How do travel agencies attract business?

Tourist source is the survival of travel agencies. The number of tourists directly determines the existence, development and scale of travel agencies. Whether the travel agency has food depends on the tourists. How to find, explore, develop and attract tourists and increase the number of tourists is an unavoidable major issue for travel agencies. It is urgent and lasting to improve the ideological level and business skills of recruiters. The author believes that travel agencies, as the backbone of the tourism market, have many effective "strategies" to capture customers' hearts, which not only make customers' money, but also make them have a pleasant trip.

1, grandstanding advertising-although the cost is high, the income is unprecedented.

Advertising is one of the basic means of modern marketing. It is often concise and touching, and it is quite effective to "stir up feelings" with wonderful pictures, concise language and pleasant music, which is obvious to all. In recent years, Dalian has released Dalian tourism information on the huge color screen of Beijing Railway Station. On Wangfujing Street, the busiest street in Beijing, Dalian's unique landscape and urban construction highlights are displayed to Chinese and foreign guests day and night in the form of light boxes, showing the most beautiful signboard "Romantic City" in China. Although it cost a lot of money, the effect is quite good. It can be said that during Dalian 1999-200 1, foreign tourists and tourists earned foreign exchange, which increased by 30% every year for three consecutive years. The number of domestic tourists has increased by 6.5438+0000 every year, and now it has reached 65.438+04000, and the total tourism revenue has also increased from 665.438 billion yuan to 654.38.

2. Contact exhibitors-make friends and expand the field.

Every year, professional tourism fairs at home and abroad will be held as scheduled, and large-scale exhibitions in many areas will be added. Selective participation will make new customers through old customers and directly know many new partners, which is very effective for promoting the cooperation field. There is a famous saying in the tourism industry: "Don't forget old friends, make new friends, make new friends and old friends, and your wealth will last forever." Therefore, participation is very necessary.

3, visit-not afraid of failure, break out of the world.

Tourists come from different levels and aspects of society. In practice, it is found that "veteran cadres", "retirement management", "trade unions", "youth league committees" and "offices" in enterprises and institutions are often the competent departments for organizing tourism. As long as we pry open these doors, we can establish sincere friendship and trust with them, and we can dig tourists for a long time. However, you should be mentally prepared. If you are unfamiliar with others, people will not buy your account, and sometimes even "lose face". It's normal to "close the door" for you. Don't worry about it. Keep a good attitude of tolerance and self-confidence, and repeat "interpersonal communication" will be effective.

There is no such thing as a free lunch. As long as you are not afraid of failure, "break your leg" and "sharpen your mouth", you are enterprising, behave appropriately and be good at communication, and success is at your feet. Because "road" is the way out and "diligence" is the prelude to success. When we say "first come" to open the market, * we mean to be the first, grab the first, run the first and be the first, no matter how well you think, no effort is equal to "zero".

4, film and television, song communication-unforgettable, lasting benefit.

The best propaganda tools are influential movies and songs. A tragedy on the Nile makes many people have a warm yearning for the magical monuments on both sides of the Nile and have a strong interest in Egypt, an ancient civilization. A true face of Lushan Mountain has made many people want to appreciate the true face of Lushan Mountain, and now the true face of Lushan Mountain is still so "nostalgic"; There are also three sisters, Liu and Ashima. The live broadcast of the 200 1 Dalian International Fashion Festival concert in the large square was broadcasted by CCTV 56 times in one year, which played an unexpected role in enhancing Dalian's popularity and winning customers.

It is an extremely effective way to promote one's own unique tourism propaganda in the form of literature and art. This method can be large or small and can be pointed out; Historical allusions are famous all over the world; It could be a song, and it became an instant hit. There is no fixed standard, we should do what we can and choose the "breakthrough point" to attract publicity, so as to get twice the result with half the effort.

5. News media-with great influence and quick popularity.

The most economical way to attract tourists is to invite journalists, TV reporters and writers to promote tourism, or do their own news reports. This kind of propaganda

It is feasible, fast, effective and influential, and it is also one of the best methods. Mu Qing, a well-known reporter from Xinhua News Agency, wrote a long newsletter "Jiao Youlu, a good example of the county party secretary" on 1966, which caused a sensation throughout the country and was incorporated into middle school textbooks. The author still recites its essence. An article made lankao county, a little-known county town, famous all over the world, which attracted people's attention for a long time and attracted many people to visit and study. In recent years, TV travel programs have not lasted long. The rolling pictures, beautiful music and beautiful explanations fascinated the audience and made the experience extremely vulgar. It is really a fashionable and dynamic move to lure you to travel with news as the guide. However, news propaganda should pursue new deeds, new features, new landscapes, new trends, new experiences and new perspectives. At the same time, news propaganda is easy to form "passing clouds and smoke", and it is impossible to keep everyone's "eyes" at once. We should constantly publicize from new angles, new horizons, new sides and new artistic conception to strengthen the intensity and depth of propaganda, and we must know that "repetition is power."

6. Briefing meeting-when the products arrive at home, we will dump our guests and friends.

In a planned, prepared and organized way, large-scale tourism product briefing sessions will be held in important tourist areas, and enterprises will be attracted face-to-face from door to door, which can achieve the miraculous effect of "making a big move". For example, in April 2004 10, Dalian Tourism Promotion Group held a large-scale tourism briefing session in Beijing on "Going to Dalian on weekends and experiencing your own romance". A large number of posters, brochures, tourist souvenirs and various promotional materials were distributed at the meeting, which set off a strong "blue ocean hospitality" upsurge. Only Dalian International Travel Service attracted the 10 special train and 65438+.

The core of this method lies in face-to-face "heartfelt conversation" to infect dialogue, win over each other and promote the two sides to build a golden bridge of cooperation. Attention should be paid to accurate market positioning, capable personnel, beautiful material preparation, brand-new overall packaging, adequate "bedding" before the meeting, smooth "chords" during the meeting and expected goals after the meeting. Here, "unique goods" are the most important.

7. Get together and make friends-kind, comfortable and successful.

Tourism marketers should be "social activists", "say three words without leaving their profession" wherever they go, and try their best to let all those who know you and know you, as well as those you can make friends with through acquaintances, know that you are a sincere and professional tourism service worker. For example, attend weddings, school celebrations, store celebrations, thank-you meetings, get-togethers, forget-it-all parties, parents' meetings, school opening ceremonies, classmates' gatherings, Spring Festival dinners, comrades-in-arms gatherings, Youth Day, Teacher's Day and Army Day. In public, you should be generous, gentle and smile, giving people a feeling of maturity, modesty, kindness, honesty, knowledge and education. Because these activities are carried out in a warm, cordial, friendly and joyful atmosphere, there are many confidants present to help you introduce matchmaking, and people are full of intimacy, so this small-scale collection is naturally smooth and the success rate is extremely high.

In this way, you should know that you are the "window" of the individual representative unit. Every move, every word and deed should be elegant and decent, and learning to "sell yourself" will make people feel trust instantly, quickly form souvenirs and lay the foundation for attracting customers in the future. Imagine how to travel with you in the future if the guests have a bad impression on you. Remember that the improvement of personal quality is a necessary condition for success.

8, caravan-mighty, double the benefits.

It is not surprising that travel agencies often use the off-season to go to other places for direct sales outreach, consolidate the market and expand the market. The use of caravan teams to attract long-distance tourists from different provinces and cities is a novel and fashionable classic method in recent years. In this regard, Dalian can be said to be leading all the way, with superior technology. Dalian takes "Caravan Team" as a declaration, announcing Dalian's determination to vigorously develop tourism pillar industries to the people of the whole country. From 1999,65438+February 3 to 2002,65438+February 5, 65438 * * traveled19 times, traveled to 3/kloc-0 provinces, municipalities and autonomous regions and visited 38865438+.

Caravan is attractive with great momentum, influence, vibration, vitality, vigor, depth and charm, and is worth popularizing. As long as we pay attention to "the soldiers and horses have not moved, food and grass come first", do a good job of "safety notification" in advance, and visit the city relatively intensively. It is necessary to design different products according to different regions, with strict organization, adequate preparation and complete personnel, so as to achieve "immediate results" and "win after the war".

9. Invitation to negotiate-friendship is the most important and meaningful.

Use large-scale activities, or social celebrations, or the opening of new attractions, or the opening of new hotels to selectively invite Chinese and foreign customers to participate and entertain. After the meeting, a group tour will be organized, and colleagues in the industry will "live together, eat together, travel together and discuss together", which will not only enhance feelings, exchange information and strengthen friendship, but also launch new tourism products. Everyone speaks freely and communicates face to face. They can discuss some ideas and details of cooperation in detail, and often learn from each other to improve the quantity and quality of attracting customers. For example, Dalian hosts Hu Aishu Fair, Commodities Fair, Fashion Festival and International Marathon every year. These four influential tourism activities are good opportunities to "please come in" and "use the topic to attract people".

It is not difficult to use this method. To accurately grasp the information, leave enough "advance" in the work, and it is impossible to cram temporarily, otherwise it will be "fishing for the moon in the water-nothing".

"Hongyan" transmission-love is everywhere and true meaning is endless.

Usually, travel agencies often send letters to each other to exchange information and intelligence. On holidays, we will send greeting cards to customers at home and abroad in advance, in order to connect feelings and express our gratitude. This is emotional attraction, full of humanization, and belongs to the category of "psychological warfare". It often brings back beautiful memories and unforgettable years of cooperation, which is of great benefit to mutual benefit and friendly coexistence and will win further attraction.

This method is too simple, so many "latecomers" don't pay much attention to it, but I think "small cards have feelings" and "ruthlessness is not necessarily a hero." "Love" will create unexpected miracles.

10, business cards are different-attract collections and win contacts.

Although the business card is small, it is quite valuable. It is a passport for business and emotional communication, and it is also the most humble tool to attract customers. As the saying goes, "if you don't leak details, you will achieve great things." It doesn't matter whether the business card printing is luxurious or not, but a unique and infectious business card will play an exciting, treasured and communicative role. From a psychological point of view, freshness and novelty are human nature. Business cards with unique artistic taste and cultural connotation will be pleasing to the eye, and they will be willing to take the initiative to contact and will not throw them away at will. In this sense, business cards are the "red line" of "a thousand miles of marriage" and should be valued. Strictly speaking, this belongs to the category of corporate packaging and corporate culture. The business card of Dalian Travel Agency set off by the beautiful new town construction and coastal scenery is a masterpiece and widely praised. But if it is the same model, it may lose its personality. The author believes that people in the same trade must carefully design a business card that conforms to the characteristics of the unit and the individual, which can "lock the eye" and strengthen the impression, so that you can play an effect that ordinary business cards can't play.

1 1, the return visit is touching-the service wins and the customers roll in.

Return visit means that before the end of the team reception, the person in charge of the land agency will go to the hotel to actively solicit opinions, strengthen cooperation and improve the work. A return visit is the embodiment of doing fine things, with little action and rich harvest. We can "serve people with morality, dress people with clothes, serve people with god, and serve people with the whole guard (leader)", but unfortunately many of our travel agencies ignore this "detail". Now the top 100 travel agencies in China are "Shanghai Spring and Autumn Festival". At the beginning of its establishment, they started in an old tin house with few customers, but they achieved the goal of "ensuring the quality of each group and finally having tourists and leaders", and began to send them a group tour by foreign organizations to "try it". After this attempt, it is really good. As a result, the teams behind swarmed in, and the number of tourists kept rising, forming a rolling development. Their customer base of 50 was established through a "return visit", so their business grew bigger and bigger, and finally they realized a leap from quantitative change to qualitative change. Although there were many experiences in Shanghai during the Spring and Autumn Period, it is undeniable that "return visit" is one of the main experiences.