You’ve educated yourself on the destinations and products. Your marketing is generating leads. Now, you have prospects throwing up objections to working with a travel advisor. Not necessarily you specifically, but any travel advisor. What do you say?
Here are some ideas for formulating a response to some of the most common objections. Don’t feel like you need to use them exactly as-is, though you certainly can, but make these your own. Fit them to your personality, experience, and style. There are certainly other ways to respond as well, talk with your peers and share what's worked for you!
Working together to demonstrate the value of travel advisors is good for one and all.
Objection 1: Cost
Prospect: "It's cheaper to book everything myself online."
Response: While online deals exist, I do have access to exclusive packages and discounts you might miss, potentially saving you money. But as your travel advisor, my focus isn't solely on price matching, but on crafting an unforgettable travel experience tailored to your specific vision and interests. More important than price alone, my expertise can maximize the value you receive for your budget. I can help you avoid hidden fees, navigate complex travel options, and ensure you get the best possible experience for your investment. Consider that I also have access to unique travel products and packages not available to the public, further enhancing the value of your trip. Finally, unlike online booking, if something goes wrong with your reservation, like oversold flights or hotels, I have the leverage and industry connections to advocate for you and help to rectify the situation. Your vacation is too important to be left at the mercy of a call center. I understand the hesitation since you’ve never booked with an advisor before, but I’d be delighted to demonstrate the value a travel advisor can bring.
Objection 2: Time
Prospect: "I don't have time to meet with a travel agent. It's faster to do it myself online."
Response: While initial communication might take some time as we get to know each other and I learn what your interests and preferences are, I can then save you countless hours of research and comparison shopping. I'll handle the logistics, freeing up your valuable time to focus on other aspects of your trip preparation. This allows you to spend more time getting excited about your adventure, not stressed about planning it.
Objection 3: Lack of control
Prospect: "I prefer to do my own research and plan my itinerary. I don't want someone else telling me what to do."
Response: I understand your desire for control. I serve as your trusted advisor, not a dictator. I'll listen to your preferences and create a customized itinerary that reflects your interests and travel style, ensuring you experience the things that matter most to you. Ultimately, the final decision always rests with you.
Objection 4: Technology & Availability
Prospect: "I can find everything I need online and book it myself. Travel agents seem outdated."
Response: While technology allows you to book many travel products independently, I leverage my industry knowledge and connections to access hidden gems, negotiate upgrades, and navigate unexpected situations. My expertise can be invaluable, especially for complex or unique travel experiences. I can also help you discover unique activities and experiences not readily available online, making your trip truly special. More importantly, if there are any complications with bookings or travel suppliers, I have the experience and relationships to resolve them quickly and efficiently. Your vacation is precious, and I'll ensure a smooth and enjoyable experience.
Objection 5: Unsure of the value
Prospect: "I'm not sure what a travel agent can offer that I can't do myself."
Response: Beyond saving you time and money, I offer personalized service, expertise, and peace of mind. I can curate the perfect travel experience for you, helping you select the ideal destinations, accommodations, and activities that align with your interests and budget. I'll handle the complex logistics, troubleshoot issues during your trip, and advocate for you in case of unforeseen circumstances. If there are any travel supplier errors, like oversold flights or accommodations, I'll be your champion, leveraging my connections to find a solution that ensures your trip goes according to plan. My knowledge and connections can save you time, money, and stress, allowing you to focus on creating lasting memories on your trip.
Objection 6: Preference for online booking platforms
Prospect: "I'm comfortable using online booking platforms and managing my trip myself."
Response: While online platforms offer convenience, I provide a personalized touch and can offer unique experiences not readily available online. My expertise can ensure a smooth and memorable trip, taking the stress off of planning and problem-solving so you can focus on enjoying yourself. Additionally, if you encounter any unexpected issues during your trip, I'll be there to assist you, whereas online platforms might offer limited support.