How to sell to your 6 future clients

Now more than ever, engaging with travellers is an integral part of selling travel, starting with the dream stage and extending all the way into post-trip sharing.

And with new technology and new consumer expectations, the way we sell travel needs a shake up in order to sustain its place in the industry.

Amadeus recently released its Future Traveller Tribes 2030 report, which listed the six travel types to look out for. In case you missed it, they are:

Social Capital Seekers
Cultural Purists
Ethical Travellers
Simplicity Searchers
Obligation Meeters
Reward Hunters

And now, they’ve released a new report, which tells you how to sell to these traveller types, and better enhance your selling edge.

They break each selling process down into six areas agents should focus on; inspiration sources; degree of personalisation; opportunity to influence; purchasing experiences; touchpoint devices; and types of experience, because as the report states:

“Travellers will still have the same human needs as they have always had – it is their purchasing behaviour that will vary.”

It might involve a simple approach to inspiration, high personalisation and reaching clients through touchpoints like videos for the Simplicity Searchers, or providing data to personalise their own trip and having low levels of contact with Reward Hunters. Regardless, these are the clients you need to be ready for.

Check out these snapshots of the selling tools for each of these client types, and learn to adapt to each persona.

Social Capital Seekers

This group will structure their holidays almost exclusively with online audiences in mind, relying heavily on reviews and recommendations to validate their travel decisions.

Cultural Purists

These guys will look at holidaymaking as a chance to immerse themselves in a completely alien culture, where enjoyment of the break depends on the authenticity of the experience.

Ethical Travellers

Ethical jetsetters will make travel plans based on moral grounds, such as keeping their carbon footprint low, and will often tack on elements of volunteering and community development to their holidays.

Simplicity Searchers

The simple travelling folk will prefer bundled offers, with the aim of avoiding the hassle of organising their trip. Holidays for this tribe focus on pampering themselves, and not worrying about the many elements that go into planning a getaway.

Obligation Meeters

This crew will be driven by a specific purpose for travel, whether business or leisure, and will therefore have constraints on both their time and budget.

Reward Hunters

This tribe puts the luxe in luxury travel, and crave something that is considered a ‘must have’ premium experience.

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Email the Travel Weekly team at traveldesk@travelweekly.com.au

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