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Transcript

1.

The Evaneos TravelLead

Make a good first impression

3.

2.

FIRST CONTACT

Learn about the traveler needs

TRIP PROPOSAL

Offer a tailor-made and inspiring proposition

4.

5.

FINE TUNING

Adapt your offer

Finalize agreement

CLOSE THE SALE

DISCOVERY

QUALIFICATION

TRAVELER SATISFACTION

What is the Evaneos TravelLead?

Discover the five-step Evaneos sales process, a simple, linear approach to selling. The first step of the sales process begins with initiating contact with the traveler and the last step of the sales process ends after an agent closes the deal. While different salespeople and different offer may necessitate a more detailed or uniquely tailored process, the five-step sales process provides a strong foundation to work with. Once you’ve mastered the process, it will be much easier to adapt your sales approach!.

THE TRIP PROPOSAL

Agent's best practices

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The quote is a much awaited moment for the traveler. But it’s also the riskiest part of the sales process – around half of your travelers will stop replying after you send your offer. Make sure to offer a tailor-made trip that meets the needs and desires of each traveler. Is not only about the content, the form also makes a difference.

  • % of files with a call (on Request Manager)
  • Sales rate on request with a call (on Request Manager)
  • Sales rate on request with a video call (on Request Manager)

  • Quality & Customisation: Accuracy and attention to details are critical to delivering a high-quality itinerary that meets travelers expectations and budget.
  • Easy to Read: presents the itinerary in a clear and organized manner. Avoid long paragraphs and cluttered layouts.
  • Attractive: a visually appealing itinerary with nice pictures and maps increase excitement and anticipation for the upcoming trip.

You can go to the next step when: you got enough information to design a tailor-made trip. Make sure you validate the budget before hanging up the phone!

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With Genially templates, you can include visual resources to leave your audience speechless. You can also highlight a specific phrase or data that will be etched in your audience's memory, and even embed external content that will surprise: videos, photos, audios... Whatever you want!

Write an awesome headline

¿Sabías que... Retenemos un 42% más de información cuando el contenido se mueve? Es quizá el recurso más efectivo para captar la atención de tu audiencia.

The first contact with the traveler

Agent's best practices

Check out Melissa's first email

The aim is to establish initial contact with the prospect by email. This step consists in showing your availability, generating interest and giving confidence to encourage the prospect to go further. You need to be responsive and friendly to make a good first impression.

  • % of files with first contat within 24h (AT1)
  • % of files with a traveler's answer (TA1)
  • % of files with a follow up message
  • Sales rate / 1st traveler message (TA1)

  • Fast response time: Respond to requests within 24 hours.
  • Preparation: If the prospect has left information on a form, personalize your approach according to their previously expressed needs.
  • Create a human relationship: show empathy and interest in the traveler's needs and motivations.

You can go to the next step when: an initial call is set up with the traveler!

Check out Solène's follow up email

+2,5 pts of sales rate if you contact the traveler within 24 hours

A follow-up email increases the response rate by 10%

Qualification is perhaps the most important part of the sales process. Without it, the sales team approaches every new lead engagement completely blind. This is not only inefficient, but ineffective — it wastes time and causes reps to close deals that won’t last long-term (since they won’t actually realize much value from using the product).

Qualification

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With Genially templates, you can include visual resources to leave your audience speechless. You can also highlight a specific phrase or data that will be etched in your audience's memory, and even embed external content that will surprise: videos, photos, audios... Whatever you want!

Write an awesome headline

¿Sabías que... Retenemos un 42% más de información cuando el contenido se mueve? Es quizá el recurso más efectivo para captar la atención de tu audiencia.

THE DISCOVERY CALL

Agent's best practices

Video call feature on Request Manager

A discovery call is a key tool in qualifying a traveler as it allows you to gather vital information about the prospect's needs, challenges, and buying intent. This early-stage conversation helps assess whether the prospect is qualified or whether you're wasting time on prospects with unrealistic expectations.

  • % of files with a call (on Request Manager)
  • Sales rate on request with a call (on Request Manager)
  • Sales rate on request with a video call (on Request Manager)

  • Understanding the Prospect’s Needs: asks questions to uncover the prospect's specific expectations and pain points.
  • Assessing Budget: one of the key elements of qualification is ensuring that the prospect can realistically afford your offering.
  • Building Rapport and Trust: by showing that you understand their challenges and are genuinely interested in helping, you create a foundation of trust, which can influence their decision-making later in the sales process.

You can go to the next step when: you got enough information to design a tailor-made trip. Make sure you validate the budget before hanging up the phone!

Check out the discovery script