Hi FIRST NAME

It’s Don here from Fun Escapes, the Holiday Incentive provider.

I’m just following up on your interest (for your business) in our holiday promotion package that you likely saw on Facebook,

It would be great to talk as soon as you are available regarding how the holiday can deliver an increase in sales for your INSERT INDUSTRY TYPE business.

Our Travel Partner currently has A SPECIAL BUY 1 GET 1 FREE BONUS OFFER AVAILABLE THAT IS ABOUT TO END.

So, if you could please call me back on 0401 062 868 ideally today or tomorrow so I can let you know all the details in time for you to decide before the offer ends.

I look forward to talking to you soon.

Bye for now.

Hi FIRST NAME

It’s Don here from Fun Escapes, the Holiday Incentive provider.

I’m just following up on your interest (for your business) in our holiday promotion package that you likely saw on Facebook,

It would be great to talk as soon as you are available regarding how the holiday can deliver an increase in sales for your INSERT INDUSTRY TYPE business.

Our Travel Partner currently has A SPECIAL BUY 1 GET 1 FREE BONUS OFFER AVAILABLE THAT IS ABOUT TO END.

So, if you could please call me back on 0401 062 868 ideally today or tomorrow so I can let you know all the details in time for you to decide before the offer ends.

I look forward to talking to you soon.

Bye for now.

1. BUILD INSTANT RAPPORT BY DEMONSTRATING YOU’VE CHECKED THEM OUT:

Explain that you have taken the time to check out their website, LinkedIn or FB page.
(So the prospect knows you have done your homework & that you have a reasonable understanding of their business)

2. DETERMINE HOW MUCH THEY KNOW:

– Ask if they’ve watched the full explainer video on the homepage of https://funescapes.com.au website & if they’ve studied the subpages on the site?
– Have they watched the webinar they were invited to view? (after they submitted their enquiry, our automated email included a link to watch the webinar)
– In other words, determine if they have done any homework & if they KNOW much about the concept already?
– If they have digested info from any of these sources, it makes the conversation MUCH EASIER for you, as they presumably already have a good idea of the incentive program.

3. TARGET AUDIENCE:

– Indicate who you think would be their likely “targeted audience”.
– For example, if it’s an upmarket Health & Well Being business in the Eastern Suburbs of Sydney, you’ll probably say “I’m guessing your target audience comprises of affluent women 35+?”
– Because you’ve visited their website, their target audience will be obvious from the imagery & pricing on display of course.
– They can then confirm this or perhaps expand upon it.

4. WHAT DOES BIZ OWNER REALLY WANT?

– Ask what they are looking to achieve from the holiday promotion?
– This will give them the opportunity to highlight their “pain point/s” & perhaps reveal any other relevant things.
– In other words, find out what they want most – leads, referrals etc. It’ll most likely be MORE SALES!

5. AVERAGE SALE & FREQUENCY OF SALES?

– Determine the “average unit sale” amount ($50, $200, $1,000?) & if customers are “one-time sales” or “repetitive purchasers”.
– This will help you to provide advice on which format of the holiday promotion to use……ie: instant gift with a sale, instant gift with an lead/enquiry or a Reward Program version.
– For example, if they say the average sale is $50 with a regularity of 2 sales per week, you’d immediately go down the Reward Program path.
– So it means that you will be able to immediately recommend the best way for them to run the promotion.

6. ANY QUESTIONS

Ask if they have any questions & simply answer each question or objection accordingly.

7. SO HOW DO WE DO THIS?

– If needed, go through the explanation of HOW the holiday program has been created (story about Redeem Vacations being able to get access to UNSOLD hotel rooms etc).
– Highlight the 30% vacancy factor in hotels outside of school breaks & the fact that hotels are happy to forego room tariffs in the hope of making money on cafes, restaurants, room service, massages etc.
– The hotels figure that they may as well FILL empty rooms & have a chance of benefiting from “free guests” spending money elsewhere on the property.

8. TERMS & CONDITIONS:

– Explain that of course, there are some Terms & Conditions for an insane deal like this – BUT they are very fair & reasonable.
– Explain the main 3 (Booking Fees, 160km Ruling & Exclusion of School Holiday Period due to no availability)
– In regards to the booking fees, explain to them that the bookings go through a hotel reservation engine (similar to the likes of Expedia and Booking.com) and these services generally take a 15-20% commission on the room rate.
Because the room is free, we have negotiated a fixed price booking fee based on the last 6 months average hotel cost in each location.
These fees are variable from location to location and are subject to change.
– All the terms and conditions can be found on the homepage in the top menu.

9. CLOSE THE DEAL & GET THE ORDER!

– Explain the OFFER – how the min qty is normally 50 holidays…..but highlight that their timing is perfect, as we have a very Special Offer available right now.
(Our travel partner has been asked by major hotel chains to distribute MORE Vouchers, as there’s an excess of unsold rooms in coming months – outside of school vacations of course)
– But firstly, highlight that normally the deal is a min order qty of 50 vacations @ $97 each = so their investment is $4,850.
– Acknowledge that the package also comes with a complimentary MARKETING SUPPORT PACKAGE that includes 1 Month Facebook/instagram Ad Management and any additional artwork they need designed FREE OF CHARGE.
-If the client wants to continue after the first month, the fee for continuing to provide the FB service is a low, low $297 per month – which is extraordinary compared to other digital marketing agencies that would charge $1,000 to $2,000 per month for the same service
– AGAIN……..SO THE MIN 50 QTY @ $97 means the investment is $4,850.
HOWEVER, our travel partner has released a Special Offer that ENDS (INSERT DEADLINE)
– However, because our hotel partners have explained that there’s a glut of unsold rooms in the coming months, they’ve asked us to quickly distribute as many holiday vouchers as possible.
– As the more holiday vouchers there are in the marketplace, the more likely that these unsold rooms will be filled of course.
– Hence, our travel partner, Redeem Vacations, has given us permission to have a Flash Sale where I can offer you a “2 For 1 Deal” if you’d like to go ahead by INSERT DEADLINE
– We’ve had this offer available now for the past week & we’ve fulfilled our obligation to hotels in the program – ie: we’ve quickly distributed a bucketload more holiday vouchers into the market.
– It means that when you buy 50 Vacations @ $97 ($4,850), you’ll get an additional 50 holidays absolutely FREE.
– Therefore you’ll get 100 vacations for $4,850, meaning you’re getting the vacations for JUST $48.50 each (Insane!!)

10. GLOBAL VOUCHER UPGRADE

– Fun Escapes also has the license to offer the holiday promotion in North America, the U.K & Europe.
– This means we have access to over 100 locations worldwide throughout Australia, the USA, Europe, New Zealand, Asia, Canada, Mexico, Fiji, Bali, Thailand – & more!
– We usually offer our clients an option to upgrade to our GLOBAL Holiday Vouchers for a one-time fee of $997, but if you go ahead before INSERT DEADLINE, I’d be happy to upgrade you at no extra charge.
So that means you’d get the “2 For 1 Deal” AND the “Global Upgrade”.

11. PAYMENT OPTIONS/FINANCE OFFER

– So as I mentioned, the cost would be $4,850 for 100 holiday vouchers (as you would be getting 50 bonus vouchers for free) which works out under $50 per voucher.
– You’d also get the GLOBAL voucher upgrade, valued at around $1,000
– Plus, you’ll get the MARKETING SUPPORT package that includes any custom artwork you require PLUS 1 months of Facebook/Instagram marketing.
– There are 2 payment options.
A simple credit card payment of $4,850 in full…….OR you can pay just $869 today and pay in 6 easy monthly payments.
– We’ve partnered with a finance partner called Procuret, and it takes less than 20 minutes to be approved.
– If you choose the finance option, all you need is your driver’s license, an ABN number that’s been registered for at least 6 months, to be the owner/director of the business and the ability to pay the first payment of $869 upfront.

12. IF THEY WANT TO DISCUSS MARKETING

– Q: I have questions about the marketing package, can I speak to your marketing team.
   A: Yes, certainly, what I can do is book a time with our Marketing Guru Mitch Gibson.
(Proceed to open up this calendly link: https://calendly.com/mitchgibson/marketing-help )
Is there a particular time that suits you best (and choose an available time)

Hi INSERT NAME

It’s Don Milne here from Fun Escapes.

I noticed that you DIDN’T take advantage of the Special Offer of BUY 50 HOLIDAYS & GET 50 FREE by the INSERT DATE deadline.
Given your enthusiasm for the holiday package when we discussed it in our earlier call, I just thought I’d check-in to see if there was anything I could help you with perhaps?

POSSIBLE RESPONSES & ANSWERS:

EXCUSE – I just didn’t have time to properly review all the information you sent.

ANSWER – Oki doki, so if I could secure an extended deadline, do you think you could properly review it by (2 days from now)?
I can’t guarantee that I can get an extension of the deal – but let me give it a shot.

But if I can pull it off, would you be ready to go?

IF “Yes” – Then arrange a call back time today or the next day.
Then advise by follow up email that you have consulted our partner and they have advised that because of the potential with your business, they will extend the deadline until COB the day after tomorrow, but that after that there will be no further extensions.

IF “No” – How much more time do you need? “4 days” If I can arrange an extension of the deadline by 4 days, subject to your review confirming everything we discussed, would you proceed then with the order?
It’s just that I don’t want to go to the effort of trying to get our travel partner to extend the deadline if you were not planning to proceed.

“Yes” – So if I can secure an extended by 4 days deadline, you will proceed?

“Yes” – Then arrange a call back time today or the next day. Then advise by follow up email that you have consulted our partner and they have advised that because of the potential with your business they will extend the deadline until COB in 4 days, but that after that there will be no further extensions.

Follow Up Call

Have you had sufficient time to review the offer including the extra 1 month Facebook marketing campaign management ?

“Yes” Do you have any further questions?

“No” Then let’s go ahead with the ordering process now.

EXCUSE – “The people who I needed to consult (business partners, staff, sales team, franchisor etc) were not available in time to get their feedback before the deadline.”
ANSWER – Do you feel that they will provide their feedback by COB 4 days from now?

IF “Yes” – Then arrange a call back time the next day. Then send a follow up email advising that you have consulted our travel partner and they have advised that because of the potential with your business they will extend the deadline until COB the day after tomorrow, but that after that there will be no further extensions.

IF “No” – How much more time do you need? “4 days” If I can arrange an extension of the deadline by 4 days, subject to your review confirming everything we discussed, would you then proceed with the order.

“Yes to previous question” – So if I can secure an extended by 4 days deadline, you will proceed?

“Yes I would” – Then arrange a call back time the next day. Then advise by follow up email that you have consulted our partner and they have advised that because of the potential with your business they will extend the deadline until COB in 4 days, but that after that there will be no further extensions.