How to Qualify a Lead

To design the ideal vacation for your client, it's crucial to collect detailed information about them and their fellow travelers. Below are some important questions for travel agents to ask, and remember that understanding their lifestyle and budget is key to meeting and exceeding their expectations.

Great questions to ask your clients

General Questions

Where are you planning on traveling? When?
What kind of research have you done?
How old will the passengers be (for child discounts)?
Does anyone have military service (for military discounts)?
What is your goal for this vacation?

Questions about Experience Expectations

What do you like about your chosen destination?
What types of family vacation activities are important to you?
What have you been dreaming of doing on this vacation?
Are you looking for a more intimate experience or would you prefer more action and nightlife?
Would it be important to you to stay at a resort that has activities and nightlife after 11PM?
What kind of attire would you like to wear for evening wear?

Questions about Water Activities (if applicable)

What type of water activities do you like?
Would you consider yourself a beach person or a pool person?
Is beach service important to you?
Are long walks on the beach important to you?
Are you certified to scuba dive? Would you like to get certified while on vacation?

Questions about Past Travel Likes and Dislikes

How are you used to traveling?
What are some of your past vacation likes and dislikes?
What is the best travel experience you’ve ever had? Why?
Tell me about your last three vacations. How did you get there and where did you stay?
How do you want this vacation to be different from others you have been on?

Questions about Dining

Is room service important to you?
What are your favorite foods?
Do you enjoy eating island cuisine (or trying local cultural foods)?
Do you like the idea of being able to eat and drink as much as you want for one price?
When you’re at home, what restaurants do you frequent when dining out?
Do you or someone in your party have food allergies or special diets?

Upselling Questions

Are you interested in travel insurance?
Would you like me to arrange transfers for you and your guests to and from the airport?
Can I put together a list of excursions for you to review? I’d love to help arrange one for your trip.

Cruise Qualifying Questions

Have they cruised before?
Do they have a preferred cruise line?
Ages of guests in each cabin?
Travel dates ?
Destination?
Do they have a cabin type in mind such as inside? Oceanview with a porthole window? Verandah? Obstructed or unobstructed view?
Budget?
I usually ask if anyone is prone to motion/seasickness, as that will be a helpful point to know where to place them.
Are they more interested in the ports or activities on the boat or an equal combination of both?
What kind of experiences are you looking for? Relaxed, adventure, beach & water sports?
More of an upscale ship or the more activities offered onboard the better?
Do they want to be closer to food and entertainment or are more concerned with getting a lower price.
Are they hoping for the lowest cruise price or would they like options with beverage packages included? This will help us determine what cruise line I would suggest first.
Are they celebrating anything onboard?

Knowledge is power however I feel that the relationship you create with your client and the trust that is built is the key to a long lasting client who will book with you year after year...

Erin Skrine, Owner