International Lead Follow-up

Important Links

International Lead Follow-up

Pricing your Product

Commissions

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People buy from people they know and trust! Establish your credibility with Tour Operator.

• Relationship building is essential

• Establish trust
  • Be reliable
  • Demonstrate knowledge of your business or destination, and industry

• Don't promise more than you can deliver
  • Fully disclose rates/costs with taxes and tips included or expected
  • Know that the laws in Europe are strict and enforceable

Get things right the first time

• Don't forget your business cards. Include your complete and correct fax number , email, and web site address on your business cards and in follow-up communications.
  • Avoid using toll-free numbers unless you know they will work from other countries
  • Avoid vanity numbers since there are no letters on telephones overseas

• Use the tour operator's business card as your tool
  • Note their gender for future reference
  • Is the country listed on the card?
  • City and/or Country access codes for fax and phone?
    • If not, learn to use the telephone book phone service pages (red in Qwest)
    • Or, internet sites like www.consumer.att.com/global (on the left side of the web site, inside the orange box labeled "Dialing Assistance," click on "Country Codes.")

• Qualify your leads by selecting the ones that are right for you business. Don't waste your time or your money pursuing leads that don't fit.

• Respond as quickly as possible. Use a shipping or mailing method you know and trust.

• If shipping videotape, remember to send the format that is used in that country. Not everyone uses the same format as we use in the US. Good web site is www.gx-media.com/world.html. Also has information regarding DVD formats.

Shipping/Mailing

• Send all materials or information requested

• Use a shipping container that is the right size for the shipment - not too big or too small. Improperly sized boxes can split, get crushed, or even pop open. Re-enforce corners and seams with tape. Protect breakable items, like videos, with bubble wrap, etc.

• Unless requested, do not send every single piece of promotional material you publish. Don't send the kitchen sink.
  • Expensive
  • Storage space is limited , so they will throw it away if not needed

• On shipping/mailing labels, postal code (zip code) placement is important. Follow business card example.
  • Europe - before city
  • UK - before country (example: London, N19 5PR)

Cut costs

• Faxes
  • Dial 011 for international access
  • Use the correct city/country codes (again, red pages in phone book or www.consumer.att.com/global)
  • If you receive a fax from an international tour operator, acknowledge it, even if it may take you some time to respond completely and appropriately. Don't leave them wondering.

• Email
  • Acknowledge receipt of emails, same as above.
  • If possible, use auto-response if out of the office for an extended time.

• Research shipping options
  • Combine materials into one shipping container, if workable.
  • Communicate effectively with shipper to discover discount opportunities.
    • Try FedEx's Great Rates Hotline: 877-463-7408

Remember

• Follow-up is following through
• If you say you'll send it, send it
• If you make a promise, keep it
• And, be patient. Results take time