Dear Travel Agents/Advisors,

Many of you know that I had a tour operator business for over 23 years. I worked with travel agents, talking with them, and teaching them how to best serve their clients. One point we always discussed was how to present a proposal to the client and to prospective ones. The biggest questions were how much information to send, and how to send it.

Many agents wanted only to send a price and the tour package inclusions. I used to advise that that was great for those clients who wanted to compare your quote with another. It’s like going to a farmer’s market and shopping for tomatoes – people have many choices and can clearly see size, color and price. In some cases, they are lucky enough to taste a bit to help them make up their minds.

With a tour package, you are not just selling a product, you are selling much more. You are selling a dream – with your services attached to it. Give clients what they really want. Send them pictures, tips about the destination, and important information about traveling. Engage them to let them know you are not just a middle-man, and that your knowledge and experience will help them have a successful trip. Sell yourself in this proposal.

I remember writing my first proposal as a travel agent 25 years ago. It was a honeymoon to Greece. Honestly, I didn’t even know where Greece was! Google did not even exist yet. I went in person to a library and learned as much as I could. Then I got a tour operator who helped me. With all this new knowledge, my prospective clients became my first clients. Unfortunately, their marriage didn’t last – but they loved their honeymoon!

A proposal is your chance to sell yourself! Learn as much as you can, and feel free to pick my brain!

Cheers!

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