南极洲:真正的超越
当早期的探险家大胆地进行探险时,他们没有人们今天喜欢的豪华旅行状态。现在,我们可以以舒适和风格的方式冒险进入地球的末端,从而使壮观的冒险经历到像南极洲这样的遥远目的地。beplay银行卡
对于不定期预订此类旅行的旅行顾问来说,这似乎是一项令人生畏的任务。但是,通过正确的培训和支持,任何顾问都可以成为极地旅行专家。回报是巨大的佣金和使客户的遗愿清单梦想成真的高度满意度。如果您正在考虑这个利基市场,这就是您需要知道的……
人们为什么要去南极?
First off, it is important to understand why people go to polar destinations. Is it the wildlife viewing that piques their curiosity, activities like sea kayaking, or their special interest in photography or science?
苏文森特,Flig经理独立的旅行ht Centre, based in Halifax, Nova Scotia, said: “Antarctica appeals to people who are seeking a connection (or reconnection) to the Earth, through amazing and unique wildlife, spectacular scenery, cold fresh air, and to meet other like-minded people who love nature and who seek an outdoor adventure.”
Ann Valley, vacation travel consultant at Bayside Travel in Wisconsin, noted: “For most people, this is the last continent if they are attempting to visit all seven. For others, it is the desire to visit before global warming creates changes that will alter the experience.”
The best practice is to listen carefully to your clients’ travel wishes and desires, looking for clues that a polar trip might motivate and excite them.
哪些类型的旅行者为极地冒险带来了良好的前景?
Experienced travelers who have a good amount of disposable income and a curious mindset, as well as a penchant for adventure and discovery, make good prospects for polar cruises and land adventures.
“这是一个昂贵的旅行和涉及大量的交易vel just to get to the embarkation point. So most clients are older and retired and they have the money and the time to spend on this type of trip,” said Valley. “They are usually craving the exploration of a destination that is popular but limited and available for only a few.”
But don’t confine your sales efforts only to older clientele, because younger travelers are increasingly interested in taking meaningful journeys to cold-weather places as well.
Shari Tucker, travel advisor at Halifax-based Love the Way You Travel, and a specialist in adventure and responsible tourism, explained: “While typically clientele for Antarctic trips are an older age demographic because retirees tend to have more time and money, you shouldn’t rule out people in their 30s and 40s. With so many remote jobs and flexible vacations these days, people in the core of their work life have more flexibility and often more disposable income than in the past. They also tend to have children later in life, or sometimes not at all, which means their spending and saving habits are very different from the trend 30-40 years ago.”
考虑到塔克(Tucker)的这些技巧,探测极地旅行利基市场时:
- 寻找您的商业书中的客户,他们寻找不同的经验,他们不遵循指南,并定期谈论体验自然。
- Talk to your adventurous clients who say they never want to cruise about how expedition ‘cruising’ to Antarctica is completely different from your typical Mediterranean or Caribbean cruise.
- Look for clients who love cruising on small ships.
- Target your clients based on their interests rather than their age, including those in their 30s, solo female travelers, and retired couples.
What are the obstacles to selling polar adventures and how do you overcome them?
对于某些人来说,最大的障碍是“感冒!”评论了山谷。“当人们听到Polar时,他们会自动这样认为,如此冷淡。但是,如果您花时间讨论如何为在非洲大陆上的时间做准备,并仔细阅读包装和服装建议,那就让他们放心了。”
For others, the cost of the trip can be a hurdle. “Price can certainly be a challenge in selling polar adventures. There’s really no such thing as a ‘cheap’ trip to Antarctica, nor should there be,” said Tucker.
Here are a few suggestions from Tucker about how she helps clients justify the cost, even though it may be double or triple that of their typical vacation:
- 谈论他们将拥有的千载难逢的经历,以及十年后的经历将不一样。
- 磨练客户的利益,并将其与正确的巡航或探险公司相匹配。如果他们有科学意识,请找到一艘为公民科学提供船上的船。如果他们是出色的摄影师,请确保船上有摄影节目。如果他们是潜水员或皮划艇运动员,请确保您介绍提供这些选择的公司。销售将更多地与体验有关,而不是价格。
- Present options based on full price, and then if you find a discount or special, you look like a rock star. If you present based on the sale price first, clients will rarely want to pay more.
- 如果您为公司和/或房间类别提供了几种选择,并且客户在价格上昂贵,请询问他们在没有的情况下可以做什么便利或特殊包容。从那里,您可以找到一个不那么包容性的选择,或者客户将意识到他们必须为自己梦dream以求的旅行支付价格标签。
- 允许客户为自己花钱花钱。有时,只需要提醒客户,他们值得。
- Let them know that there are various payment options, and encourage them to take advantage of early booking specials or early payment offers.
What should you look for in a polar travel supplier partner?
With polar travel being such a specialty, one key to success is to build a relationship with a trusted and knowledgeable supplier. Look for a supplier that: knows Antarctica well and has local guides; respects and protects the environment and its wildlife; educates travelers; works with small groups; and offers excellent off-ship adventure activities.
参加供应商提供的培训计划,并询问他们是否有专门的海洋队代表,您可以与您交谈以了解更多信息。花点时间教育自己的极地旅行的来龙去脉,包括船舶,船上和校外体验,可选活动以及预订条款和条件。
现在,旅行又来了,人们渴望去做过去两年半的所有事情。他们有钱要花。现在有一种心态和紧迫性,可以看到并欣赏我们拥有的东西,而我们仍然拥有它。没有人知道未来的能力,人们不再想等到“有一天”进行梦想之旅。正如文森特(Vincent)所说:“这是考虑那些难以触及的目的地并实现魔术的绝佳时机。”beplay银行卡
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Intrepid Travel is a world leader in sustainable, experience-rich travel that has been taking travelers to discover the world's most amazing places for more than 30 years. Our mission is to create positive change through the joy of travel. We offer more than 1,150 trips on every continent, which are designed to truly experience local culture. Globally renowned as a leader in responsible travel, in 2018 as a carbon-neutral business, Intrepid became the world’s largest travel company to be certified B-Corp and is the only global tour operator with verified science-based carbon reduction targets. As a true seven-continent operator, this includes前往南极, which has become a top bucket list destination for Intrepid travelers. Travel advisors can take part in specialist training, attend live events with polar experts, visit the Intrepid Polar Resource Hub once registered for the online booking portal, and speak with Intrepid Travel’s dedicated marine team via phone, live chat, or email for more.