Here are some strategies and questions to help you get to know your new clients better.
1) Set the Tone: Start with a friendly, open conversation. This helps in building a rapport and makes your clients comfortable in sharing their interests and preferences. Keep the tone conversational and approachable, aligning with the Nicer brand's sophisticated yet welcoming approach. Clients react better to advisors they feel comfortable around, remember travel is fun and the clients are making a large investment of time and money.
2) Understanding Travel Preferences: Dive deeper into their travel style and preferences. This information is essential to tailor the experience to their tastes. Unexpected questions, beyond logistics, are key to better understanding your client. Here are some suggestions:
What are some of your favorite past travel experiences?
What's a must-have on the trip that you can't live without?
Are there things that would be nice, but not dealbreakers? Like an ocean view or a terrace for your room?
What are some things you'd rather not do while traveling? Riding a shuttle? Have to take a taxi everywhere?
What are some things you absolutely will not do while traveling? Sunrise yoga?
Is there anything you'll splurge for while traveling? Spa? Amazing views?
Tell me something that you're surprisingly into. Ex: baking, wine tasting, pickleball.
3) Logistics and Practicalities: Once you get to know your client better, it is essential to understand the logistics and practical information for their trip. This is a time to ask about specific travel dates, budget, dietary restrictions, mobility needs, and more. I recommend also getting a feel for the client's preferred pace -- do they like each day planned? Are there comfortable exploring on their own?
4) Prepare & Be Honest: Make sure to take notes during your meeting, and follow up with your client in a timely fashion. It's also important, to be honest, and open with your client -- if they ask a question you're unsure of, it is completely appropriate to tell them you'll have to get back to them after you find out the answer. You can also make suggestions and give feedback as your client tells you about their plans. Ex: Client asks to visit Paris but you know the dates are during the Olympics. Go ahead and mention this on the call so your client doesn't feel caught off guard if they need to change plans.
Building a comprehensive understanding of your new clients is an ongoing process. Each interaction should add to your understanding of their preferences and needs. Utilizing these insights effectively not only ensures a memorable travel experience for your clients but also strengthens your relationship with them, aligning perfectly with Nicer's mission of crafting personalized travel stories.
Remember, each client is unique, and their preferences can evolve over time. Keeping the dialogue open and staying attuned to their feedback is essential.