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When Clients Delay

Many businesses are trying to put off spending a lot of money right now, especially if it’s on incentive or reward travel. Although delays may help them in the short run, they are not only delaying spending money, they are delaying rewarding a star performer. The ROI on that will be zero, and maybe in the negatives.

When a client delays a trip, especially an incentive, try offering to check out all-inclusive travel packages as a way to keep the conversation going. Once you have determined that the trip will still happen, it’s just being put off, you need to add value, so you might as well do it with inclusions.

First, get permission to call them in a couple of weeks instead of a couple of months with money-saving ideas. Tell them that you will research some ways for them to get more bang for their buck.

Then make sure they are aware that you know how important this is for their bottom line–recognizing employees is an important investment in the entire company’s future. You want the company to continue being a client of yours, so you have an interest in their success.

During this time, find out what packages are available and what they include. Cruises are always an excellent choice–when you book a cruise everything is included except for airfare. This is especially true for the company that has never booked incentive travel before. Cruises are a great introduction. Even if it is not incentive travel, and inclusive cruise tour can be a great place to hold a meeting.

In the end, if they can provide the trip for the employee or for an important meeting, they will be pleased that you worked so hard for them.

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