The Right Fit

The key to turning prospects into lifelong clients is an effective qualifying process that leads to memorable travel experiences. For destination wedding couples, a critical part of that process is determining the right all-inclusive resort for both the couple and their guests—and that often means dealing with an especially long list of questions and issues.

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“Qualifying is always key,” said Jennifer Doncsecz, president of VIP Vacations in Bethlehem, Pennsylvania. “In addition to finding out dates of travel and preferred airport, we ask couples if they’ve ever been to an all-inclusive. If they say no, we ask if they’ve taken a cruise and highlight the differences if they say they’ve cruised before.”

Doncsecz and her team also ask couples if they are looking for an adults-only or a kid-friendly resort. “This can narrow things down very quickly,” she said.

To further hone down the options, she ascertains what type of wedding a couple is looking for. “We ask if they are looking for a ‘legal’ wedding or a symbolic wedding—meaning they are really just exchanging vows,” she said. “If they say legal, that really narrows down destinations, as it’s harder [for visitors] to get married legally in many Caribbean islands.”

Asking imaginative questions—like what the couple envisions for their wedding day—is another effective way to elicit useful information, Doncsecz said. “I often ask if they can send me some photos of their dream ceremony, set-up and location.”

What the couple is looking for in terms of activities with friends and family is also important to determine. “Do they, for example, want to charter a catamaran or do ziplining?” she asked. “Some resorts offer group perks that include other activities for free, based on the size of the group.”

Finally, the number of guests the couple expects to attend will automatically eliminate some all-inclusives. “Some boutique resorts can only accommodate smaller groups,” said Doncsecz.

For Lisa Sheldon, executive director of the Destination Wedding & Honeymoon Specialists Association, the main consideration at the start of the qualifying process is whether the couple will be traveling alone or with a group. “If they’re bringing family and friends, they need to meet the needs of their guests; if there will be children, the resort has to be kid-friendly,” said Sheldon.

Also to be considered is what the resort offers the wedding couple’s guests in terms of features, amenities and wedding packages. “Wedding packages are usually customizable,” she said. “They usually allow for a certain number of people, and then there’s an additional charge for more guests.”

Also not to be overlooked is the actual “personality” of the resort. “Is nightlife at the resort and the surrounding area important to the couple?” Sheldon asked. “Or is the resort more laid back, which is important if kids are involved. Maybe the couple wants a property with an adults-only section that also allows guests to go over to the family section.”

She added, “If couples just want to hang out by a beautiful pool with family and friends, they’d want that [flexibility] and a great beach.”

Amy Seng of Arlington Heights, Illinois-based Destinations by Amy said it is crucial that the resort’s personality fit with the couple’s personality. “One of the major questions to ask is, 'What kind of bride do you want to be?'” she said. “Do you want to wear high heels for the wedding, are you the type of couple who goes to sleep early at night or tries to find entertainment?”

Seng keeps an updated list of all-inclusives for each destination. “We don’t sell outside this list so that we’re sure we’re staying with quality resorts,” she said.