How to sell day tours pre departure
Why is it that so many travellers spend the first days of their holiday organising day trips and dinner reservations?
Is it because travel agents aren’t offering that service, or is it because the client wants the flexibility and control of researching upon arrival at their destination? Perhaps it’s a little of both.
Regardless, it often comes down to the individual approach of the agent and the overall needs of the client.
When day tours usually cost between $70 and $500 per person, with at least a 10% commission, it is surprising that more travel agents are not maximising this opportunity to make more per booking.
It benefits both parties, because not only does the agent profit, but it saves the client a whole lot of hassle once on their holiday.
When we researched why agents don’t maximise their add-ons we had a mixed response:
• They ask the question early in the sales process but forget to follow up and book
• They don’t want to seem like a pushy sales person
• They don’t know enough about the destination to be confident in their recommendations
• It simply doesn’t cross their mind – they focus on the airfare and accommodation
When prompted by their wholesaler when booking the accommodation, all of our agents agreed that this was a great reminder and a helpful approach. It made the idea prominent in their mind and they were more likely to make a suggestion to the client afterwards.
So how can you sell more day tours?
The key is to include the add-ons right from the beginning, as opposed to an afterthought. It’s a more caring approach and allows you to look at their desired experience in its entirety.
Ask questions, and use this step in the consultation to build a very clear picture in your mind about the needs and wants of your clients. Part of your questioning (and note taking) should be dedicated to what they would like to experience at the destination.
General
· What types of things would you like to do on this holiday?
· Are there any day tours you have considered doing?
· What type of experience are you looking for?
Specific to the destination
· Have you thought about whether you will do a luau when you are in Hawaii?
· Do you like the idea of going out to the reef when you are staying in Port Douglas?
· Does the sound of deep sea fishing, snorkelling or any other activity appeal to you in Fiji?
If, due to habit, you forget to include your touring in the initial quote, then don’t rule it out as too late.
Once you have gained commitment on flights and accommodation, suggest a follow up correspondence with questions and/or suggestions about what they might like to do when they arrive.
Some of our agents enjoy activity booking success by employing a sales strategy that’s focused on persistent, but not pushy, reminders over time.
The Departure Lounge’s Cara Greedy says it’s important to regularly check in and offer these options.
“I like to talk to them a month before they leave– at this time they become more interested in the finer details of their trip,” Greedy said. “They may be looking in guide books, researching online or talking to their friends about what to do whilst they are there. “
Greedy also says that if this doesn’t succeed, try reminding them again at final payment time.
“We sometimes include activity booklets in their final docs and call them a few days later to see if they like the look of any of them” Greedy said.
Selling day tours is the ultimate win-win, and so shouldn’t be neglected when working with a client.
For more hints and tips check out our website.
Email the Travel Weekly team at traveldesk@travelweekly.com.au
agent commission day pre-departure sale tips travel tripLatest News
Australia fails to make top 10 destination list for American travellers
Australia's top cities have failed to make the grade with American travellers this northern summer, with no local city in the top.
APT Launches 2025 Asia Adventures
APT has launched its Asia Adventures for 2025, including new luxury holidays in India, Sri Lanka and Japan. Five new tours lead guests to the highlights of India, including a seven-night cruise along the rarely travelled Lower Ganges aboard the Ganges Voyager. Further south, Sri Lanka’s greatest destinations are revealed on a new 15-day Land […]
ANZAC Battlefield travel on the 2025 bucketlist
As Anzac Day dawns, agents prepare for a surge in bookings for the 110th anniversary of the Anzac Cove landings.
Former Channel 9 Getaway host and founder of TRIBE Jules Lund to speak at Travel DAZE
From blond-tipped travel reporter to Travel DAZE speaker, Jules Lund cuts through the BS.
HX’s Roald Amundsen finds aliens in the Antarctic
Forget whales, HX's MS Roald Amundsen captures aliens in the Antarctic - and they're not pretty.
Mayhem in France as 70% of flights face cancellation
I mean it wouldn't be France if there wasn't at least one strike.
Etihad Airways launches double-decker service with world’s only in-air three-room suite
We imagine falling asleep in the three-room suite is superior to falling asleep on your neighbour's shoulder.
Norwegian Cruise Line launches 2024 Europe travel season
Europe certainly has a lot of ports. Its time for Australia to up its game.
“The power of travel for positive change” – Intrepid’s Jenny Gray hails controversial all-women Saudi Arabia trip
There is an awful lot to love about this tour from Intrepid. Where do we sign up?
Princess names the Sun, unveils Sanctuary Collection + Star Princess to Alaska in ’26
A huge bottle of Veuve was smashed into the side of the ship to make things official. So no, we couldn't snag a glass.
Collette special offers across peak northern summer season
If you are craving a trip to Europe then grab this deal with both of your grubby hands.
Air India and All Nippon codeshare between the two countries
Here at TW we agreed that the photo would have worked better if they had swapped planes.
A&K offers minimum 18 weeks paid parental leave
Contrary to what the photo suggests this benefit is only applicable for humans. Back to work Mrs Jumbo.
NH Hotel Group rebrands as Minor Hotels Europe & Americas
Hang around the bends of the hotels. We imagine they will be full of a lot of branded content.
Scenic Eclipse II – the business of creating unforgettable life-changing memories
These cruise brothers from another mother offer a view of cruising on Scenic Eclipse II that is poles apart.
MSC builds new hospital ship with Mercy Ships
If you want to read a story that puts a smile on your face then this is the one for you.
“I peed on myself watching this” – Social media users squirm at Royal Caribbean’s Harmony of The Seas 55ft dive video
TW is not responsible for any involuntary actions your body might have after watching this video.
FLIGHT REVIEW: Qantas Boeing 787 Dreamliner business class
The real bonus is you're unlikely to be around screaming children. Hoorah!
Traveltek offers travel agents new rapid deploy cruise website
As always, if you have any issue with the platform, just turn it off and on again.
Experience whale watching & classical music at the Australian Festival of Chamber Music in Townsville
Disappointedly, the whales do not start singing in tune with the orchestra. Opportunity missed.
Fond, very Fond. London hotel famed for James Bond link adds ‘Classic Comforts’ lunch menu
James Bond author Ian Fleming was so fond if this hotel, it inspired the legendary phrase ‘shaken, not stirred’.
What sets Eclipse Travel apart with Africa expert Hilary Dubyk: Travel Weekly TV
If you want to know more about Africa, then Hilary Dubyk is your person.
Surge in Australians visiting Japan
Feel like all of your friends have just returned from Europe? Now it's Japan.
Seabourn announces Western Kimberley Traditional Owners as Godparents of Seabourn Pursuit
Seabourn has named Western Kimberley Traditional Owners, the Wunambal Gaambera, as Godparents of the ultra-luxury purpose-built Seabourn Pursuit. It is the first cruise line to appoint Traditional Owners as godparents of a ship. Seabourn Pursuit embarks on its inaugural season in the Kimberley region this June. The naming ceremony will take place on Seabourn Pursuit’s […]
Sydney named 17th best place to work remotely
If you struggle to get a seat within Sydney's coffee shops, you now know why.
W Melbourne grows sales team
We appreciate the thought that has gone into this team photo.
Cunard welcomes new ship Queen Anne
This might be the most impressive ship handover in ship handover history.
Intrepid Travel appoints Yvette Thompson as general manager sales & marketing ANZ
It isn't end-of-day Monday and Yvette Thompson has already nabbed herself an impressive promotion.
Anna Fawcett re-joins Global Touring in newly-created APAC role
With such an impressive CV, Global Touring is no doubt thrilled to have Fawcett back.
“We know our response has been far from perfect” – Emirates’ open letter following Dubai flooding
If you also need to write an apology letter, then this is a pretty good template.
Malolo Island Resort opens brand new Spa
Fiji’s Malolo Island has added another string to its bow – opening its $1.3 million day spa on Thursday, 18th April 2024. (Lead Image: matriarch Rosie Whitton with spa staff) Located at the edge of the resort’s luscious patch of tropical rainforest, the new “Leilani’s Spa” adds another level of elevated experiences to Malolo’s already […]
Virgin Australia’s HILARIOUS second instalment of the ‘Bring on Wonderful’ campaign
We don't use the word 'hilarious' lightly, but this is worthy of the title.
Visit Sunshine Coast reveals new brand identity
If you were looking for another reason to visit the Sunshine Coast then this is it.
Sofitel launches brand campaign starring Sex Education’s Gillian Anderson
We can confirm the content of this video is less spicy than Sex Education.
Holland America Line gives agents the chance to visit Alaska on 11-day Famil
If you've ever wanted to see a Polar Bear (and who doesn't?), now is your time.
More than 65 luxury agents gather in Sydney for Best of the Best dinner
This looks like a fabulous do. We imagine there may be a few (or maybe 65) sore heads this morning!