When we approach prospective clients, the most common objection we hear is “I get great rates on the internet so why would I pay a fee up front to get rates I can match myself on the internet".
Of course we can answer these objections by showing
But ultimately people are still nervous:
The concept of paying upfront to receive a service at a later stage is accepted. We pay service contracts on computer systems, retainers to our legal advisors, school fees paid at the start of term. The concept of paying something now to save time and money later seems to be a “harder sell”. This is paricularly true in the Hotel Reservation industry which has traditionally operated on a commission per booking made basis.
Our booking service now has access to a further 6,000 USA hotels which are contracted at 10% off their best available on-line rates.
Interestingly, although our savings in these hotels are less than our savings in our 50% off rack rate contracted hotels, clients understand these internet savings better.
It is amazing how in a relatively short space of time (a few years) the Internet has become the all pervasive "source of best value" – even though in many (if not most) instances it's not.
We will focus on obtaining more discounts off best available internet prices.
Our newest member discount 10% off National Car Rentals best available internet rates is another useful benefit in that regard.
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