Clients will try to drive to the bottom line every time…”What does it cost?” The savvy travel consultant will steer the client in another direction, pointing to value as the more important consideration. Price is a component of value, but too many treat it as the centerpiece.
It is always possible to get something “cheaper”, but what will be given up in return…location….cleanliness…comfort? Get the client to very clearly state their preferences before you begin your research. Explain that you will seek the best possible VALUE for the client based on the criteria they give you. When you provide your suggestions, explain the value…how you made your selections and recommendations. In this way, you assist the client with making an intelligent purchasing decision and you have fulfilled your role as a travel consultant.