Selling the Stopover: Turning Layovers into Client Perks

For most travelers, a layover is a dreaded part of the journey—long hours spent in an airport waiting for the next flight. But for travel agents, layovers can be transformed into one of the most valuable upselling opportunities: the stopover. With the right approach, you can reframe a necessary inconvenience into an exciting perk, creating memorable experiences for your clients while adding value to your services.

What Is a Stopover?

A stopover is when a traveler pauses in a connecting city for more than 24 hours (or more than 4 hours for domestic flights). Many international airlines—particularly those based in global hubs like Dubai, Doha, Reykjavik, or Singapore—offer programs that allow travelers to extend their layover for a night or two, often with hotel discounts, city tours, and cultural experiences included.

For clients who are eager to explore more without adding a full extra trip, stopovers are an unbeatable solution.

Why Stopovers Sell

Stopovers benefit both agents and clients, and here’s why they’re such a powerful tool:

• Added Value Without Extra Flight Costs: A stopover lets travelers experience a new destination at little to no additional airfare. It’s like getting a mini-vacation for free.

• Personalization Opportunities: Stopovers can be tailored to client interests—whether they want luxury hotels, cultural tours, or culinary adventures.

• Memorable Experiences: A client who spends a day in Iceland’s Blue Lagoon or Singapore’s Gardens by the Bay is likely to rave about the trip, strengthening loyalty and referrals.

• Upselling Potential: As an agent, you can earn additional commission through hotel bookings, tours, and transfers.

Spotlight: Fiji Airways Stopover in Fiji

One of the most unique stopover programs available is offered by Fiji Airways. Travelers flying through Nadi International Airport can turn a layover into a tropical getaway with the airline’s stopover options. Instead of rushing through the terminal, clients can spend a few days enjoying Fiji’s white-sand beaches, luxury resorts, and warm island hospitality.

This stopover program is especially appealing for travelers en route to Australia or New Zealand, as Fiji provides the perfect mid-journey break. Whether it’s a couple relaxing in a beachfront villa or a family experiencing Fijian culture and adventure activities, the stopover turns travel time into vacation time.

By highlighting Fiji Airways’ program, you can present clients with a unique and memorable option that feels more like an intentional trip than a layover.

How to Sell Stopovers to Clients

Stopovers are easy to sell when you present them as a win-win: more adventure for the traveler and more value for the booking. Here are a few strategies:

1. Reframe the Layover: Instead of presenting it as a layover, call it a bonus destination. Clients are far more likely to be excited when they see the opportunity instead of the inconvenience.

2. Know the Programs: Stay up to date on airlines that promote stopover deals—such as Fiji Airways. This knowledge positions you as the expert.

3. Match to Client Interests: Business traveler with limited time? Suggest a one-night luxury hotel stopover. Family with kids? Recommend stopovers with city tours or kid-friendly attractions.

4. Highlight the Value: Emphasize that the airfare cost is the same—it’s simply a smarter way to use their travel time.

   
   

Final Thoughts

Layovers don’t have to be wasted hours in an airport terminal. By introducing clients to stopover programs, you can transform downtime into unforgettable memories. Whether it’s exploring a world-class city, soaking in natural wonders, or relaxing in paradise with Fiji Airways, stopovers give travelers the sense that they’ve discovered something special.

For travel agents, selling the stopover is more than just a booking strategy—it’s a way to surprise and delight clients with added value that keeps them coming back for more.