How travel agencies solicit business

Customer sources are the root of survival for travel agencies. The number of tourists directly determines the existence, development and scale of travel agencies. The determining factor of "whether a travel agency has food to eat" lies in its source of customers. How to find, excavate, develop, attract customers, and continuously increase the number of customers is an unavoidable major issue for travel agencies. Improving the ideological level and business skills of recruitment personnel is a top priority and a long-term solution. The author believes that as the backbone of the tourism market, travel agencies have many effective "strategies" to capture the hearts of customers, earn customers' money, and allow customers to have a pleasant trip.

1. Advertising sensationalism - although the cost is high, the benefits are unprecedented

Advertising is one of the basic means of modern marketing, focusing on "attacking the heart". It is often concise, lively, and touching. It uses wonderful pictures, concise language, and pleasant music to "sentiment and move" quite effectively, which is obvious to all. In recent years, Dalian has released Dalian tourism information on a huge color screen at Beijing Railway Station. On the most prosperous Wangfujing Street in Beijing, it has used light boxes to show Dalian’s unique landscape and urban construction highlights to Chinese and foreign guests day and night, creating the most beautiful image in China. Although the "Romantic City" signboard cost a lot of money, the effect is quite good. It can be said that from 1999 to 2001, Dalian's foreign tourists and tourism earnings increased at a rate of 30 per year for three consecutive years. The number of domestic tourists increased by 1 million per year and has now reached 14 million. The total tourism revenue has also increased from 6.1 billion per year. The yuan has increased to 13.5 billion yuan, an average annual increase of about 1.5 billion yuan. This is inseparable from the "willingness to bleed" and the willingness to publicize.

2. Exhibition contacts - make friends and expand the field

Every year, domestic and foreign tourism professional expos will be held as scheduled, and large-scale exhibitions in many regions will also be added. Selective participation in exhibitions will help you make new customers through old customers, directly meet many new partners, and make friends with people in the same industry all over the world, which is very effective in improving the field of cooperation. There is a famous saying in the tourism industry: "Don't forget old friends, make new friends, make new friends and make old friends, and your wealth will last forever." Therefore, it is very necessary to participate in the exhibition.

3. Door-to-door visits - don’t be afraid of failure and make a breakthrough

Customer sources come from different levels and aspects of society. In practice, it has been found that the "veteran cadre offices", "retirement management offices", "trade unions", "youth league committees" and "offices" of enterprises and institutions are often the departments in charge of organizing tourism. As long as they "pry open" these doors, they can establish Sincere friendship, mutual trust, and over time, we can attract customers. However, you must be mentally prepared. If you are not familiar with others, it is normal for them not to buy your "account" and sometimes even "lose face" and give you a "closed door". Don't worry about it. We must maintain a good attitude of tolerance and self-confidence and carry out "interpersonal communication" repeatedly, which will definitely be effective.

There is no free lunch in the world, everything is difficult at the beginning. As long as you are not afraid of failure, are not afraid of "breaking your legs", are not afraid of "breaking your mouth", have the courage to make progress, behave appropriately, and are good at communicating, success is at your feet. Because "road" is the path taken, and "diligence" is the prelude to success. We say that the key to opening up the market by "being first in line" is to think first, be the first, run first, and do the first thing. No matter how good the idea is, if you don't work hard, it means "zero".

4. Film, television and song dissemination - long-lasting and unforgettable, lasting benefits

The best tools for publicity are influential films and songs. The movie "Tragedy on the Nile" made many people have a passionate yearning for the magical monuments on both sides of the Nile River and a strong interest in the ancient civilization Egypt; the movie "Love in Lushan" made many people want to appreciate the true face of Mount Lushan, Nowadays, "Lushan" is still so "missing"; there are also "Liu Sanjie", "Ashima", etc. The live broadcast of the large-scale square concert of the Dalian International Fashion Festival in 2001 was broadcast 56 times on CCTV within one year, which had an unexpectedly good effect in increasing Dalian's popularity and winning customers.

Using literary and artistic forms to launch your own unique tourism promotion is an extremely effective way. This method can be big or small, superficial or special; it can be a historical allusion and become famous all over the world; it can be a song that becomes an instant hit. There are no fixed standards, so you have to act according to your ability and choose the right "breaking point" for publicity and solicitation, so that you can get twice the result with half the effort.

5. News media - great influence, rapid fame

The most economical way to recruit is to invite journalists, TV reporters and writers to promote tourism, or you can Do your own news reporting.

This kind of publicity

is feasible, fast, effective and influential, and is also one of the best methods. The long newsletter "Jiao Yulu, a Good Example of County Party Secretary" written by the famous Xinhua News Agency reporter Mu Qing in 1966 caused a sensation across the country and was included in middle school textbooks. The author can still recite the essence of it. An article made Lankao County, a little-known county, famous all over the world, attracting people's attention for a long time and attracting many people to visit and study. In recent years, TV travel programs are not long-lasting. They use scrolling pictures, beautiful music, and beautiful commentary to make the audience intoxicated and want to experience it in a vulgar way. Using news as a guide to lure you to travel is indeed a fashionable and dynamic move. However, news propaganda must pursue new deeds, new features, new landscapes, new dynamics, new experiences, and new angles. At the same time, news promotion can easily form a "fleeting cloud", and it is impossible to retain everyone's "eyeballs" in a "one-time" manner. It is necessary to continuously promote it from new angles, new visions, new aspects, and new artistic conceptions to strengthen the intensity and intensity of publicity. Depth, remember that "repetition is power."

6. Briefing meeting - the product arrives at your home and impresses guests

Convene a large-scale tourism product briefing meeting in an important source of tourists in a planned, well-prepared and organized manner. Face-to-face solicitation between enterprises through door-to-door sales can achieve the miraculous effect of "moving people's hearts". For example, on April 10, 2004, the Dalian Tourism Promotion Group held a large-scale tourism briefing in Beijing titled "Go to Dalian for a weekend vacation and experience your own romance." At the meeting, a large number of posters, brochures, tourist souvenirs, and various publicity were distributed. The materials set off a strong "Blue Ocean Hospitality" craze. Dalian CITS alone attracted 10 special trains, bringing 10,000 people to Dalian to participate in the International Beach Culture Festival.

The core of this method is to infect face-to-face dialogue with "telling the truth", win over the other party, and promote the two parties to build a golden bridge of cooperation. It should be noted that the market positioning must be accurate, the personnel team must be capable, the material preparation must be beautiful, the overall packaging must be brand new, there must be sufficient "padding" before the meeting, there must be smooth "chords" during the meeting, and there must be expected goals after the meeting. Here, Come prepared, "unique goods" is the most important.

7. Make friends at gatherings - be cordial and comfortable and achieve success

Tourism marketers should be "social activists" and should "never leave their profession" wherever they go. Find ways to let everyone who knows you and know you, as well as the people you can make friends with through acquaintances, know that you are a sincere and professional tourism service worker. Such as participating in "weddings", "school celebrations", "store celebrations", "thank you parties", "get-togethers", "year-end parties", "parents conferences", "opening ceremonies", "class reunions", "Spring Festival dinners", "comrades-in-arms" "Reunion", "Youth Day", "Teachers' Day", "Army Day", "Christmas", "Military and Civilian Association", etc. In public places, you should behave generously, be gentle and have a pleasant smile, giving people a sense of maturity, humility, affability and honesty, knowledge and education. Since these activities are carried out in a warm, cordial, friendly and joyful atmosphere, there are many Confidants are here to help you introduce matchmaking, and people are full of friendship, so this small-scale solicitation is natural and smooth, and the success rate is extremely high.

When using this method, please note that the individual represents the unit, and you are the "window" to the outside world. Every move, word and deed must be elegant and appropriate, and learn to "self-promote" to make people trust you instantly, quickly. Form a souvenir and lay the foundation for future recruitment. Just imagine, if a guest has a bad impression of you, how can he travel with you in the future? Remember that improving personal quality is a prerequisite for success.

8. Caravan fleet - mighty and powerful, doubled benefits

It is not surprising that travel agencies often use the off-season to go to other places for direct sales and outreach in order to consolidate and expand the market. However, the use of "big caravans" for long-distance solicitation across provinces and cities is a novel and fashionable classic method in recent years. In this regard, Dalian is the leader and has superior skills. Dalian regards the "Big Caravan" as a manifesto, declaring to the people across the country Dalian's determination to vigorously develop the pillar industry of tourism. From December 3, 1999 to December 15, 2002, *** traveled 19 times. He traveled all over the mountains and rivers of the motherland. He traveled to 31 provinces, municipalities and autonomous regions, visited 38,816 kilometers of driving routes, and attracted a total of 38,816 kilometers. 5.85 million people, with a comprehensive benefit of 3.6 billion yuan, and achieved brilliant results.

The "big caravan" attracts people with great momentum, influence, shock, vitality, vitality, depth and courage, and is worthy of promotion.

Just pay attention to "before the troops and horses are moved, food and grass go first", make "people's peace announcements" in advance, and visit the cities relatively concentrated. Different products are designed according to different regions. The organization must be tight, the preparations must be sufficient, and the personnel must be well-equipped to achieve "instant success" and "win after fighting."

9. Invitation to negotiate - friendship is the most important, and the meaning is profound

Use large-scale events, or social celebrations, or the opening of new attractions, or the opening of new hotels, to selectively Invite Chinese and foreign customers to attend and entertain them. After the meeting, a group tour was organized, where colleagues in the industry "lived together, ate together, traveled together, and discussed together", which not only enhanced relationships, exchanged information, strengthened friendships, but also launched new tourism products. Everyone can speak freely, negotiate face to face, and conduct detailed and in-depth discussions on some ideas and details of cooperation. The quantity and quality of recruitment will often be improved through mutual learning and discussion. For example, Dalian holds the "Sophora Appreciation Fair", "Trade Fair", "Clothing Festival" and "International Marathon" every year. These four influential tourism activities are good opportunities to "invite people in" and "use topics to attract people". .

It is not difficult to use this method. It is necessary to accurately grasp the information and leave enough "lead time" for the work. If you "cramp on your feet", it will not work, and you may end up "fishing for the moon in the water - All in vain."

"Hongyan" delivery - love spreads all over the world, true meaning is endless

Travel agencies usually send letters to each other to exchange information and exchange intelligence. During the holidays, we will send New Year's cards and the like to customers at home and abroad in advance to connect with each other and express our gratitude. This is emotional solicitation, full of humanity, and belongs to the category of "psychological warfare". It often evokes beautiful memories and unforgettable years of cooperation. This is of great benefit to mutual benefit and friendly coexistence, and will win further solicitation.

Because this method is too simple, many "latecomers" don't care much about it, but I think that "small cards are affectionate" and "ruthless may not be truly heroic." "Love" will create meaning. Unexpected miracles.

10. Business cards are different - tempting to collect, win contacts

Although business cards are small, they are quite valuable. It is a "passport" for business contacts and emotional exchanges, and it is also the most "trivial" tool in solicitation. As the saying goes, "Don't miss the small details, and you will make a big deal." It doesn't matter whether the business card is printed luxuriously or not, but a business card with a unique style and appeal will be exciting, collectable, and trigger interactions. From a psychological point of view, seeking novelty and novelty is the instinct of human beings. A business card with unique artistic taste and cultural connotation will make people happy and fond of it, and they will be willing to take the initiative to contact you and will not throw it away at will. In this sense, the business card is also the "red thread" of "a thousand-mile marriage", and should be aroused Attention, strictly speaking, belongs to the scope of corporate packaging and corporate culture. The business card of Dalian Travel Agency is set off by the gorgeous new urban construction and coastal scenery. It is undoubtedly a superior work and has been widely praised. However, if it is the same model, I am afraid it will lose its individuality. The author believes that colleagues in the industry must carefully design a business card that fits the characteristics of the company and the individual, can "lock eyes" and strengthen the impression. It can allow you to achieve an effect that ordinary business cards cannot achieve in soliciting.

11. Return visit is touching - service wins, customer base grows

Return visit refers to the person in charge of the local travel agency going to the hotel to proactively solicit opinions, strengthen cooperation, and improve work before the team's reception is over. A return visit is a reflection of careful work, with little action and rich harvest. It can "move people with virtue, dress people with dignity, move God, and move the whole companion (tour leader)". Unfortunately, many of our travel agencies have ignored this "detail". Today, Shanghai Spring and Autumn ranks first among the top 100 travel agencies in China. When they were first established, they started out in an old tin room and didn’t have many customers. However, they insisted on “guaranteeing quality in every group tour and ending up with visitors and tour leaders.” They started to organize groups from other places and sent them a group to “try it out.” Bundle". After this trial, it turned out to be good. As a result, teams flocked to the business and the number of customers continued to rise, forming a rolling development. Their customer base of 50 was established through "return visits", so the business grew bigger and bigger, eventually making a leap from quantitative change to qualitative change. Although there are many experiences in Shanghai Chunqiu, "return visit" is one of the main experiences, which is undeniable.