"When can we travel again?" That is the million-dollar question! Do you have the million-dollar answer?
I’ve been in the travel industry for over thirty years and for as many years, I’ve been asked, “When is the best time to travel?” It’s right up there with “Where should I go?” and, “How can I get the best deal?”
The difference is that now, the question of when to travel is out in front, and it’s a loaded one.
How you respond can mean the difference between securing the booking for a vacation of a lifetime and becoming the FAQ Help desk.
The underlying challenge is that most people don’t understand, is the difference between booking a trip and traveling.
What do I mean by that?
Of course, clients want to know it's safe. That is a given. If you focus your time responding to travel safety you'll miss the question behind the question.
The deeper more critical answer they are looking for is, when is the best time to book?
The goal is to shift the conversation from a when question to a why question. In other words, what’s motivating their desire to plan a trip.
Resist the temptation to launch into the safety protocols, destination restrictions, and vaccine requirements. These responses often raise the uncertainty level rather than overcome it.
Instead, in response to the “when” question, clarify the purpose of their trip and why booking now is to their benefit.
For example, here’s how you might respond to the question.
“While I don’t have a crystal ball, and I'm not a medical expert, I know we’re getting close. What is the reason for your trip?”
Get the client talking. Pay attention to what lights them up. Move the conversation from a decision to travel to a decision to plan:
“What you may not know is there's never been a better time to book travel. Booking travel now means securing your spot on something special and mapping out all the most important ‘must-haves’ of the trip.
What you also may not know is that the Fall of 2021 and 2022 are booking at a record-breaking pace. People are making up for lost time!
NOW is your very best option to get your booking started. The longer you leave it, the harder it is to get everything you want on your trip."
It's not the million-dollar question you answer. It's the million-dollar question you ask!
If you want to rebuild your travel business, the questions you ask before responding can make all the difference.
"The way to get started is to quit talking and begin doing." - Walt Disney
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