Follow Up After The Sale

By: Phil & Doris Davidoff.

You just sold a cruise or a tour. The deposit has been paid and sent to the supplier. Final payment is due in three months and with that will come a nice commission. Your work is now finished -- right? WRONG!

Do not stop at this point. You could still lose the business. You could also still get more business with a little extra effort. Clients today may still shop after the sale is made.

Make sure that you stay in touch with your clients after deposits are paid. Help keep the excitement up. The stronger the relationship that is developed between agent and client, the more clients will believe you care about them as people, not just income. Contact with clients at this stage of a trip will also prevent their moving to another agency to save a few dollars.

Be sure that you ask clients making a deposit if they have any friends who might be interested in the same cruise or tour. Let them borrow a videotape of the cruise they will be enjoying or of the area they will be visiting. Send them a note with a tourist office brochure or news clipping about their forthcoming trip.

Do not forget clients after they return. Send personalized "Thank You" cards to cruise and tour clients. Ask them how they enjoyed their vacation. Don't forget to ask for referrals as well. Enclose three or four business cards.

Be sure new clients are added to your mailing and emailing lists. Send an ezine or a newsletter or other information to your regular clients at least monthly. As competition increases, it is easy to be forgotten unless you get your name in front of clients frequently.

Flatter your clients by remembering birthdays, anniversaries and other important dates. If you see an article or picture of a client or family member in the local paper, cut it out and send it to the clients. They will be impressed -- and they should think of you first when planning their next vacation.