…Begin by fully understanding the client’s motivations for travel. What does the client’s travel history say about their reasons for travel? What does the client like to do in general? What are their hobbies? With regard to this particular trip, what is the motivation for travel? How does this destination, this trip, tie into the client’s needs and desires? Without knowing these elements of the client’s psyche, the travel agent will be operating without a full set of criteria with which to engage the client.
Too often, we make a presentation and then ask the client the wrong question: “What do you think?” Instead, ask the client a more important question “How do you feel?” It is the feeling function we are hoping to engage as the client’s travel coach. Give the client ownership of the trip by relating it back to their needs and desires. Help them to imagine themselves on the streets of Stonetown in Zanzibar wondering in a maze of alleys and shops, or on the beaches of Corfu swimming in the bluest and warmest of water. Describe to them the experience of walking by the Seine on a warm night in Paris or staying in the castles of Ireland. Tell them about their accommodations, the excitement, the dining and the experience. Put them in the destination.
If you can tell that story well, more of your clients will be traveling this year.