As a travel advisor, you have probably encountered clients who are on the fence about a trip they are considering taking. It can be frustrating when you have put in a lot of effort to create the perfect itinerary for them, but they still can’t seem to make a decision. Fortunately, there are a few techniques you can use to help close the sale and get your clients to commit to their travel plans.
How to Close Sales With Hesitant Clients
1. Emphasize the Benefits of the Trip
When a client is on the fence about a trip, it usually means they are weighing the costs against the benefits. In this case, it’s important to remind them of all the benefits they will receive from taking the trip.
For example, if they are considering a trip to Europe, highlight the cultural experiences, beautiful sights, and delicious food they will enjoy. If they are worried about the cost, I always recommend painting a picture of the experience by telling a story or having them imagine what it will be like when they are at the destination.
Some clients are more focused on the bottom line, but it is our job as travel professionals to sell the experience rather than the travel package itself.
Every time I send a quote to a client, I highlight the things that I know matter to them and let them know why I chose it for them.
Personalize your quotes to make sure they know that you hand-picked them for a reason.
2. Address Their Concerns
If a client is hesitant about a trip, it’s likely that they have some concerns that are holding them back. It’s important to address these concerns head-on and provide reassurance.
For example, if a client is worried about traveling to a certain destination based on a recent news report, provide them with information on the safety measures being taken by the airline, hotel, and other travel providers. If they are worried about the itinerary being too busy or too slow-paced, work with them to create a custom itinerary that meets their needs and preferences.
3. Create a Sense of Urgency
Sometimes, clients need a little push to make a decision. One way to do this is to create a sense of urgency. For example, you could let them know that availability for their desired travel dates is limited, or that prices are likely to increase soon. By creating a sense of urgency, you can motivate your clients to decide and commit to their travel plans.
A little tactic I do is put a package on hold. If I find something that I really believe is the best fit for my clients and the price is good, I will put it on hold and then present it to them.
A clear deadline for when the travel package will auto-cancel will get clients to act.
Wrap Up
Closing a sale with a travel client who is on the fence can be challenging, but by emphasizing the benefits of the trip, addressing their concerns, and creating a sense of urgency, you can help them make a decision and commit to their travel plans.
As a travel advisor, your job is to guide your clients through the planning process and help them create unforgettable transformative travel experiences. By using these techniques, you can help your clients make the most of their travel opportunities and create lifelong memories.
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