Nick Harding Travel Designers

How to sell high-end holidays

Nick Harding of Travel Designers shares his valuable insights into selling luxury holidays.

The definition of luxury within the travel sector has never been truly defined. It certainly means different things to different consumers. Understanding your individual customer’s definition is the top priority, understanding their needs and aspirations − and delivering a luxury experience beyond their expectations is the key to success.

Starting with a conversation, should it be face-to-face or over the phone, I believe this personal contact is the start of understanding your client. This personal touch is what makes the difference between a luxury bespoke service or just booking online. You need to win that client over. Remember that old saying, “first impressions count” – and they do. Make sure you are smiling down that phone – you are selling yourself as well as the product.

Luxury clients buy into the personal approach, and that means buying into your service, confidence and developing trust. Luxury is personal and bespoke. Luxury clients generally like to have out-of-office-hours contact (within reason), be ready to answer WhatsApp messages, texts or emails. The client generally prefers to deal with the same person from start to finish and does not wish to be passed from pillar to post.

You have to constantly go beyond the standard, whether that’s with your documentation, presentation, ticket wallets and those little finishing touches. Remember you are just not the travel agent in the luxury sector, you are the PA, the concierge and friend.

Keeping in contact is paramount – the pre-departure calls, checking the client in, arranging dinner reservations, spa appointments, golf tee-off times, the babysitter for the kids, the list is endless.

Always be one step ahead of the client. The all-important return call is so important. A welcome home card or a bunch of flowers makes you stand out. As a well-informed travel consultant, you are a luxury.

Make the most of your talents, be adaptable in your approach and you can retain your luxury client for life.

More Industry Insights...

Reflecting on Australia's…

Reflecting on Australia's bushfire crisis

Eileen Saunders from Travel Counsellors discusses how important it is to communicate to the clients that entire Australia is not a no-go area.

Promoting sustainable tra…

Promoting sustainable travel

Andy La Gette from Travel Counsellors says how agents can push for sustainable travel in the industry.

Iceland a great alternati…

Iceland a great alternative summer family destination

Jenny Lane of Blue Eye Travel says Iceland is more than just a winter destination

Andy Stark from Global is…

Andy Stark from Global is optimistic about 2020

Andy Stark, managing director, Global Travel Group, is excited about what 2020 might hold for the travel industry, especially with new destinations and great products to sell.

Elite’s John Escott on th…

Elite’s John Escott on the mixed news for travel in 2019

John Escott, general manager, Elite Travel Group, reflects on what he describes as an “interesting year ... of mixed business with no real patterns”.

How a passion for travel …

How a passion for travel helps you sell more

Andy La Gette from Travel Counsellors explains how to create lasting client relationships to sell better.

ANTOR on technology that …

ANTOR on technology that is transforming travel

Tracey Poggio, chairman of ANTOR, shares the myriad ways that members are leveraging technology to boost destination promotion and facilitate training for travel agents.

The ups and downs of the …

The ups and downs of the travel industry

Andy Stark, managing director of Global Travel Group, says that even with the travel industry’s ups and downs, the passion of the people who work in it remains strong

How to sell high-end holi…

How to sell high-end holidays

Nick Harding of Travel Designers shares his valuable insights into selling luxury holidays.

Reflecting on a post-Thom…

Reflecting on a post-Thomas Cook travel industry

John Escott, general manager, Elite Travel Group, reflects on the knock-on effects of the collapse of Thomas Cook and what it will mean for the travel industry in the long...

What to expect at World T…

What to expect at World Travel Market

Tracey Poggio, chairman, ANTOR, offers a round-up of some of this year’s trade shows at WTM.

The best business practic…

The best business practices for agents

Andy La Gette from Travel Counsellors explains what it takes to become a successful travel agent.

Prev Next

twn Are you sure that you want to switch to desktop version?