When it comes to booking travel for clients, one important consideration for travel advisors is the size of the group they can effectively manage. For example, a travel advisor named Freed decided to take a group of her neighbors on a cruise with Royal’s sister brand, Silversea. She made the strategic decision to cap the group at 41 people, even though she could have easily sold tickets to 100 individuals. The reason for this limitation? The desire for the group to dine together every night. Freed acknowledged that on a smaller luxury ship, this dining arrangement would be manageable only up to a certain point.
Freed highlighted the clear advantages of booking groups for travel advisors. By creating a group around a specific idea or community, advisors have the opportunity to connect with a new set of clients that they may not have encountered otherwise. Furthermore, if a member of the group is unable to participate in a trip, the fear of missing out (FOMO) may motivate them to book a future group excursion or a similar trip with the same travel advisor. As advisors become more comfortable forming groups, Freed recommends exploring more complex business opportunities. For instance, advisors can leverage their connections to organize corporate trips for companies of various sizes, including meetings, incentives, and professional development programs.
After a trip, the focus for travel advisors should shift towards nurturing and expanding their client base. Freed stressed the importance of proactively engaging with clients to prevent them from seeking services elsewhere. An alarming statistic revealed that a significant portion of clients choose to switch travel advisors due to a lack of connection rather than dissatisfaction with the service provided. To establish and maintain strong relationships with clients, regular communication is key. While emails and social media interactions are valuable, they should be complemented by personalized gestures.
Freed shared her personal strategy of using handwritten cards as a means of connecting with her clients. She emphasized the significance of maintaining top-of-mind awareness, especially when clients are ready to plan their next vacation. By having a variety of cards on hand, including those for birthdays, weddings, thank-you notes, and holidays, advisors can demonstrate thoughtfulness and care towards their clients. In some cases, custom-made cards featuring shared experiences or memories can further strengthen the bond between the advisor and the client.
In the competitive travel industry, maintaining client loyalty is essential for the success of travel advisors. Frequent interactions, personalized gestures, and attention to detail can help advisors stay connected with their clients. By knowing important details such as their clients’ children’s names, ages, and milestones, advisors can demonstrate a genuine interest in their clients’ lives. Ultimately, the goal is to prevent clients from seeking services from other advisors by building a relationship based on trust, care, and exceptional service.
Overall, the key to success in the travel industry lies in the ability of travel advisors to form strong, lasting connections with their clients. By understanding their preferences, communicating effectively, and going the extra mile to show appreciation, advisors can build a loyal client base that continues to choose their services for years to come.