Travel Selling 101 / Selling Cruises
by John Hawks

Selling Travel 101: Keep Your Travel Clients for Life!"

To succeed in the travel business over the long haul, we travel agents must learn to look beyond our last sale.

Savvy home-based agents size up the value of their clients instead by focusing on their lifetime value -- the amount of commission clients represent based on how many trips they will purchase until they're too old to travel. Sure, a young honeymooning couple may buy an inexpensive cruise from you today, but down the road they will probably need family vacations and anniversary trips and business trips and other getaways that can add up significantly.

What steps can you take to retain your best customers for life?

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