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#4 – Make it easy to sell you – B2B Sales & Marketing Tips

They may not be big, they may not be clever – you judge – but here are 6 B2B Sales and Marketing tips from us at SquirrelFish and our sister company, Travel Kinship that we hope brighten your day and get those brain cells fired up.

THE HIGHLIGHTS: If you only remember 6 things after reading this… ?

1. Know your “WHY?”, your purpose, the unique “contribution and impact you want to make in the industry and to the world.”

2. Be SelectiveFind the right kind of trade “buyers” for your business (tour operators, travel agents, travel designers, and online platforms) to market to.

3. Listen, Learn & ActJust “winning” a client is only the beginning of the journey – it’s about ongoing relationships and continual improvement.

4. Make it easy to sell you – Your marketing and sales activities are a perfect opportunity to listen to your market and find out what problems they need you to fix and how you can both innovate and be continually improving

5. Build the relationship – Make it Win-Win

6. Data is Queen – To really improve your sales and marketing you need to ensure that you are collecting, analyzing and utilizing your sales and marketing in the best possible way – both quantitative and qualitative.

Also to remind you before we start of the Becky Harris world of terminology… for the B2B travel industry world, I use Marketing to mean finding new clients and Sales to mean developing more sales and profits from existing client contacts.

In this article, we focus on #4 – Make it easy to sell you…

(Read the other articles by clicking on the links above)


#4. Make it easy to sell you

Just because you have “won” a client – a buyer has told you that they would like to start working with you – it is just the beginning of the journey. You now need to work with them to ensure that they have everything they need to make it as easy as possible to sell you. This means all the necessary information as well as the confidence and trust to sell you and send their valuable clients into your care.

The easier you can make it for a company to start selling you – the quicker you will get onto their website and into their promotional materials and the more confident their sales team will be to suggest your destination and product to their customers.

Listen to the client and be as flexible as possible. Each client has a unique situation and clientele and may need changes to make to certain aspects of the way you work. Be open to flexibility, change, and negotiation.

At SquirrelFish as part of our sales and marketing support, the kind of information that we typically help suppliers to create, compile and distribute professionally include:

– Copy and high resolution, professional images (Min 1MB) for their website and marketing materials

– Create specific example itineraries, products and travel themes for the specific client

– Detailed product information and FAQs to make it easier for sales teams to get up to speed

– Clear rate books and explanations of any taxes and commission structures

– Clear discussion on booking, payment and cancellation conditions

– Sales and product team training – in person or webinars – recorded if possible ready for new staff

– FAM trips

That is why we created SquirrelFish – to make it easier to store and share information, images, and video and to send large files. For webinars, you can use free software such as google hangout, skype, etc and save and share the recorded webinar back on Squirrelfish.

You can also use a graphic design company like our sister company www.round.co.uk to help you produce a more professional looking “digital brochure” which fits your brand image and can be easily and cheaply distributed online.

Some DMCs & lodges build this kind of information into a password protected “Client/Agent Area” in the back of their website and some even have this system link to their live system for online prices, availability and information. We can help you with this through our sister company www.round.co.uk although we do believe that using SquirrelFish is a much cheaper and more effective solution.

Read the next Article in this collection5. Build the relationship – Make it Win-Win


Contact us to find out how Squirrelfish, Travel Kinship and our sister company Round can help you grow your sales and develop your marketing, profitability, product development, and business reputation.


This article can also be found on Becky Harris’s LinkedIn profile HERE.

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As well as being the most user friendly and cost effective system to store and share our marketing information with our clients, a huge reason we use it is that it means our clients and staff always have access to the latest resources. We all use SquirrelFish as a central intranet so no need to download and store things elsewhere where it may get out of date.

Plan It Morrocco – Local Operator

As a small local operator offering unique glamping and trekking trips in Guatemala, Central America we were looking for a low cost software solution to help us raise our visibility in the worldwide travel industry. SquirrelFish has made it cheap and simple to get our marketing resources organised, show how professional we are and link with our clients all around the world.

Trek Guatemala – Local Operator

As a travel designer I need to be able to network with accommodation and local tour operators all around the world and be able to download their images and information when ever I need it. The SquirrelFish system has been an amazing free system for me to find and network with my suppliers.

Helena Lewis – Heliotropic Travel

As a tour operator I need quick access to high quality, copyright free images and videos as well as useful information that helps me to sell a property and destination. Squirrel Fish means I can easily search and find the resources I need, just when I need them, and not have to hold huge amounts of files on my own servers.

Becky Harris – Curious Travel