The Perfect Pitch: Winning Travel Presentations That Close Sales (Part 3)

 


From Pitch to Partnership: Turning Presentations into Client Commitments

Written By: Tom Ogg, Co-Founder and Co-Owner - Travel Professional NEWS

Part Three

In parts one and two we looked at how to structure a winning presentation and delivery strategies. In part three we look at activities post-presentation that will make new clients out of people in the audience.

Handling Pricing and Value Proposition

One of the most delicate aspects of any travel presentation is discussing costs. Position pricing within a broader value context:

Value-First Approach

Begin with the value proposition before revealing prices. What is unique about the travel product that you are presenting? Highlight the exclusive benefits, unique offerings, and inclusions. Demonstrate ROI through concrete examples, such as a client who became ill on a tour but received emergency medical support from the tour escort. Compare total cost of ownership versus competitors.

 

Pricing Strategy

Present options at different price points. If you are offering different categories in a resort or on a cruise, discuss the benefits and drawbacks of each category. Explain what's included (and what's not). Highlight early booking benefits or seasonal advantages and offer flexible payment terms when possible. Be sure to read the Ogg’s book “Selling Group Travel” for detailed information on group costing and pricing.

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