Future Travel’s Laura Slater has been selling Greece for 17 years and enjoying holidays there for 25. “I’m still one million percent in love with Greece and the Greek people,” she says.
Laura’s passion and expertise result in sale after sale to the islands. Here she shares some of her knowledge.
A love affair
The British holidaymaker has had a long love affair with Greece. Laura believes the islands keep this passion alive by offering enough variety to satisfy all ages and types of client.
“Younger visitors have an idea of a cheap and cheerful destination and think of party resorts like Faliraki and Malia. As they get older they appreciate that the sunshine and beaches are just the start, and that there is so much history and culture that they needn’t be tied to their resort,” she says.
Laura thinks that the Mediterranean way of life is equally attractive.
“Visitors tend to buy into the Greek people straight away. It’s not like Turkey or Tunisia, with high-pressure, in-your-face haggling in the shops.
“It’s safe too. If clients want to go and explore they don’t necessarily have to go on an organised trip. They can take local transport. On my last trip, instead of going on the rather expensive Mamma Mia tour to Skopelos, we took the hydrofoil over from Skiathos ourselves. It was much cheaper and we just asked around about the film.
“And language isn’t really a problem; even on smaller islands like Lemnos and Aegina, and in local restaurants, most people speak a bit of English.”
Do your homework
“I used to be a branch manager before I was a homeworker, and once I had to step in half-way through a sale to prevent a new member of staff selling a party resort to two ladies in twin-sets and pearls,” Laura remembers.
“It’s so important to know your islands and areas. They are all so different. Don’t just stick to Corfu, Rhodes, Crete and Kos – try other islands too.
“Start learning at brochure level, and move on with the internet and travel magazines. Your agency may have in-house training you can take.
“And try to go to Greece as much as you can. There aren’t many islands I’ve not been to now, and whenever I go I check out the area, bring home maps and ask for business cards if I eat in good tavernas. That way, I can tell clients ‘try this place on your first night’.”
Laura is quick to point out the importance of asking your clients the right questions. “Don’t categorise clients before you’ve asked them plenty of questions. Ask about previous holidays they’ve taken, and if they just want to put their feet up or if they like a bit of history and culture.”
Know your islands
“All the islands have pretty good beaches, but beyond that they can vary unbelievably,” Laura says.
“Even the climate is different. Skiathos and Skopelos are beautifully green – you’re hit by the aroma of pine and eucalyptus as soon as you arrive – but because of this you can get the odd shower even in June and July. The Cyclades can get very windy in mid-summer, when the Meltemi winds sweep across the Aegean.” Try recommending sheltered beaches on the southern coasts of the islands to minimise winds if clients are set on going.
“Early and late in the season, send clients further south so it’s warm enough. Try Crete, Kos, Kalymnos, Santorini or Mykonos. In the likes of Lesbos, Kefalonia and Zante it could be too fresh, with some rain.”
The most important factor is not to mis-sell clients the wrong resort.
“Don’t tell an older client that Kavos is pretty with a beautiful beach,” says Laura. “Instead, recommend another resort where the focus is less on nightlife. However, people often pigeonhole Rhodes because of Faliraki, and think they don’t want to go there, but it’s a large island with some beautiful beaches.”
Also, research how clients will get there. Consider whether they would prefer a bigger, busier island with a direct flight, or would be happier to take a longer transfer for a different experience.
The mainland is growing more popular too. “Stoupa, Lefkas and Parga are all very popular with the older market,” Laura adds.
Soothe concerns
With the current strength of the euro, some clients may worry that Greece is too expensive. Laura feels that while all-inclusive can be a great option for large families or those who want nothing more than to relax in their hotel, it is possible to get great value for money outside the hotels despite the weak pound.
“Tell your clients to get the best value by avoiding the tourist traps and looking for where the locals go. We just visited Skiathos and got a beautiful meal for three with side dishes, a fruit plate for dessert and a jug of wine for €35.
“Some of it is common sense: a Greek beer will be very reasonable, but an alcopop will come at a premium. In the party resorts, visitors should keep an eye out for clubs offering free entry or free drinks with the entry cost.
“They should also ask locals and particularly seek out their rep’s advice. If the rep chooses to go somewhere, it will be good value for money.”
The relatively wobbly economic situation in Greece at the moment may concern some customers. Laura says: “Booking Greece every day, I get asked about the country’s economic problems. I feel really strongly that we must keep supporting their tourist industry. The client’s experience will be just as good as before.
“We’ve seen light at the end of the tunnel with our recession and confidence is coming back. Customers should book with large, safe operators, but get out and spend some of their holiday money in the community.”
Perfect match: Where to send your clients
For first timers: Skiathos, Santorini and Crete all have something for everyone. Rhodes is nice but can be a bit commercial so you need to be choosy. Kos is good if your clients like a bit of adventure – they can easily get to Kalymnos and Turkey.
For repeat visitors: Alonissos and Skopelos are lovely and more peaceful than neighbouring Skiathos. Tiny islands along the lines of Paxos, Symi and Halki are picking up repeat customers looking for somewhere different. They could also try Thassos in the northern Aegean – it’s very green. Or the mainland – Halkidiki’s Cassandra peninsula is lovely, but transfers can be long.
For couples: Skopelos, Santorini and Kefalonia are laid-back and pretty. More and more people are getting married there. Mykonos, though it has a reputation as a party island and Greece’s gay capital, is great too. Mykonos Town is very pretty and cosmopolitan – perfect if they want something lively.
For young families: The bigger islands tend to attract families. Think Zante, Corfu, Crete or Rhodes. There are safe, sandy beaches to the north of Corfu – try Kassiopi or Arillas. Gouves on Crete is a traditional town but nice for families.
For teens: Tsilivi in Zante is lively, family-friendly and safe, so teens can wander off with their friends for a few minutes. Corfu is similarly well suited to older families.
For luxury: Ixia on Rhodes is home to many luxury hotels. White houses and blue-domed churches spill down the cliffside at the upmarket, trendy towns of Fira
and Oia on Santorini, and there are many luxury properties including characterful cave hotels. There are some beautiful hotels on Kos, and also on Crete, round the coast at Agios Nikolaos and Chania.
For lower budgets: Choose popular islands such as Crete, Kos, Rhodes, Corfu and Zante, which have plenty of flights and are served by mainstream operators. Samos is quieter, but still relatively low budget.
For older visitors: It depends on the age and capabilities of your clients, but if mobility is an issue watch out for resorts which are very hilly, like parts of Kefalonia. Samos and parts of Rhodes can be suitable for older clients, plus Parga and Stoupa in the Peloponnese. For activities Lefkas is all about sailing and yachts, with the lovely beach resort of Nidri. Kos is nicknamed the bike island because it’s so easy to explore.
For nightlife: Laganas on Zante, Malia on Crete, Kavos on Corfu and Faliraki on Rhodes are all noted for their wild nightlife.
For culture: Athens, of course, but also Crete, Kos and Santorini, with the ruins at Akrotiri.
For the ‘Real Greece’: Clients will find this everywhere if they look. If they want to go where the Greeks holiday, they should try islands such as Andros, Aegina, Paros and Agistri.
