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Credit: Pixabay / MonikaP

 

Globetrotter:
n one who is or wants to be a world traveller


A globetrotter is a client who comes with a lot of opportunities; globetrotters want tailor-made experiences in unique destinations, venturing further away from home and investing more in said experiences. But getting into the globetrotting business can be intimidating for a lot of travel advisors, who often focus their sales and recommendations on products and places they have sold before or places they have visited.

“The biggest obstacle is growing business in an area a travel advisor may not yet be familiar with,” says Shirley Rourke, senior general manager – Pacific Region with Goway Travel. To facilitate the move into these more complex experiences, Rourke notes that Goway offers a team of specialists who know further-afield destinations “inside out,” so advisors don’t have to. That peace of mind established, why should travel advisors focus on growing their globetrotting business? Rourke tells CT Magazine there are three top reasons:


- MORE MONEY: FITs for globetrotting clients tend to be higher value bookings. In addition, these clients are likely to travel annually, or multiple times annually. With higher price trips and repeat business, this means more commission to be made by travel advisors.

- MOTIVATION: The destinations that appeal to globetrotters are bucket-list global highlights, which not only keeps a client dreaming about their next exotic global destination, but also keeps life interesting for the sellers. What’s more is that selling long-haul destinations is a great way to recycle clients. Once they travel overseas, they are looking for their next adventure, and referring your services to globetrotting friends, as well.

- EXERCISING EXPERTISE: The high price tag of globetrotting experiences motivates travellers to rely on the expertise of travel advisors; they want to ensure they get the most out of such large investments so seek expert advice to ensure they see and experience all the highlights of their desired destination.


TRACKING DOWN GLOBETROTTERS

Of course, before you start selling, you need the right client base, though believe it or not, this might not be as difficult as you think. Rourke says one area of prospective globetrotters is the honeymoon market. “A honeymoon is sometimes the first large trip a couple takes together and we see more clients using an advisor for this special vacation,” she explains. “Once they have experienced the benefits of booking with an agent, there is a greater chance of repeat business. Couples who celebrate their honeymoon in a special place usually want to book an anniversary trip.”

Another area of opportunity? “Cruise clients,” Rourke suggests. “They are already looking further afield compared to traditional vacationers – they like visiting the port cities, various countries, and knocking places off their bucket list. We see the cruise client as the best opportunity to offer FIT experiences before and after their cruise for several days in those destinations, and even add a week or more of time of independent travel. From there, some evolve their travel style to include both land- and sea-based independent travel.”

Regardless, the Goway GM says an important first step is communicating different travel ideas to your client list. Goway, she says, has a variety of flyers on GowayAgent.com, which can be e-blasted to an agent’s own database or used on social media. “Whet your client’s appetites to go a little further – you will be surprised what’s on people’s bucket list.” With more than 90 destinations, Goway’s product allows travel advisors to curate independent travel, small group touring, cruising or vacation packages with air. “We can customize any trip that your clients have dreamed up, whether it’s a hot air balloon trip in

With more than 90 destinations, Goway’s product allows travel advisors to curate independent travel, small group touring, cruising or vacation packages with air. “We can customize any trip that your clients have dreamed up, whether it’s a hot air balloon trip in

“We can customize any trip that your clients have dreamed up, whether it’s a hot air balloon trip in Myanmar, or an overwater bungalow in Bora Bora,” Rourke says, noting that there’s a process in place to assist travel advisors through FIT bookings. “We ask a lot of questions,” she says. “We want to know all about the clients’ wants, needs, why they are

“We ask a lot of questions,” she says. “We want to know all about the clients’ wants, needs, why they are travelling and their desires.” For the part of travel advisors, it’s about qualifying clients and understanding the type of experiences they are looking for, allowing for destination specialists to properly tailor the best travel experiences, catering to each client individually. (“Goway does not have reservation agents; we have destinations specialists,“ Rourke says, “trained not only in the

For the part of travel advisors, it’s about qualifying clients and understanding the type of experiences they are looking for, allowing for destination specialists to properly tailor the best travel experiences, catering to each client individually. (“Goway does not have reservation agents; we have destinations specialists,“ Rourke says, “trained not only in the destination but the product range and in putting all the pieces together.”) Once a customized quote is compiled, Goway’s team can fine-tune an itinerary to the client’s request. “There is a lot of product out there and we take the

“There is a lot of product out there and we take the guesswork out of the options,” Rourke says.

 

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