Remember that old McDonald’s line: “Do you want fries with that?”

Years ago, it was part of an in-store campaign to get people to spend more money as a result of the suggestion that their meal would in fact be enhanced with french fries. And boy, did it work.

In our business, we also know the advantage of the upsell – though in our case it comes with a bit more work for you but potentially a significantly greater spend on the part of the customer. Handle it right, you’ll both be happy.

Since the pandemic, clients of all ages and stages have been upgrading their vacations. More luxury, more star ratings, more inclusions. A combination of pent-up demand, yearning for travel and dollars gathering dust in bank accounts as we anticipated travelling again have resulted in an explosion in the demand for luxury travel. By clients of all ages.

And the savvy advisor will take it a step further than encouraging the former three-star client to book a four-star.

Here are some of the components of a smart upsell …

Think door-to-door: What can you suggest before they even leave home? Transportation to their home airport – or, a nice upgrade, a limo transfer? An early morning flight may require getting up at some awful time: why not suggest an airport hotel overnight, which will set the tone for an exciting vacation. And at the airport – here and/or in destination – can you book them into an airport lounge?

Upgrade the transfer: If you have booked your clients on a sun package, do they know that the transportation between the airport and the hotel may stop at several properties on the way? Which may make for a bit of a de-excitement-fizzle. Private transfers will make them feel special indeed, and likely can be organized painlessly through the tour operator.

Upgrade within the resort or ship: We all know ‘garden view’ can be code for ‘view of the parking lot’ and that certain areas may be surcharged not just because of the view but the location within the property. Do your clients want to walk 15 minutes to the restaurant?

Same with cruise ship cabins: the size, lack of balcony, location and deck number on the ship may be reflected in a lower price.

Add fun/interesting activities: Whether your clients have booked a resort package or a complex European FIT, how will they spend their days? Think: private tours, cooking classes, cultural experiences, wine (or tequila or gin) tastings, guided shopping tours. Find out what they love to do at home and complement it with an activity in destination which may be the highlight of their vacation.

This may include an outing to a sporting event or concert. Even if you can’t book tickets to a local team’s soccer game or a concert in advance, the hotel concierge will probably be happy to provide suggestions before their arrival.

Not only can you make your client’s vacation more memorable, but the added details of a more inclusive itinerary will build their loyalty to you, and allow you to build in a higher – and well-deserved – service fee.