Surveying its top producing agencies, Avoya Travel collected a list of tips for agencies preparing for Wave Season. Asking Avoya Travel Network members who produce over $1 million in annual sales, the network found organization, refreshing professional development and supplier education to be the top three areas agencies focused on.
According to Avoya’s survey, 80 percent of its member said they have a plan to prepare their business for Wave. Of those agencies, more than 90 percent begin preparation one to three months before Wave.
Based on the survey, Avoya advises agents to:
- Specialize: “Review and update your specialties,” said Nancy Miller from Trippin’ Around the World. “I choose only a few so that I can know them thoroughly.”
- Refresh vendor education: “Being familiar with the products you sell means everything when talking to customers, they want your confidence and expertise,” said Diane Bower of CruzDiva Travel.
- Know the promotions: “Study the offers,” said Debra Willms of Travel Works For Me.
- Get organized to capitalize on sales: “Get your office organized and do everything you can now to lessen your time spent on admin,” said Janel Fidalgo Agency’s Janel Fidalgo.
- Have a system that streamlines workflow: “Everyone needs a system that they’re comfortable with so that their workflow is efficient and that they’re not distracted with non-essentials during the day,” said Gloria Quinan from Classic Travel Service.
- Use scripts to save time: “Having almost all email communications pre-scripted saves time – time you can use to take another new client lead,” said Professional Vacation Planners’ Michael Gussman.
- Make contact with past guests: “I send holiday cards to my clients and make sure to contact all past guests before Wave,” said Beth Leonardt of Vacations By Beth.
- Make the most of end-of-the-year bookings: “While preparing for Wave, don’t give up on selling in November and December,” said Lisa Long of Luxury Vacations.