Increase sales by driving repeat and referral business

£10 per person

Word of mouth referrals are the most powerful and effective form of marketing. Indeed, 92% of consumers trust recommendations from people they know. Once trust is established, conversion is so much easier. So, asking for referrals has to be part of your sales process.

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Word of mouth referrals are the most powerful and effective form of marketing. Indeed, 92% of consumers trust recommendations from people they know. Once trust is established, conversion is so much easier. So, asking for referrals has to be part of your sales process.

If that statistic hasn’t quite convinced you to do this training, then let’s give you a few more which should.

  • People are 4 times more likely to buy when referred by a friend
  • 77% of consumers are more likely to buy a new product when learning about it from friends or family
  • 43% of consumers are more likely to buy a new product when learning about it from friends on social media
  • 84% of consumers say they either completely or somewhat trust recommendations from family, colleagues and friends about products – making these recommendations the information source ranked highest for trustworthiness

All of the above statistics come from Nielsen, a global, independent measurement and data company for fast-moving consumer goods, consumer behaviour, and media. I think you’d agree this makes them a highly credible source. Indeed, they are the go-to company for some of the world’s most successful marketers and sales people.

The author of this course, Fi Morrison-Arnthal, started her career in travel 30+ years ago and in that time has been a top seller of travel, and has recruited, trained and managed sales teams internationally. A critical part of her highly successful sales process, is ‘creating raving fans who will refer you’. In this course she shares all of the hints and tips that led each of her sales teams to huge year-on-year success.

After completing this course, you will be able to:

  • Describe the power of advocates
  • Explain the success difference between enquiries received from standard marketing activities vs repeat and referral enquiries, which are generated from great, valued-added service
  • Describe brand equity and how you can create a strong personal brand through the continuous delivery and development of a value-based service
  • Review your own after-sales service and your ability to create raving fans that book again and refer you
  • Recognise that the only way to compete with online travel booking engines is to provide a value-based service before, during and after travel that delights and creates brand equity

NB. If you need training on all parts of the sales process, then we suggest you purchase the full course How to Sell Travel and Achieve Sales Success’.

Fiona Morrison-Arnthal Profile Image

Fi Morrison-Arnthal – Qualified training and development specialist within the travel industry

Fi is a qualified training and development specialist who has spent her career leading, training, coaching, developing, and recruiting within travel and hospitality.

Her career started as a junior manager with a boutique hotel chain, learning all areas of hotel operations including sales, service and management, before moving into leisure travel with Lunn Poly (TUI), first as a travel consultant, and latterly as Progression Regional Sales Manager. Winning several awards, Fi’s achievements included ‘Shop of the Year’, ‘Highest Revenue Increase of the Year’ and ‘100% Mystery Shopper Awards’.

As Co-op Travelcare’s Training and Development Manager, Fi led a team of national training officers, providing training and development to over 400 branches, call centres and business travel operations. She was responsible for winning national training awards from Travel Weekly and TTG for the design and results generated from innovative courses.

Moving to Cape Town in 2005, Fi became Go2Africa.com’s Head of Sales, Operations and Organisation Development. Growing the sales team from 16 to over 50 high performing Africa Safari Specialists, she was given the autonomy to strategically lead and manage multiple departments and functions, achieving high year-on-year profitability consistently throughout her tenure.

Returning to retail leisure travel, Fi joined Pentravel, South Africa’s largest independent retail travel chain, as its National Sales and Organisation Development Manager. Implementing people, training, sales and organisation development initiatives, policies, and procedures, she led the business to exceed all previous year profits and annual budgets.

Forming Big Ambitions in 2013, Fi helped prominent international travel businesses recruit and train travel people. Recognised as ‘the’ travel sales trainer in South Africa, she was the Mystery Shopper for South Africa’s Travel News Weekly and ETNW and chosen by South Africa’s number one Travel Industry Portal, ‘Travel Info’, to write its e-learning sales programme.

Fi returned to the UK in 2015, joining Progressive Travel Recruitment. Here, she further developed her global travel network, being relied upon and chosen by some of the world’s largest travel, hospitality, and technology brands as their preferred recruitment partner.

In 2020, Fi founded Progressive Travel Training alongside James Roberts and Tony Macdonald, her fellow directors at Progressive Travel Recruitment. Her passion for training and development, along with her knowledge of the industry, helped her to identify a gap in the market to provide soft skills training in the form of easily accessible e-learning courses created by subject matter experts who have done the jobs you do, and who know what it takes to succeed.

Fi currently lives in the Peak District with her husband, four children and rescue dog Nala.

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