Slideshare Coaching Session - The Travel Institute, CTC #1 The Marketing Process

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CTC Online Coaching Webinars
http://thetravelinstitute.com/ctc-online-coaching-webinars/

Join Cory Andrichuk, MCC this summer as he facilitates a series of six webinars on selected components from the new CTC course. Through real-life travel business scenarios and examples, Cory will focus on the practical application of the course materials. Each of the first five sessions will focus on one of the 10 key core courses and the final session will review all 10 plus test preparation tips.

Each week he will encourage discussion of that week’s topic and will be there to answer any questions so that you can get the most out of your CTC professional certification.

Cory will help coach you, motivate you and keep you on track while demonstrating new ways for you to develop and grow your business.

Register for all sessions for $99 or choose only the sessions you want for $19.99 each.
All sessions start at 3 p.m. EDT/Noon PDT. Click here to reserve your place!

Registration in the CTC certification program is required.
Coaching Webinar Agenda:
June 9 – Coaching Session #1 – The Marketing Process (90 minutes)
June 23 – Coaching Session #2 – The 3 Pillars of Interpersonal Excellence (60 minutes)
July 7 – Coaching Session #3 – Emotional Intelligence Fundamentals (60 minutes)
July 21 – Coaching Session #4 – 5 Levers for Producing Great Leaders (60 minutes)
August 8 – Coaching Session #5 – Managing Change: Identifying your Profile (60 minutes)
September 15 – Coaching Session #6 – A 90 Minute Review and Test Preparation (90 minutes)

This summer, why not use the slower pace and longer days to do something for yourself … earn your CTC!

http://thetravelinstitute.com/ctc-online-coaching-webinars/

Published in: Marketing, Travel, Business
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  • Survey finds travel agent users more satisfied with travel experience
    New York, NY, February 27th, 2014 — The American Society of Travel Agents (ASTA) today announced the release of its new study, Value of Travel Agents, which was sponsored by Carnival Cruise Lines.  The primary objective of this study was to measure the value of the travel agency channel and to show whether working with travel agents enhances the travel experience. And the results confirmed just that, and more.
    Findings from the Value of Travel Agents study, which was conducted by MMGY Global, discovered that over half of Millennial (59%), Xer (53%) and Boomer (58%) leisure travelers who used travel agents believe that vacations planned with travel agents were better than those organized without their assistance. Not surprisingly, consumers that use an agent travel more (average 4.7 trips) than consumers that don’t use a travel agent (average 3.6 trips). 
    “The Value of the Travel Agent study shows that people who use a travel agent are more likely to be satisfied with their trip.  The research also provides insight into how and where travel agents can expand their businesses." said ASTA CEO Zane Kerby. “ASTA thanks Carnival Cruise Lines for sponsoring this important research." 
    The study also found other interesting and positive results. Use of traditional travel agents appears to be growing. The study found that thirteen percent of U.S. travelers used a traditional travel agent in the past year, which is up from eleven percent a few years ago. Of the leisure travelers who did not use travel agents in the past 12 months, forty-one percent indicated they were open to using one in the future. 
    The study was conducted by a third party, MMGY Global, who has extensive experience surveying consumers on the subject of travel.  MMGY Global authors the annual Portrait of American Travelers®.  The survey results were based on responses from 8,338 travelers who have been on at least one leisure trip requiring overnight accommodations during the past 12 months. There were 3,243 respondents who have been on at least one business trip requiring overnight accommodations during the past 12 months. All respondents were screened to ensure they had an annual household income of more than $50,000.
    ASTA members will be given access to a summary of the findings, access to a member-only webinar on Apr. 9 and as a list of actionable items to help them market their businesses to consumers. The final report, which is 270 pages long, contains additional detail and insights that suppliers and travel professionals may find relevant when developing their marketing plans. It can be purchased at ASTA.org as of March 13th.
  • Slideshare Coaching Session - The Travel Institute, CTC #1 The Marketing Process

    1. 1. Cory Andrichuk Entrepreneur Join the conversation #coryAndrichuk cory@coryAndrichuk.com
    2. 2. cory@coryAndrichuk.com • Analyzing... starts with you • Recommending... some ideas to get started • Implement... a plan and start today Workshop Agenda
    3. 3. cory@coryAndrichuk.com Sales Booking Service Marketing
    4. 4. cory@coryAndrichuk.com Marketing is everything... Marketing is an investment in your future business. No matter how successful you are, how experienced, and how many clients you currently have, you always have to be marketing...
    5. 5. cory@coryAndrichuk.com What is one strength you have in terms of your current marketing plan/ idea/ strategy? What is one area where you can look for your ‘improvement’?
    6. 6. cory@coryAndrichuk.com Marketing is changing… Door to door Radio TVDirect mail and email Cold calls
    7. 7. cory@coryAndrichuk.com Traditional Marketing is sometimes like being hammered over the head with the message!! People are finding ways to TUNE OUT traditional marketing messages… So what do you do??
    8. 8. cory@coryAndrichuk.com Edison Research Consumers look to Facebook friends for advice: 24% of consumers consult their Facebook friends before making a purchase.
    9. 9. cory@coryAndrichuk.com Market Research #1. Primary Research - Are those you can do yourself. #2. Secondary Research Sources are those that others do for their own purposes, but that may serve your purposes, too.
    10. 10. cory@coryAndrichuk.com Yellow Pages Visit to competitor Call to competitor Speech or talk made by competitor Article written by competitor Competitor's publications Current or Help wanted ads Convention or trade shows Clients of competitor former employees Analyze your competitors Suppliers Professional organizations Other competitors The "Grapevine" Promotions Advertising Internet Site
    11. 11. cory@coryAndrichuk.com Analyze your Partners • Suppliers (Cruise lines, Tour Operators, Tourist Bureaus) • Vendors (CRS's) • Outside sales reps (Independent contractors) • Volunteers • "Circles of Service" companies • Clients refer others to you • Clubs and associations
    12. 12. cory@coryAndrichuk.com Analyze your Products 1. What travel products do you sell or emphasize now? 2. What new travel products should you sell or emphasize in the future? Why?
    13. 13. cory@coryAndrichuk.com Analyze your customers 1. My target customer audience is: 2. The average age of my customers is: 3. The average income of my customers is: 4. My customers buy this kind of travel (in general): 5. My customers are loyal to me because: 6. My customers buy their travel this way (walk-in, home, internet, etc.): 7. They buy from me because: 8. They buy generally at this time of year: 9. I reach my customers in this way: 10. I can exceed their expectations by: 11. Other characteristics of my customers are:
    14. 14. cory@coryAndrichuk.com Know Thy Customer... Customers often don’t know what they want It’s up to you to find out...
    15. 15. cory@coryAndrichuk.com Consumers wants and needs are changing!
    16. 16. cory@coryAndrichuk.com We value different things and are willing to pay for it… …because we like customization, unique, choice with affordability!
    17. 17. cory@coryAndrichuk.com …because families are doing things differently …and need help doing it!
    18. 18. cory@coryAndrichuk.com …because they love and treat their pets like Children/ family! And/ Or… …because they choose NOT to have children and still want to take their pets on vacation!
    19. 19. cory@coryAndrichuk.com cory@brandUcoaching.com www.airbnb.com WHO… 2008 San Francisco, Airbnb is a trusted Community marketplace for people to list, discover, and book unique accommodations around the world — online or from a mobile phone. Metrics • over 10 million nights booked • over 300,000 listings worldwide • over 33,000 cities • 192 countries • over 600 million Social Connections
    20. 20. cory@coryAndrichuk.com Survey finds travel agent users more satisfied with travel experience New York, NY, February 27th, 2014 — The American Society of Travel Agents (ASTA) today announced the release of its new study, Value of Travel Agents, which was sponsored by Carnival Cruise Lines. The primary objective of this study was to measure the value of the travel agency channel and to show whether working with travel agents enhances the travel experience. And the results confirmed just that, and more. Findings from the Value of Travel Agents study, which was conducted by MMGY Global, discovered that over half of Millennial (59%), Xer (53%) and Boomer (58%) leisure travelers who used travel agents believe that vacations planned with travel agents were better than those organized without their assistance. Not surprisingly, consumers that use an agent travel more (average 4.7 trips) than consumers that don’t use a travel agent (average 3.6 trips). “The Value of the Travel Agent study shows that people who use a travel agent are more likely to be satisfied with their trip. The research also provides insight into how and where travel agents can expand their businesses." said ASTA CEO Zane Kerby. http://www.asta.org/News/PRDetail.cfm?ItemNumber=11166
    21. 21. cory@coryAndrichuk.com What are you willing to consider? Automatic Experience:  Operating under default settings…  “I cannot change… I was born this way!”  Travel has turned into a commodity…  I do not understand digital/ social/millennial…  There’s no money in travel…  Clients these days are rude!  That people buy travel ONLY on price…  That the internet is unfair…  Direct and online bookings are killing me…  Nobody talks to anyone anymore…  I miss the old way of doing things… Choice & Opportunity:  Choose to see life differently,  Choose to think differently,  Choose to do things differently,  Choose to be personal, customized & caring,  Choose to USE perspective,  Choose to consider opportunities, & options,  Choose to create more meaning & purpose  Choose to be different!  Choose to embrace change more often,  Choose to create the travel experience with your hello  Choose to enhance your professional travel passion with technology!
    22. 22. cory@coryAndrichuk.com We have choice… We have choice to make a conscious decision on HOW to think… AND… What to pay attention to!
    23. 23. cory@coryAndrichuk.com Travel Advisor Entrepreneurial spirited Fee based Specialized/ Niche/ Expert Mobile Social and online savvy
    24. 24. cory@coryAndrichuk.com Who Are You...? What Is Your Purpose? Your CORE beliefs are the basic philosophies of how you live your life.
    25. 25. cory@coryAndrichuk.com STRENGTH ES THREATSOPPORTUNITIES WEAKNESSES 1. Home Based/ Retail/ .com 2. Client Database / history 3. Experience / Passion 1. Budget 2. Experience 3. Planning/ Organization 1. Technology/ Tools/ Online 2. Niche Markets 3. Professional Development Resources 1. Direct supplier intervention 2. Economic/ global landscape 3. Consumer Perception of travel agents value. NOT THE INTERNET!
    26. 26. cory@coryAndrichuk.com Become customer centric AND…get purpose-based!
    27. 27. cory@coryAndrichuk.com Create a unique customer experience
    28. 28. cory@coryAndrichuk.com cory@brandUcoaching.com Creating a unique experience
    29. 29. cory@coryAndrichuk.com
    30. 30. cory@coryAndrichuk.com Create a unique customer experience
    31. 31. cory@coryAndrichuk.com Create a unique customer experience
    32. 32. cory@coryAndrichuk.com
    33. 33. cory@coryAndrichuk.com Create a unique customer experience Trustworthy, Credible, Personal, Intimate, Customized, Professional, Safe, Secure, Reliable, Certified, Objective, Useful, Relevant, and FULL OF VALUE!
    34. 34. cory@coryAndrichuk.com Self-assessment…what kinds of travel experiences have you created in the past?
    35. 35. cory@coryAndrichuk.com It’s YOUR choice to choose! Create a unique customer experience
    36. 36. cory@coryAndrichuk.com It’s a mindset shift! STOP telling /selling…  AND Become VALUABLE…  Become RELEVANT…  Become USEFUL...  Become YOU (again!)  Become brand U
    37. 37. cory@coryAndrichuk.com Travel agents/ agencies …in the news
    38. 38. cory@coryAndrichuk.com Develop a plan A Marketing Plan is part of a Business Plan, but is much more brief. Imagine. Create. Balance.
    39. 39. cory@coryAndrichuk.com Sales Booking Service Marketing
    40. 40. cory@coryAndrichuk.com What’s been your biggest drawback/ hang-up in planning your marketing in the past?
    41. 41. cory@coryAndrichuk.com Your plan needs goals 2 sets of responsibilities: 1.One is to manage today's business. 2.The other is to manage tomorrow's business.
    42. 42. cory@coryAndrichuk.com What are goals? Goals are the written milestones you pass on your way toward your vision. “Don’t just think it, INK it!”
    43. 43. cory@coryAndrichuk.com S.M.A.R.T Goals – Using a 3-P Formula ( Brian Tracy) Specific… I EARN $X in commission per month Measurable… I COMPLETE my CTC, by October 31, 2014 Attainable… I HIRE passion, personal, and professional people Realistic…I SELL one travel package each day Timely… I POST on Facebook daily
    44. 44. cory@coryAndrichuk.com 2014 Marketing Goals: • Sales/ Rev $ Goal:________ • Cost/customer:__________ • Recruitment: ___________ • Acced. / Certif:__________ • CRM: _________________ • Build a niche in?:________ • Travel Fam : ____________ • Marketing Budget:_______ Website Goals:___________ E-Marketing Goals:________ FB Like Goals:_____________ Linked In Goals:___________ Newspaper Goals:_________ Blogging Goals:___________ Direct-mail Goals:_________ Twitter Goals:____________
    45. 45. cory@coryAndrichuk.com You need growth... Make this goal substantial, but achievable. We'd suggest a minimum of $10,000.
    46. 46. cory@coryAndrichuk.com Define a Niche Marketing Objective (s)
    47. 47. cory@coryAndrichuk.com Prepare a Promotional Plan
    48. 48. cory@coryAndrichuk.com
    49. 49. cory@coryAndrichuk.com A Travel Agent Marketing Mindset is…
    50. 50. cory@coryAndrichuk.com “Travel Expert Homework” results from a Google search (Google yourself/ business name...)
    51. 51. cory@coryAndrichuk.com A Marketing SUITE of products
    52. 52. cory@coryAndrichuk.com My Niche I create unforgettable romantic getaways to exotic tropical destinations for time starved couples who are too busy and/or overwhelmed and need to reconnect with each other and re-kindle the romance.
    53. 53. cory@coryAndrichuk.com
    54. 54. cory@coryAndrichuk.com StationaryBusiness Cards
    55. 55. cory@coryAndrichuk.com
    56. 56. cory@coryAndrichuk.com
    57. 57. cory@coryAndrichuk.com What emotional footprint does your brand create?
    58. 58. cory@coryAndrichuk.com A strong brand leaves an emotional footprint that resonates with your clients.
    59. 59. cory@coryAndrichuk.com Co-branding works… Adventure lifestyle…
    60. 60. cory@coryAndrichuk.com Co-branding works… Destination specific…
    61. 61. cory@coryAndrichuk.com Co-branding works… Product specific…
    62. 62. cory@coryAndrichuk.com Does your marketing leverage your client knowledge? (Effective marketing relies on the quality of your data.)
    63. 63. cory@coryAndrichuk.com  Review you and your agencies logo, marketing, Products & Services, and Personality to ensure you are congruent online and off!  Market you and your brand and not anything/ anyone else by creating client touch points: •Welcome to my Travel Agency greetings, •Personal Hand-Written Thank You notes, •Unique & Personal Coffee dates, and Shopping excursions! •Personal Passport Renewal Reminders, •Thank You for Your Referral, •Creative Welcome Home, Birthday, Anniversary Check List
    64. 64. cory@coryAndrichuk.com 2014 Strategic Plan Vision: ________________________ Mission: _______________________ 90 Day Objectives: _______________ Marketing Goals: ________ Q3 & Q4: Objectives: _____________
    65. 65. cory@coryAndrichuk.com Your Vision Statement… …is a picture of what you see your business becoming in the future. … offers you clear direction for your future activity. … is part emotional (the product of your imagination, hunches and values) and part rational – based on your analysis.
    66. 66. cory@coryAndrichuk.com Historical Examples…. 1. “A computer on every desk.” Steve Jobs 2. “A computer on every desk in every home running Microsoft software.” Bill Gates 3. “Produce an affordable automobile.” Henry Ford 4. “One team, one country.” Nelson Mandela
    67. 67. cory@coryAndrichuk.com Your Mission Statement is not...
    68. 68. cory@coryAndrichuk.com Dissected…the mission statement should convey some of these parts: 1. Values – To Inspire, to Educate, To Lead, Engage, Interact, 2. Geographic Areas – local, regional, community, state/ provincial 3. Purpose – To serve 4. Responsibility – To enrich, cultivate, support, “To <insert Value> in my community of <insert Geo Area> and <insert Purpose> and/ or <insert Responsibility>
    69. 69. cory@coryAndrichuk.com 90 DAY OBJECTIVES: (Measure what matters most!) • Marketing • Sales • Service
    70. 70. cory@coryAndrichuk.com Don’t be these guys…
    71. 71. cory@coryAndrichuk.com Create a unique customer experience Trustworthy, Credible, Personal, Intimate, Customized, Professional, Safe, Secure, Reliable, Certified, Objective, Useful, Relevant, and FULL OF VALUE!
    72. 72. cory@coryAndrichuk.com Sales Booking Service Marketing
    73. 73. cory@coryAndrichuk.com Our Journey Begin… Travel Agent Travel Entrepreneur Ongoing…

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