How to Handle a ….Client – Simply Sales with Scott

Learn this great idea for creating connections with clients

 

Written By: Scott Koepf, Vice President of Strategic Development – Cruise Planners

 

After a long absence from being on stage I was able to play one of my dream roles a few years ago in a local production. For years I wanted to play the role of Lancelot in the musical Camelot but when the show was finally a possibility, my advanced age forced my dream to shift slightly as I was cast as King Arthur. In truth it is a much meatier and fun role so in this instance I was glad for my grey hair (and a beard which I actually had to dye so that I wouldn’t look like King Santa Claus).

 

As you know, King Arthur created a new and revolutionary order of chivalry and yet all of his plans were unraveled as one of the greatest love triangles of all time destroyed his Kingdom. One of my favorite moments and songs in the play occurs when he realizes that what he cherishes most is slipping away from him. While his round table and Kingdom are thriving, he simply cannot understand how to handle his wife Guinevere, whom he adores. So, he recalls the teachings of his court magician, Merlin, and finds his answer through song.

 

 

 

Now before you begin wondering what all of this has to do with selling travel (you probably already have), I believe the lyrics of the song the King sings are perfectly appropriate for your business. While lamenting the intense competition of our industry, the relentless focus on price and discounts, the complexities of booking travel and more, your success is now more than ever dependent on your relationship with your clients. Some cry out that loyalty is dead (think ‘chivalry is dead’) but I believe successful agents must still work for that elusive goal on a daily basis because it does exist!

 

But how do we achieve that ‘new order of loyalty’ in today’s environment? How do you handle your clients so that they will appreciate the services you provide, tell all of their friends about you and have them stay in your travel agency kingdom? With a slight adjustment to the lyrics, I think King Arthur’s song gives you the answer:

 

How to Handle a Client

There’s a way said a wise old Man
A way known by every Client, since the whole Rigmarole began
Do I flatter them I begged him answer, do I threaten, cajole or plead
Do I brood or play the gay romancer?
Said he smiling, “No indeed.”
Then how to handle a Client, “Mark me well, I will tell you Sir.
The way to handle a Client is to love them,
Simply love them, merely love them, love them, love them.”

King Arthur was so distracted by creating new and exciting laws and wordly plans that he took his eye off of his first love. This should sound familiar as travel advisors are consumed by building websites, creating social media posts, and trying to find newfangled promises of easy solutions to bring in hordes of clients. These things and more may have a place, however when the focus remains on the relationships with your customers, that is the best and most assured way to long term success. And just how do we get to the kind of relationship we desire? As I take on the role of the ‘wise old man’ (well, at least the old part rings true), it is not by begging, threatening, cajoling or pleading. It is by loving your clients.

 

 

It sounds so simple (and yes, even strange) but it is true. I often hear travel advisors go on and on about the fabulous products we sell or the last trip they took, but I only hear a few talking about their clients with adoration. Indeed, I hear the opposite as tales are told of being squeezed relentlessly and how unappreciative clients can be. Just like in a family we do not always have to like what clients do but we do need to love them no matter what. So, step back and refocus your thoughts and efforts so that when it comes to your clients you will:

 

“Simply love them, merely love them, love them, love them.”