Demonstrating the Value of an Advisor’s Expertise and Connections
Many travelers assume that booking a trip is as simple as clicking through an online platform. However, they often fail to realize that travel advisors bring years of experience, insider knowledge, and valuable industry connections that enhance their trip in ways no online platform can duplicate.
- Travel advisors can arrange exclusive perks and upgrades with top hotels, cruise lines, and tour operators.
- They can save clients time by researching and comparing options, and then curating the best choices based on the traveler’s preferences, budget, and interests.
- Advisors tailor customized experiences to their clients’ interests, whether it is securing private tours, making restaurant reservations, or designing a fully immersive itinerary.
- They are a personal support system when unexpected travel disruptions occur, and they expertly step in to handle rebookings and alternative arrangements seamlessly.
Travel advisors like Jennifer Lehman, owner of Vacation Fixation, can share personal anecdotes that demonstrate their value. “Many of my clients have mentioned how easy I make their potentially ‘difficult’ vacations. At first, potential clients may think it’s easy to go online and book a trip on their own. And for some, like a couple who wants a simple direct flight and cheap resort, it may be. But for multigenerational families coming from different airports but staying in the same room, or even clients who want to find resorts with pickleball or resorts that have a specific type of massage offered, that’s where a travel agent comes in! Travel agents know the ins and outs of resorts, airlines, suppliers, and the entire business. So we can save them even MONTHS of research in just a few minutes! I can save them hours and hours of waiting on hold to change hotel rooms or flights. And the list goes on.”
Overcoming Misconceptions about Booking through a Travel Advisor
One of the biggest challenges for travel advisors is addressing misconceptions that keep potential clients from reaching out. Common misunderstandings include:
- “Travel advisors are too expensive.”
- “I can find the same deals online.”
- “I don’t need an advisor for a simple trip.”
By addressing these misconceptions head-on, travel advisors can reassure travelers that they are a trusted resource providing excellent value.
Showcasing Advisor Expertise in Specific Destinations
Travelers looking for a truly immersive experience will appreciate an advisor who has firsthand knowledge, insider tips, and strong local connections. Advisors should showcase any destination-specific training or certifications they have completed, such as specialist programs for Italy, Japan, or the Caribbean. They can also highlight their established local partnerships, which assist advisors in arranging VIP experiences. Jennifer Lehman highlights her expertise in a specific destination by sharing her social media presence. “I have both a Facebook business page and an Instagram page,” says Lehman. “On those pages I not only post trips that I sell, but I mix in trips that my clients have been on (along with any pictures they allow me to post) and all of the trips I have taken with my family and husband. I would say it’s a 33% split between deals, client trips and my own trips. That makes potential clients feel very comfortable, knowing that not only have I been to the same places I’m selling, but their friends and neighbors have also chosen me and have had a wonderful vacation.”
Offering Add-ons and Extra Services to Enhance Value
To further demonstrate their worth, travel advisors should highlight the additional services they provide that clients would not receive when booking independently. Some of the top value-adds include:
- Helping clients select the best travel insurance coverage to protect against cancellations, medical emergencies, and unforeseen disruptions.
- Arranging private airport transfers, fast-track security clearance, and access to exclusive airport lounges.
- Arranging local concierge assistance through a personal contact at the destination who can be invaluable for making restaurant reservations, last-minute itinerary adjustments, and insider recommendations.
By packaging these extras as part of their service, advisors can show that their offerings go far beyond just booking travel.
Providing Pre- and Post-Travel Support
Another key differentiator for travel advisors is the level of full service they provide before, during, and after the trip. Travelers who book on their own do not receive this personalized support, making it a major selling point for advisors. Pre-travel services might include assistance with visas, entry requirements, and travel restrictions; packing lists and destination guides; and advance restaurant and excursion reservations. During-travel support can entail providing 24/7 assistance for emergencies or itinerary changes; recommendations for unexpected weather disruptions or cancellations; and personalized check-ins to ensure satisfaction. Post-travel perks might be feedback discussions to refine future travel preferences; VIP loyalty benefits for repeat clients; or special thank-you gifts and personalized follow-ups. Jennifer Lehman gives a detailed account of how she delivers full-service offerings. “Right after my client’s final payment is made, I send them an airport and resort tips sheet based on their destination. It will include the country entry requirements, including any tourist card information they need to fill out in advance (like Punta Cana and Aruba), tips for getting through customs, what shuttle drivers to look for (I include pictures), how to get to specific lounges like Couples Resorts lounges or Club Mobay, and tips for the resorts. I also send some things to pack, like long pants for men, towel clips, silicone straws, yeti cups, etc. My clients LOVE having this resource. “About two weeks prior to the trip, I will send another email just detailing the entry requirements for their country again and make sure they check passport expiration dates, etc. I have had at least 10 couples over the years realize at this time their passports have expired. Luckily, I have sent them the Detroit passport office info and they were always able to drive up and get their passports in time. “I will also check in with clients on day two of their vacation and see how things are going. If all goes well, the last time I communicate with clients will be a ‘welcome home’ email about two days after they return. This is just to get feedback on the resort and the process of booking.”
The Case for Travel Advisors
Now more than ever, travelers need expert guidance to navigate the complexities of trip planning and ensure seamless travel experiences. Travel advisors who effectively communicate their value will not only attract more clients, but also build long-term relationships that lead to repeat business and referrals. In a world of overwhelming travel choices, the personalized touch of a skilled travel advisor remains unmatched.
“The world of travel is more complex than ever, with constantly changing entry requirements, fluctuating prices, and a growing demand for personalized experiences. Travel advisors bring years of experience, insider knowledge, and valuable industry connections that enhance the travel experience in ways no online platform can duplicate.
