How can you expect to close more sales when you don’t know your prospect’s interests? You need to track the process from the very first step and gather information along the way!
When you get an inquiry, you need to get this as a minimum:
- Name
- Phone
- Their travel interest
If they are already in yoru dtabase, you hopefully have the first three. But CREATE A RES CARD for EVERY inquiry.
Even if they are just calling for an “estimate” or are “curious” about a price, create the reservation card. All you need to know is a name for the trip. It could be as simple as “Mexican Vacation” or as detailed as “June 8, 2008 Ruby Princess”.
Once you have that, use the reservation card to follow up and either close the sale or mark it as a lost cause.
It is important to learn from the ones you lose. It will allow you to quickly identify those people that only shop you and never buy, but it also might unearth a problem with your sales process.
Track the process with BATCHED REMINDERS. More on that tomorrow!
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