Many travel professionals feel the pain of giving away too much information only to learn that their “prospect” did an end-run and booked their itinerary directly. We need to come up with a plan.
Here is a real example from a different industry. If the shoe fits ….
Q. What happens when a prospective buyer seems very receptive but says, “Tell me exactly what would happen next if we did this?” I’m afraid I’m starting to consult and give away the store when we have no agreement of any kind in place.
A. You have a legitimate fear, since your main competition is internal, and the client may attempt to do it alone. My exact response to the question you pose is: “The next specific step is that you write me a check, because now you have asked me to tell you how to resolve this!”
The above scenario was reprinted from a Frequently Asked Section from a highly paid consultant’s Ezine. I immediately thought of you.
You see, all consultants face the same dilemma; when to stop providing information without getting paid. I lie this response, although I realize it will be difficult for many of you to say these words
After providing enough information to show that you are experienced enough to be a true asset to your client, you say,
“The next specific step is that you write me a check, so we can begin planning the perfect (vacation) (family reunion) (honeymoon) (etc)!”
I am betting that if you were sitting in a Lawyer’s Office, or in the office of a CPA (accountant) and he/she said this to you after a comfortable conversdation took place and after there seemed to be an acceptable amount of rapport established, you would not think this request would be out of line. Sooooo……. remember that you too are a professional.