Travel is romantic – there is a sense that somewhere in the act of the journey something deep in the human spirit is moved. Subjecting oneself to new sights and sounds, to foreign languages, currency and food, to the risks inherent in travel stirs the emotions and evokes archetypal images for us. In every trip there is something of the hero’s journey, a sense that something greater is happening. While much of current advertising and marketing is tied up in the “fun” aspect of travel, even there it is the sense of adventure that we draw upon. Why not? Read the rest of this entry »
Clients can think of many reasons not to travel. The expense is usually high on the list, as is “not enough time”. But there is also fear of flying, flu, seasickness, feeding the dogs, terrorism, the hassle and logistics of travel, indecision, health and family issues. It’s amazing any of us ever get more than 100 miles from home.
A good travel counselor will be prepared to address the obstacles to travel. As long as any of these objections are a part of the client’s reality, it is very difficult to be inspired. Not one of these issues can be dismissed or ignored. While some may be more “real” than others, to the client perception is reality. To assist a client in achieving their travel ambitions, a smart travel agent will know how to properly compensate for each objection. In the same way that a good financial planner will assist a client to achieve a budget with money to spare Read the rest of this entry »
Your clients are afraid of paying too much for their vacation. The internet has turned us into a nation of cynics: we know the price of everything but the value of nothing. As a travel counselor, it is important for you to shift your clients to a focus on value rather than an obsession with price. By applying some of the principles of inspiration that we have been discussing this week, you can assist your clients to better understand the value of their vacation travel and how in every well planned instance it is worth far more than the price paid.
The conversion from price to value can only be made in a relationship built on confidence and trust, the same values to which you aspire in your practice. A skilled travel counselor will ask questions about the upcoming trip: how the destination was chosen, who will be traveling, what the goals of the trip might be, what type and quality of accommodations are desired. Leave the concept of price and budget Read the rest of this entry »
Here’s the good news. Your clients want to travel. They have their list of things they want to do and places they want to see before they die. However, you have some real competition: inertia. Your clients, as badly as they want to travel, can also think of many reasons to stay home. You mission is to inspire, to remind them of the importance of travel, to get them moving again. Travel is inherent in our essence – to live is to move. We have been explorers, adventurers and pilgrims. As a travel counselor, your entire reason for being is to facilitate the fulfillment of your clients’ travel ambitions. This week, we are going to look at ways to inspire them back onto the road, to regain the romanticism of the journey. Read the rest of this entry »