Giving Clients Permission to Splurge: The Role of the Travel Advisor

When was the last time you splurged on something special? And how did you give yourself permission to do it?

Our clients are just like you and me—sometimes, they need a nudge to give themselves permission to splurge. I recently sold a Princess cruise to a couple who had always wanted to take this trip together. It would be $1,000 more for a mini-suite instead of a balcony room. They asked me, "Is it worth it?" My response was, "It depends on what you hope to gain on this trip."

I highlighted the key differences between the two options, emphasizing that the mini-suite had a comfortable couch where they could relax together or find some personal space while cruising. The wife loved reading and could easily picture herself curled up with a book on that couch. This convinced her husband, and they agreed that the upgrade was well worth it.

After COVID, we've noticed that people are more willing to splurge because, after years of confinement, they recognize the value of creating memorable experiences. Our job as travel advisors is to be that voice that offers permission. If we don't present the upgrade, our clients might not even realize it's an option!

The Three C's of Splurging:

1. Comfort: Whether it's a mini-suite, a luxurious spa treatment, or a unique dining experience, comfort is the cornerstone of a splurge. Helping clients visualize these comforts makes the decision easier.

2. Convenience: Upgrades often come with added conveniences like priority boarding, exclusive lounges, or easier transportation, which can significantly improve the overall travel experience.

3. Communication: Clearly communicating the benefits of these upgrades can make all the difference. If clients don't fully understand what they're gaining, they might miss out on something that would have elevated their trip.

As travel advisors, we must always offer clients comfort and convenience while communicating why splurging could redefine their vacation. We are their trusted guides to ensure that the first "C" they think of isn't "cheap," but rather "choice"—the choice to have the best possible experience.