Have you ever thought about how much value you currently bring to your clients and how you can add even more?

Of course, your expertise by itself is highly valuable, and your first step is to make sure you are charging accordingly for everything you do, but adding value to your client’s experience means offering more than just your knowledge. How do you become your client’s total solution—and make more money?

The more products and services you can offer, and the more you can package these products and services, the more you’ll help your client, and the more money you’ll make. You’ll create a very happy customer who will return to you and refer others.

So, the very first thing you want to do is create and prepare three different travel fee packages for your ideal client. This ensures that you are providing a total solution for your clients.

When packaging your products, think about any extra information, products, and services you can provide for an extra charge. How can you save your client time or money? Are there thoughtful extras you can add that will make the client’s trip go a little more smoothly or that will enhance his or her experience? If so, bundle these services and products into two or three easily digestible packages for the client to choose from.

When a client comes along (let’s refer to her as Betty and she is looking to travel to Europe for the very first time), you have a Discovery Session with her to see if there is a fit between what Betty needs and what you offer. In this Discovery Session, you should spend most of the time asking questions to get a feel for Betty’s needs. Then, offer her a total solution based on her needs. This total solution will be your travel service fee packages.

Once you present Betty with three packages to choose from, Betty can decide which package is most appealing. When Betty can visualize all of the services and products you’re providing her, she’ll feel at ease knowing that you are handling all of her travel needs and see the value. And, once Betty chooses one of these packages, not only does she receive a better experience, but you also get paid for what you’re worth.

Remember, people will pay anything for you to take charge and do it all for them. Below are some ways to enhance your packages to illustrate your value and full-service consulting:

• Did you make arrangements for her passport and charge a service fee, or did you simply tell her to take care of her passport before she leaves?
• Does Betty understand airline security guidelines here and in Europe? How is she going to exchange dollars for Euros? Does she know how to find the U.S. Embassy in each country? You could create guidebooks and charge for them, or you could host a paid orientation online once a month.
• Did you book enough day trips for her? Have you asked if there is anything else she’d like to see or experience? Add a service charge for each booking—and check with her throughout her trip to see if you can add any new adventures.
• Is she familiar with European cuisine? How much does she know about the culture in each country? If you don’t want to stock books, become an affiliate on Amazon.com and suggest she purchase your affiliated books.
• Does she need new luggage? How about a good pair of walking shoes? Find websites that sell items travelers need, start an affiliate account so you get a commission on every sale, and set up a resources page on your site. You’ll look like the helpful agent who thinks of everything and you’ll make more money doing it.

Since she is a first-time traveler to Europe, she is likely nervous about these things. Anything you can do to educate her and provide her with a full-service will make more money for you and make you the expert in her eyes.

Adding value ensures you’ll have a knowledgeable client who will get the most from her trip because she’s informed. She will be a confident traveler and will return to you next year when she travels to Africa—and she’ll bring her friends with her.

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