Scoring built for travel sales: fixed or flexible dates, pax count, passport and visa readiness, budget band, itinerary opens, and whether an advance has been paid.
Quick answer
By enthusiasm. The customer who sends the longest message and asks the most questions gets the itinerary built first, and a consultant can lose a full day to a family that was always going to travel next year. Meanwhile an enquiry with approved leave, valid passports and a hotel category already in mind waits, because nothing on the screen says the second one is closer to paying.
Fixed dates change everything. Leave approved, a school holiday, a wedding abroad, a festival window. Flexible dates usually mean the decision has not been made at home yet, and no amount of itinerary detail will make it.
This is the practical filter the industry lives by. A passport expiring in four months or a visa not yet applied for tells you whether the trip can happen at all on the dates being discussed, and it is a two-line question at intake.
An itinerary opened repeatedly is being circulated among the people who will travel. An advance paid is the only signal that requires no interpretation. Between those two sits most of the useful information a travel consultant ever gets.
Enquiry attributes set the opening position. Behaviour, replies, itinerary opens, visa appointments and advances, moves it. Departure proximity lifts enquiries as the date approaches, and silence decays them. Each score opens to show what produced it.
| Signal on the enquiry | Why it predicts here | Effect on score |
|---|---|---|
| Advance or token paid | The trip is committed | Strong lift |
| Dates fixed, leave approved | Cannot easily be postponed | Strong lift |
| Valid passports for all pax | Travel is actually possible | Strong lift |
| Itinerary reopened several times | Circulating within the family | Moderate lift |
| Departure within six weeks | Decision cannot wait | Moderate lift |
| Repeat customer | Proven booking behaviour | Moderate lift |
| Flexible dates, no destination | Idea stage, not planning | Neutral |
| No reply for three weeks | Booked elsewhere or shelved | Decay |
Ask about dates, pax and passport validity before building anything. Make destination, budget band and hotel category structured fields. Share itineraries from the record so opens are tracked. Move the agency WhatsApp number into the CRM, and record lost reasons in categories your consultants would use, rather than marking every loss as price.
Scoring orders quoting effort. It has no view on margin, supplier reliability or whether a customer will cancel three days before departure. It reads only recorded activity, so an enquiry handled entirely on a personal phone contributes nothing. It is seasonal, which means it needs a full cycle before its ordering is dependable. Use it as a starting order for the morning and let your consultants overrule it whenever they know better.
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Enquiries arrive on WhatsApp, Instagram, the website and the phone, and each consultant works their own screen with no shared order of priority.
Every channel lands in one scored list with dates, pax and owner attached, so the family with fixed dates and valid passports is quoted before a vague December enquiry.One enquiry pipeline
Consultants spend hours building detailed itineraries for enquiries that were never going to travel on those dates.
Date certainty, passport validity and budget acceptance are captured before the itinerary is built, so effort goes to enquiries that can actually board a flight.Pre-itinerary qualification
Itineraries are shared as PDFs on WhatsApp and nobody knows whether they were opened or forwarded to the rest of the family.
Itinerary opens and reopens are recorded against the enquiry, so follow-up is informed: an unopened plan needs a different message from one read four times.Itinerary engagement
Consultants are at travel fairs, client homes and airport transfers, and the system is updated whenever they next sit down.
The mobile app carries the same scored list, so conversations, advance collections and next steps are logged where they happen and the pipeline stays current.Mobile updates
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