Today there was a headline on AOL....and short article with the following comments on taking a cruise to Europe - how to save money yet still be able to go to Europe, and don't forget to cash in those air miles too.

"How to Save Money: A good portion of your international travel cost comes from air fare and accommodations. A cruise lets you lock in those pricey items, including all of your meals, against the U.S. dollar. There's nothing worse than traveling abroad and shelling out ten dollars for a burger. And with a cruise, you don't have to worry about coming up short at the end of your trip.-"
Quote from AOL.

Something to think about.
Judy

COLD CALLS...yes they do work!!

2008-10-15T21:22:26Z

COLD CALLS….just a few thoughts.

“A seemingly minor change can have a major impact on your career.”

Just make one more call a day…it’s that simple!

Double your number of calls each day- start with 5 new calls per day.

Get though more often- for example you make 15 phone calls to prospective clients, you get to actually speak to 7 of them, but if you could talk to just one more person each week making 8 that would mean an additional 52 more people per year that you actually talk to and sell. Your odds go way up.

Get more appointments- just get one appointment per day – not the ones that just call you and set up an appoint but find someone new….get out the prospecting list, call those who have come to your travel shows but have never booked anything, call clients that you have not heard from in a year or more…make more calls and set up one appoint a day, you will close more sales.

Close more sales- make your goal to close 1 out of 8 calls per week- that alone will increase your sales.

Generate more dollars per Sale- Sell up, longer cruises, look that niche market, sell the verandah vs the outside cabin- for just a few more dollars you can experience the luxury you deserve with your own private balcony. Sell the benefits of 7 day cruise vs 3 or 4 days, do the math…how much per day. You get the idea show people the BETTER VALUE.

Have a great week and make one extra call out a day you will be surprised how your revenue will increase.

Judy

October is Breast Cancer Month

2008-10-09T13:58:20Z

OCTOBER IS BREAST CANCER MONTH

Many of you may or may not know that I had Breast Cancer 11 years ago. I have so many friends and clients who also have had BC or are goinng though cancer right now. It is something that touches all of us in one way or another.

One of my very dear friends, Step- who got me involved in the Danskin Breast Cancer Survivor Triathlon,way back when is now in hospice care. Steph is one in a million, she is in her late forties, a beautiful woman, great mom, and marathon runner. She has inspired so many people and for me has been a rock and true inspiration.

So with her in mind, and all of my travel agent friends who have gone through BC (you all know who you are)
I want to tell you how much you all mean to me and to all the lives you touch.

Holland America Line has joined with the Komen group for On Deck for the Cure. Holland America Line has raised money and awareness on all of our ships and for our guests for Breast Cancer. Guests can do a walk right on board and raise money for The Susan G. Komen fund. Here is a picture of my good friend and agent Julie with her husband on board - she too is a breast cancer survivor. GREAT!!!

     Jilie and Tim    My friend Steph and I at our 1st tri!

                           This Friday all my friends are holding a WEAR PINK DAY in honor of my dear friend -
                                                                       so please this Friday wear PINK !!

To all of you please- please get those mammograms, keep my friend Steph and her family in your thougths and prayers, and I am in awe of all my friends who are survivors.

With love and HOPE,
Judy