The summer 2009 lates market is looking like a make-or-break period for the travel trade, with revenue down and margins under pressure.
It’s never been more important to close sales, so we asked our travel agent columnist Maureen for her tips.
1. Don’t always assume the customer is looking for a package. Think about switch-selling to a cruise or coach holiday from which you may earn more commission.
2. If the customer says they have seen a good price on the internet, double check. Often they won’t have looked as far as the last booking page where food and fuel supplements are added in.
3. Reduced capacities mean that customers who want to book a late deal will be lucky to get away at all. Make sure you emphasise this.
4. If they’ve given you a budget, offer them something above it, but make sure you sell to them on the savings they are making. The other day I sold a holiday that saved a family nearly £1,000, even though it was more than their budget.
5. Look beyond the Mediterranean. Families may think that’s all they can afford, but you can find somewhere more exotic on virtually the same budget thanks to the number of free kids’ places available.
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