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Mon 4 May 2009 03:00 AM

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Find your Spaniard with $400 to spend

I was chatting to a representative of a tourism authority whose country’s main inbound market was the Spanish.

I was chatting to a representative of a tourism authority whose country’s main inbound market was the Spanish.

He told me Spaniards had stopped arriving to his country in their droves and it was proving to be somewhat of a nuisance for its travel industry.

However, he went on to explain their research had come up with some interesting findings.

Previously the Spanish had been happily travelling to the country with an average spend of US $150 per day available.

They were flooding into the restaurants, floating on the pools and relaxing in the spas to their hearts’ content.

Research had shown that the Spaniards now had an average of $400 available to spend on each day of their holiday.

However, what also became clear was the Spaniards were not spending a dollar of it.

So concerned about the current financial downturn, the Spanish were saving their money studiously, exercising caution at every turn.

The situation became clear; if a travel agent could convince the Spaniards to spend only half of the money available they would actually be making 33% more on average spend per day than they were when the economy was at full throttle. People who don’t have money and people who don’t want to spend money are two very different things.

It’s all about confidence. People need to feel safe in spending their money and that is where the agent steps in.

Make your client feel that they are getting such an amazing deal by spending their money with you that it will be worth every dollar.

So find your Spaniard with $400 and get it off him.Jamie Knights is the editor of Arabian Travel News.

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