Are you sitting comfortably? Key travel industry personnel have some advice to share to help you make 2016 your most lucrative year yet.
FOCUS ON THE FANTASTIC
Sell the experience! Don’t just talk about the destination; sell what your clients will remember when they return home. Focus on the fantastic!
- Carla Brake, vice president of sales, Insight Vacations
SPEAK THEIR LANGUAGE
Become an expert. If you’re passionate about what you’re selling that will ring true with your clients and the sales will come naturally. Don’t get caught up in being everything to everyone.
- Justin Wegiel, global purpose specialist, G Adventures
SET YOURSELF APART
Personalize your destination knowledge. Be specific and offer unique destination experiences. Set yourself apart by selling more unique experiences where your clients can have access to special/private events.
- Camille Fournier, travel industry sales coordinator, Emerald Coast CVB
FOCUS ON EVENTS
We’re looking forward to so many events happening worldwide in 2016 that agents can capitalize on. The Summer Olympics will be coming to Rio de Janeiro and South America has quickly become a hot spot for Canadians.
- Brett Walker, general manager, Collette Canada
Your website is still the hub of all communication. It’s the digital version of your storefront. Update it now and increase your sales.
- Steve Crowhurst, president, Selling Travel
SUPPORT YOUR PARTNERS
Support your preferred partners! Not only will you increase your profits by earning top commissions and bonuses but you will also have a true partner to work with if there are ever any issues or situations that arise before or during your passenger’s trip.
- Bruce Lidberg, director of sales for Western Canada, TravelBrands
BE THE PERFECT TRAVEL COMPANION
Position yourself as the authority in travel. Always be at the forefront of your clients’ and prospects’ minds. The peace of mind you deliver before, during and after a trip, particularly when the unexpected arises, is priceless.
- Marco Pozzobon, director of digital & communications, ACTA
HARNESS THE POWER OF AUTHENTIC REVIEWS
Log on to the Trafalgar website, select the guided vacation you are recommending to your client and point out the approval rating of the program to them. Explain to them that these reviews are unedited, un-curated and aggregated by an independent consumer review company.
- Wolf Paunic, president, Trafalgar
Being a Jack or Jill of all trades is a thing of the past in the travel industry. Savvy travel agents are now experts in one or more niches. A good travel agent will also know the differences between airline alliances, such as SkyTeam and One World. A great travel agent will know the distinct benefits that each offers.
- Steven Larkin, director of sales, Canada, Delta Air Lines
As long as you are offering your clients value and meeting their needs, don’t be afraid to offer a vacation package that has a high ticket price. It’s far easier to come down in price than go up—and you’ll be surprised how often clients will splurge.
- Bronwyn Hodge, general manager IslandsEscapes, Goway
LOOK FOR ADDED-EXTRAS
When you book any vacation package with us your clients will receive exclusive benefits such as early park admission to one Universal Orlando theme park, complimentary transportation between their hotel and Universal Orlando, our best price guarantee and access to exclusive add-on products.
- Beth Fleeton, senior manager, Canada, Universal Orlando Resort
KNOW YOUR CLIENT
Agents should clearly identify what kind of vacation experience their client is looking for, whether it's rest and relaxation, adventure and exploration, or bonding time with family and loved ones.
- Dan Hamilton, district sales manager for the Jamaica Tourist Board
SELL THE EXPERIENCE
Take the best-selling features of the brand and/or resorts so that the client can envision the experience. It’s just a matter of finding these fantastic selling propositions and using them to your advantage to close a sale and increase revenue.
- Carlo Trinidad, regional sales manager, Western Canada, AMResorts
Even during economic downturns or political instability, this 18-35 generation continues to travel. By diversifying your client base to include the millennials, you can increase your sales opportunities during market slumps.
- Sheena Rosentreter, Alberta sales manager, Contiki
BIDE YOUR TIME
No doesn’t mean no forever! You need to engage with customers more often and learn where they want to travel, when and why.
- Christian Wolters, North American managing director, TourRadar