You just got a call from a client who wants an inclusive travel plan but is worried about “things.” Rather than rolling your eyes at yet another paranoid patron, you can use this information to help you find out exactly what will make her happy.
In fact, before you plan anything for anyone you should find out what worries them. Ask them three questions that will help you find them the best inclusive travel deal possible.
1. Are you worried about the economy?
Although most people will likely answer “yes,” some may say this does not bother them. If they are worried about it, ask them who much they really want to spend. They may have given you one number before that question simply because they thought that was what they had to pay.
2. If your customers/shareholders/employees/the public found out about this expenditure, would they be angry?
The answer to this will tell you if your client is tuned in to others and to public opinion, and whether or not he cares. Other people’s perceptions may be important in what you put together for this client.
3. Do you understand the value of the dollar in the foreign markets?
If your client wants an international inclusive travel package, both of you need to understand that the dollar doesn’t hold as much value as it used to. Make sure she knows that changes in foreign currency happen in seconds, not days.
Information is key for both you and your client. Address the concerns and get to the deeper reason behind them and you will both be happier for it.
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