Cold calling in travel can be challenging, especially when you need to convince prospects to book a trip or a service with you. How can you create urgency when cold calling in travel? Here are some tips to help you spark interest, overcome objections, and close more sales.
Before you pick up the phone, do some research on your prospect. Find out what their travel preferences, needs, and goals are. Use this information to tailor your pitch and offer them a solution that matches their desires. For example, if you know they like adventure, you can highlight the exciting activities and destinations you can arrange for them.
Actually, this and all of the other points should be on your list during an initial call. However, based on my experience people do not appreciate cold calls. Reaching out via emails work better for me, and I get less push back. If you just call unexpectedly, people want to escape quickly, while they have the option to think about your offer when you send an email.
One of the most effective ways to create urgency when cold calling in travel is to use scarcity and exclusivity. This means that you emphasize the limited availability, time, or opportunity of your offer. For example, you can say that there are only a few seats left for a flight, or that you have a special deal that expires soon, or that you have access to a unique experience that no one else can provide. This can make your prospect feel that they might miss out on something valuable if they don't act fast.
Another way to create urgency when cold calling in travel is to ask open-ended questions that engage your prospect and elicit their pain points, motivations, and objections. By asking open-ended questions, you can uncover their needs and wants, build rapport and trust , and steer the conversation towards your offer. For example, you can ask them what their dream vacation is, what challenges they face when planning a trip, or what they are looking for in a travel agent.
People tend to trust what others say more than what you say. That's why providing social proof can help you create urgency when cold calling in travel. Social proof can be testimonials, reviews, ratings, referrals, or awards that show how satisfied your previous or current customers are with your service. You can use social proof to demonstrate your credibility, authority, and value. For example, you can say that you have helped hundreds of travelers like them, or that you have received rave reviews from a reputable source, or that you have won an award for your excellence.
Finally, you need to create a clear call to action that tells your prospect what you want them to do next. A call to action can be a request for a meeting, a booking, a payment, or a referral. You need to make your call to action specific, simple, and urgent. For example, you can say that you need their confirmation by a certain date, or that you have a limited time offer that they can claim now, or that you have a bonus that they can get if they refer a friend.
By following these tips, you can create urgency when cold calling in travel and increase your chances of converting prospects into customers.