Remember the haircuts of the pandemic? The fades that didn’t fade and the mullets that started out as a naive hope of a simple curtain fringe? The pandemic was a sobering reminder of just how important it is to not do it yourself. We need specialists. We need people skilled in their fields to do our hair, teach our children and bake our bloody sourdough. But when it comes to spending tens of thousands of dollars on a holiday (and potentially risking so much more), there are some who still insist on doing it themselves.
Comparison sites promise a world of cheap flights and discounted digs, but often deliver a mirage of misleading offers and hidden fees. Like a magician’s sleight of hand, they divert attention from the real magic of travel – personalised experiences, expert advice, and the peace of mind that comes with booking with a human who cares.
When clients come to you with online comparisons, here’s how to explain the added value you provide as a travel agent:
Acknowledge them
First off, acknowledge their effort in finding the deal. Nobody likes to be told they’ve wasted their time and showing respect for their diligence can go towards you becoming part of their process.
What to tell your client:
“I know your time is valuable. Instead of spending hours scouring the internet for deals, let me do the heavy lifting. I can quickly narrow down the best options and present you with the top choices, saving you time and hassle.
“Booking through me means you don’t have to worry about the details. I handle everything, from the moment you leave home until you return. You can relax knowing you’re in good hands.”
Educate them
Break down the online offer and compare it with what you can provide. Highlight the differences, such as better flight times, best hotels, or the added convenience of a single point of contact for the entire trip.
What to tell your client:
“I know it looks like a great deal, but let’s break it down. The online offer might seem cheaper upfront, but it often comes with hidden fees or less convenient options. For example, a flight with two long layovers or a hotel that’s miles away from where you want to be. I can help you avoid these pitfalls.”
Sell you
Ensure clients know they have support and a human who cares working for them. It also helps that that human has a tonne of industry knowledge and contacts.
What to tell your client:
“Booking through me means you have a dedicated point of contact. If anything goes wrong – a missed flight, a booking issue – you can call me directly. You won’t be dealing with impersonal call centres or automated responses.
“I have access to deals and perks that you won’t find online. These might include room upgrades, complimentary breakfasts, or special rates. These can significantly enhance your travel experience without increasing your costs.
“The value of these exclusive offers often exceeds the apparent savings of booking online. Plus, I can package everything for you – flights, accommodations, and activities – into one seamless itinerary.”
Remind them that you’re not into a one trip stand, but would rather build a relationship with them.
“My goal is to build a long-term relationship with you. I’m here to help not just with this trip but with all your future travels. The better I know you, the better I can serve you.”
And don’t forget to share success stories. Use testimonials from other clients to showcase your expertise and service.
“I had a client last month who faced a similar situation. They were thrilled with the extra value I was able to provide and the hassle-free experience.”
For more insights on how to stay competitive in the travel industry, check out this article in Karryon.
