9. Send a bottle of champagne to their table aboard ship. They are sailing transatlantic or cruising the Mediterranean. Call up their cruise line (or travel agent) and arrange for a bottle of champagne or still wine to be delivered to their table on the first formal night. The note might read: “Hope you enjoy your cruise as much as we enjoyed ours.” (Bear in mind price limits on gifting.)
Rationale: Their tablemates will wonder who sent it. Your clients will tell your story.
10. Send flowers. This is similar to sending champagne, but with a difference. Flowers have staying power. They last about a week. They come with a card, which is often saved. Flowers transform a hotel room or cruise ship cabin into a home. They make an impact.
Rationale: Flowers are a positive reminder that sticks around. Your client will save the card for a long time.
11. Buy them a novel by a famous local author. Perhaps your client is a reader. Books by a local author about their home city is a great way to get local flavor. Here’s an example: Donna Leon writes the Inspector Brunetti mysteries, set in Venice. Donna Leon lives in Venice.
Rationale: Your client can retrace the character’s steps, discovering sights and restaurants along the way.
12. Call upon their return. Ask for pictures. Welcome them home. Ask how their trip was. Let them know everything was calm on this end. Ask to see pictures.
Rationale: They might invite you to their house to hear their stories. People love talking about their travels.
When your client goes on vacation, it’s another opportunity to bond and strengthen the relationship. Don’t miss out on this opportunity.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book Captivating the Wealthy Investor is available on Amazon.