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Forget the computer – jump on the phone. Successful agencies rely on building fruitful relationships

December 19, 2015 Headline News No Comments Print Print Email Email

Forget the computer – jump on the phone. Successful agencies rely on building fruitful relationships

Dear travel agent, airline or cruise rep, supplier, hotel and insurer –please work hard to ensure a business relationship does not become a relationslip.

When you hit this level it is hard if not impossible to redeem yourself.

“I respect what she said so I will go with that” OR “bugger it, I will try to screw them for a bit more.”

I guess thoughts like this often cross our minds during a working day. The way you react depends very much on a cornerstone of our business – maintaining successful long term business relationships.

Over the years I have seen too many what I call relationslips fuelled by disrespecting the initial pretext of an agreement or ignoring the simple business basics of integrity, honesty and sincerity.

It is not hard to find reasons – at the top of the list is financial gain followed by ego, status and one-upmanship.  Agents guilty of slamming doors might achieve some short term gain – but in a market as small as Adelaide for instance the word soon gets round.

Our industry looks for and expects character traits of transparency, sincerity, empathy, kindness, warmth, friendship, integrity and respect more than most others.

Our business certainly involves increasing interaction with computers but what makes us so different is the fact that we are also right at the relationship coalface, and not by merely emailing words and images. All day we are on the phone to humans or chatting face to face.

Never forget that real-life face-to-face communication plus a smile will always stand the test of time. Thinking about emailing of phoning?

Use the phone and get a little closer to your client. Might be more business as well – perhaps you will discover the client has decided to travel with a friend who needs assistance.

Do you really think technology can deliver longstanding relationships using empathy, sincerity, honesty and activate the six human senses. I think not.

Work hard and do all you can to maintain strong human relationships. Just make sure that the letter “H” is not replaced with the letter “L”.

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