Are you tapping into your client's hierarchy of needs?
Mary Yohannan, CTIE
AWARD-WINNING Travel Agency Owner 🌎 and SUCCESSFUL in Loving LIFE! 💕
If you understand what people need you can sell anything, right? Yes. This is actually true. If you tap into what people really need, you can sell anything including a luxury African Safari worth $100,000. But how do you know what they need?
Abraham Maslow proposed a “A Theory of Human Motivation” which describes a 5-tiered pyramid of the essential needs of all human beings. Only when the lower tiers are satisfied will a person be able to enjoy the next tier. The lower tiers include tangible needs such as food, clothing, shelter, personal and financial security, and health. Once these tiers are met, people will start look for non-material needs such as friendships, self-confidence, freedom, and self-actualization. This theory was proposed in 1943, which we all know was a different time with many historically important acts occurring here in America.
I personally believe that we are all satisfied by some tangible needs first, but we also look to use travel as our self-actualization. In today’s society with millions of self-help books, webinars, seminars, etc., people are finding they don’t need to as much in tangible needs but want more experiences. People want to achieve inner confidence and master the understanding of the true meaning of life. This is where you come in as their travel planner to achieving that experience.
When you start to market your ability to give an experience that helps them attain self-actualization, confidence, and freedom, you are tapping into their hierarchy of needs. Whether that person is looking to take a spiritual journey to the Holy land or walk in the footsteps of their ancestors, when you market the experience you are tapping into them like pushing a plug into an outlet. The most successful travel agents are not listing components of a vacation with a price tag, they are painting a picture of an experience.
Try painting the picture when you sit down to do your marketing for the week. Think of your favorite vacation place and describe in colorful words the feelings you felt, the things that you saw, and memories that you now have for a lifetime. When you paint the picture of your own experiences first you will have created the most authentic marketing you will ever do. Have a great time painting!
JOIN ME JANUARY 17 AT 11AM TO LEARN ABOUT AUTHENTIC MARKETING: GETTING MORE CLIENTS, INCREASING SALES, AND EARNING MORE COMMISSION IN 2018!
About the Founder of T.A.S.S.L.E
Mary has an authentic passion for her travel business and has seen her business grown consistently year after year. She has booked a significant number of vacations for so many amazing clients, but it wasn’t always that way for Mary. Even though Mary had the knowledge and expertise, she was struggling to find clients. She wasn’t making enough to help support her family, and started to wonder if this was the career path for her.
One day Mary decided that she wanted to make this a flourishing career, own her own agency, and bring independent contractors onto her travel agency. In just a few short months, Mary did just all of that and more! She implemented a few steps into her daily routine, started systems, and began mentoring her independent contractors with what she was doing. With the steps working in her business and her independent contractors businesses, she decided to put together an all-inclusive program for people who wanted to get into the travel industry. The program shows you exactly how to get clients, how to keep clients, and what you need to know about the travel industry.
Mary recently added Effective Growth Strategies for travel professionals who are open-minded, open-heart, and who are truly looking build their travel business. Her strategies are not to be taken as a "band-aid" or "quick-fix" for a travel business. Each strategy is designed to give the exact blueprint of what is needed implement or master for you travel business. They are each sold separately because everyone is at different stages of their travel businesses, so you may not need all strategies at one time. Mary doesn't believe in paying for something you don't need.