Start with a broad opener like, “What kind of weather do you enjoy?” before narrowing your focus to more a directed line of inquiry such as, “Would you prefer a hip resort with all the trappings, or a quiet, secluded bed and breakfast?” You can also ask your client about the last couple vacations they’ve taken, and what specifically they enjoyed during those experiences. [2] X Expert Source Greg GuiterasTravel Specialist Expert Interview. 18 September 2020. Some people might be looking for a sunny Caribbean cruise, while others may be more interested in an extended stay in the rustic European countryside.
From here, you can eliminate options that don’t meet your client’s financial criteria. Rather than asking “what’s your budget,” ask your client what they’ve done on other vacations. What hotels did they stay in? What cruise line did they sail with? By knowing the brands they’ve used in the past, you can get a sense of what type of budget they’re probably working with. [3] X Expert Source Greg GuiterasTravel Specialist Expert Interview. 18 September 2020. Avoid making statements that might be seen as invasive or judgmental, such as “I think a less expensive package would be a better choice in your case. ” You don’t want to risk alienating the person you’re supposed to be working for.
Let your client know about packages that feature optional upgrades, such as first-class airfare or a larger cabin. Be sure to mention if transportation isn’t included, as this will create additional expense for the client. Remember that the distance of a trip doesn’t necessarily impact the fare. [4] X Expert Source Greg GuiterasTravel Specialist Expert Interview. 18 September 2020.
Adventurous souls might be tempted by a guided hike to a volcano or a ziplining adventure in the treetops, while those who are seeking some peace and quiet will likely get more satisfaction from a night at the opera or a day pass to a modern art exhibit. There’s something for everybody!
Be flexible. If there’s something you can change about a package to make it more agreeable, offer to do it. Try not to treat your client’s concerns as insignificant. This won’t help you sell more packages—it will just show that you’re placing your own interests ahead of theirs.
When a client is on the fence, giving them a heads up about how fast available bookings are being snatched up may give them the motivation they need to commit. You don’t want your client to feel pressured, but you also don’t want them to wait so long that they lose interest. If they tell you they need some time to think, ask them to get in touch with you the following day. [7] X Research source
Setting a friendly tone to your correspondence can increase the likelihood of the client coming back to you for future trips. Be sure to include all your important contact info in the signature of your email, including the email and phone number where you can be reached most reliably, a link to your professional website, and any related social media accounts.
Always include a clear call-to-action that tells the client what you want them to do, such as, “Call me back at your earliest convenience,” or, “Let me know what you think about that 2 week all-inclusive Aruba trip we talked about. ” Ask your client what hours are best to call during the day so you don’t phone at an inopportune time.
Try dropping subtle hints that point to your experience, like, “I’ve been in the business for 12 years, and I’m proud to say that I’ve never had a client walk away unhappy. ” Anyone can quote a price. A true salesperson sells themselves as much as the product they’re representing.
If the client is particularly fond of Key Largo, for instance, you might mention the fact that your family has been vacationing there since you were a child. Be careful not to let your observations come across as forced. It may make you seem like you’re trying too hard to be relatable.
These days, more and more people are turning to the convenience of the Internet over travel agencies and other traditional booking services. To avoid losing a potential sale, the key is not to but to treat it like a bad thing but use it as a tool for promoting your own business.
If you don’t work for an agency, get creative when it comes to digging up leads. You might call up new residents in the area that fit your target demographic, or try advertising your services on social media. Use community events as an opportunity to network. This is a great way to get partnered with local businesses for a little affiliate marketing. [13] X Research source
