Nick Easen spoke to KE Adventure Travel director Tim Greening to get some tips on what is selling and how to win clients over.
For more on adventure travel, check out our round-up of major operators and new tours, and our feature on the growing demand for cycling and walking breaks.
Expert Q&A
Q. What’s popular and why?
A. The largest emerging country last year was Morocco. It is relatively good value and has easy access. It has all the thrills of Africa but none of the hassles.
Q. Any good ideas for agents who want to sell activity breaks?
A. There is no substitute for personal experience; agents should send staff on trips.
Q. What challenges are there to selling treks and cycle tours?
A. It is a very addictive form of holiday so repeat business is high. The challenge of selling comes when clients have travelled to all the popular areas and want to experience more remote regions.
Q. What should the agent be asking the customer?
A. For these types of holidays, it is very important to get your clients on the right trip that suits their ability. All our trips are graded, which makes life slightly easier.
More adventure travel tips
- Work out your customer’s level of fitness and then check the trip’s activity rating.
- Make sure your client understands the rigours they can expect on a trek or a long cycle ride.
- People are increasingly looking to do something different, so don’t feel afraid to offer something ‘out of the ordinary’.
- Do not assume that because someone is older that they’re unlikely to be active – these days, it can often be the other way around.
- Don’t let clients talk themselves out of a challenging holiday, it could be the best experience they’ve ever had.
- Ensure your client has adequate insurance cover.