How to sell a comfort class transfer instead of an economy one

Many travel agents believe that they can win a customer's loyalty by offering the cheapest transfer. This belief is fueled by the stereotypes that everyone is trying to save money and afraid of overpayments.
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How to sell a comfort class transfer
instead of an economy one
However, there is one simple truth in the rule of sales: a person buys not the cheapest or most expensive thing, but the most expensive thing they can afford
Therefore, your main task before selling is to find out what is more important for the client: saving or comfort. Depending on the choice, you can use one or another tactics:

Economy is important
Find out if the client really has limited budget. Sometimes it is just an attempt to get the most advantageous offer available - such a negotiating maneuver. And sometimes a person is actually in a saving mode, so you should not push him.

Comfort is important
Feel free to offer your client a premium option, and then go from expensive classes to more economical ones. Depending on solvency, the client will select the appropriate price tag.

Both savings and comfort
This is a frank manipulation from the client's side. Explain that it is impossible to combine comfort and a low price, and ask again what is more important for them.

Comfort at an affordable price
Specify how much the client is ready to spend and offer them one of the appropriate options.
Here are 5 points you should consider in order to sell a more expensive transfer
1. Learn the differences between economy class
and comfort one

Offering a transfer to the client, the travel agent often praises all the options, hoping to sell at least something. And the client thinks: "If all transfers are convenient and fast, why should I order a comfort class? I'll take a cheaper one. "

You must be honest and explain that there is a significant difference between the car of a comfort and economy class:

  • a more spacious car, where you can sit comfortably;
  • a spacious trunk;
  • only cars of comfort class and higher have Wi-Fi;
  • general ergonomics of space: soft seats, nice interior;
  • economy class does not include cars with powerful engines, and the maximum speed at which the driver can take the client to the hotel depends on horsepower;
  • only higher class cars are equipped with an independent suspension, which partially dampens car vibrations. Simply put, you will be less shaken in such cars.
2. Consider only the real needs and requirements
of your tourist

It is more convenient for a large family to travel in a minivan, and for a businessman - in a premium class car, but you shouldn't offer the same options to a mom with a kid who is low on money.

Make clear and specific proposals, leaving the client the right to choose. Compare these two sales scripts:

A bad script:

"There are cars of different classes: economy, comfort, premium. Some are more expensive, others are cheaper. Please, choose. Getting to the hotel will take as much time. If you want to save, take a simpler option. I do not know what to advise you - all the cars are good. "

A good script:
"You are traveling with a 2-year-old baby in your arms. You will have two large suitcases with you. Your main task is to quickly get into the car at the airport, without wasting time, where a car seat for the child will be already installed and in its trunk all your belongings will fit. If you order a transfer, you will have time to get to the hotel in an hour and the baby is likely to sleep all the way. Transfer drivers usually drive very carefully. If the child does not fall asleep, the driver can turn on cartoons on the tablet. Comfort-class cars will perfectly fit for your amount of passengers and luggage, and ordering a smaller car won't be very comfortable. By the way, there is Wi-Fi in the comfort class cars in this city: you can check your emails for free and text to your relatives that everything is fine. "
3. Give the customer a chance to independently
evaluate the service

Tell your clients where on the Internet they can read stories about traveling by transfer, or give a link to articles comparing this type of transport with others.

Keep in mind that customers with a child may have different priorities (speed, smooth ride, possible stops) than older tourists (help with luggage, an English-speaking driver, a comfortable car). Consider these factors when preparing a collection of reviews.
4. Be prepared for objections
In the beginning, clients are often reluctunant to spend more money than they planned. Therefore, you need to be prepared for objections and be able to handle them wisely. Here, you can find a detailed guide to dealing with objections when selling a transfer.
    5. Support customer choice
    According to statistics, a customer who buys a good service at a high price is less likely to be dissatisfied than a customer who buys an average service at a low price. The person who paid more is sure of excellent service. Therefore, assure the client that the purchase of a higher class transfer is justified because it really is better.

    By offering a high-class transfer, you will provide the most comfortable trip for the client and a greater profit for yourself. Members of the Kiwitaxi affiliate program receive 50% of the company's income for each transfer sold.
    Sign up for the affiliate program for travel agents
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