| Journal: TWUK | Section: |
| Title: | Issue Date: 07/08/00 |
| Author: | Page Number: 4 |
| Copyright: Other |
Offering clients a one-stop-shop for their holiday requirements will suit them and you, says Maureen Hill
TRAVEL agents who are content to sell just two weeks in Majorca and then watch their clients walk out the door are throwing commission down the drain.Take a leaf out of my book. Once I’ve done the booking, I start talking to the client about other things. Iautomatically put insurance on top of the price of the holiday and tell the client what it covers them for.
The chances are they will buy it. If they tell me they already have insurance, then I say that is fine – then please sign this disclaimer.
After that, move on to other opportunities. I try to sell as much as I can in one hit.
If you let people out of the door, they are unlikely to come back and buy from you but if you can offer them a one-stop shop then it suits them and you.
Here are three examples of how to spot an opportunity
* Late bookings
An ideal opportunity to sell car hire, as many late bookers do not have transfers to their resort.
* People on an early-morning flight
A great opportunity to sell hotel accommodation, particularly if people are travelling a long way to get to the airport. I tell clients: “It is better to book it now because you are going on peak dates and it will be difficult to get a room nearer the time.”
* Clients who are flying in the afternoon
Ideal opportunity to sell car parking. Tell them:”You’ll need to park your car for two weeks. Allow me to do this for you now, so you won’t have to worry about it later.