As a travel advisor, one crucial aspect to consider is the size of the groups you can effectively manage. Taking a cue from experienced advisors like Freed, it is important to cap the group size at a manageable number. This ensures that personalized service can be provided to each member of the group. For example, Freed limited her group size to 41 people for a cruise with Royal’s sister brand Silversea. Despite the potential to sell to a larger group, she recognized the importance of maintaining a close-knit group dynamic, especially on a small luxury ship where dining together every night can be a priority.
Booking groups not only introduces travel advisors to new clients but also provides an avenue to foster strong relationships within a community or shared interest group. If a member of the group is unable to join a particular trip, this can lead to a sense of FOMO (Fear of Missing Out) and motivate them to book future trips with the same advisor. Once advisors are comfortable with organizing groups, they can explore more complex opportunities such as corporate meetings, incentives, or educational trips. By leveraging existing connections with people in big or midsize companies, advisors can expand their business and client base.
It is essential for travel advisors to shift their focus towards retaining clients after a trip is over. A proactive approach is key to ensuring that clients do not seek services from other advisors. Building a strong connection with clients is crucial, as evidenced by the fact that a significant number of clients tend to switch advisors due to a lack of connection. Regular communication via email and social media is important, but personal gestures such as sending handwritten cards can significantly enhance the bond between advisors and clients.
Freed’s strategy of sending handwritten cards to clients showcases the importance of personalized touch points in maintaining client relationships. By keeping track of important milestones such as birthdays, anniversaries, and graduations, advisors can demonstrate that they value their clients beyond just a business transaction. Custom-made cards with personal touches like pictures can make clients feel appreciated and valued, ultimately keeping the advisor top of mind when it comes to planning future trips.
In the competitive landscape of travel advising, cultivating strong relationships with clients is essential for long-term success. By focusing on managing client groups effectively, expanding opportunities through group bookings, and maintaining client loyalty through personalized gestures, travel advisors can build a loyal client base and differentiate themselves in the industry. Taking a proactive approach to client relationships and going the extra mile to make clients feel valued can set travel advisors apart and lead to lasting partnerships with clients.