Hello, My Name is…. – Simply Sales with Scott

A Home-Based Advisor Who Stays Home-Based Is a Home Waste: Why Getting Out There Matters

 

Written By: Scott Koepf, Chief Strategy Officer (CSO)– Cruise Planners

 

How to find new clients may be the question I get asked most often by travel advisors. Many years ago when the growth of home based travel agencies was just getting started I gave an answer to that question that was quite controversial. I could have gone through the usual list of ideas utilizing emails, direct mail, advertisements, banners, billboards and shows. All of those ideas and more can work and should be explored but in my somewhat offensive answer, I cut to what I believe is the most effective way to find clients:

 

“A Home Based Advisor who remains Home Based is a Home Waste!”

 

 

There. I said it again. In writing. If it still cuts deep I am only a little bit sorry. What my quote tries to emphasize in a somewhat obnoxious way is that the best way to get more clients is to leave your home and go talk to people!

 

Even the term Home Based, while an accepted terminology today, is misleading both to consumers and to those who label themselves as such. I suggest you call yourself a Mobile Travel Advisor. It indicates your ability to leave your home and alligns with your role in the travel business. With the right technology (and it is imperative to have that to be competitive) you can indeed go anywhere. The stories of bookings made while cruising, on airplanes or during an African safari are numerous. You know you can leave your home so the question is, ‘Are leaving often enough?’

 

One could argue that if you are a social media guru you could never leave your desk and be rolling in leads. I beg to differ. The advisors who have the most success through all of the Social Media channels are making posts from where they are traveling, not sitting at home. Even if your budget limits you from travelling the world consistently, posts while out in the neighborhood get more traction than canned content or you talking to your desktop.

 

While networking organizations and joining groups like Chambers of Commerce and service clubs are powerful and force you to leave your office, it is just a start. I have talked to advisors who spend hours a day working at the local coffee shop or hotel lobby with a big sticker on the back of their laptop that says, I sell Travel!

 

Prospecting for new clients is a numbers game which means that the more people who you talk to the more potential clients you will find. And by the way, while Social Media can generate leads, folks you meet in person and connect with eye to eye have a much higher potential to buy from you according to multiple studies.

 

If you need more clients, go find them. If my first quote was not offensive enough then my next one probably will be.

 

“If you want more business, be a street walker.”

 

 

I know that term has a certain definition that I do not recommend but going to where people are is better than wringing your hands and twiddling your thumbs. To really have success by wandering public spaces, you need a plan to attract attention. You could wear a sandwhich board and walk the sidewalks but you probably are not interested in that approach (not to mention the questionable folks that may follow you). However, you should proudly display your brand, logo and love of travel. This can be accomplished through clothing emblazed with bling and catchy phrases.

 

One speaker I hired years ago learned the power of this concept accidentally. He attended a meeting where all of the participants wrote their first name on the iconic sticker that says ‘Hello, my name is’ acroos the top. So he dutifully wrote his name (it was also Scott). When he left the meeting and went to the airport, he had the unique experience of folks he had never seen before shouting, “Hi Scott!”, “Have a good flight, Scott!”, “ Safe travels, Scott!”. While at first he thought he had garnered a level of fame previously unrecognized, he realized he simply forgot to remove his sticker.

 

He was so excited by the number of introductions and interacxtions that he bought a box of “Hello, My name is” stickers and wore them daily. This became so successful for him that he shared on stage that he now wears that sticker 24/7. To the unbelieving crowd he proceeded to rip open his shirt and there on his chest was a full color tattoo of the ‘Hello, My name is’ Sticker with Scott scrolled on it.

 

I do not expect you to go quite that far, although it worked for him and he was in the insurance business and what you sell is far more engaging! However, if you want to find more clients then find more people – put on your name tag, a smile and have fun finding new clients hiding in plain sight!