Cross-selling means suggesting additional tours or activities to guests who have already booked something with you. Instead of just taking someone on a morning hiking tour, you might also offer them your sunset kayaking trip or your evening stargazing experience. The goal is to extend their adventure with you by offering complementary activities that enhance their overall experience.
Why Cross-Selling Makes Perfect Sense for Adventure Operators ↗
When someone books an outdoor activity with you, they're already telling you something important: they love adventure, they trust your business, and they're willing to spend money on experiences. That makes them the perfect candidate for your other offerings.
Plus, adventure travelers often plan trip itineraries, not just single activities. That family visiting for a long weekend might be thrilled to discover you also offer horseback riding and scenic drives, not just the whitewater rafting they originally booked. They're already here, they already trust you, and they need to fill their vacation days with activities anyway.
Cross-selling also helps you make the most of seasonal or weather variations. If someone books your mountain biking tour but the weather turns bad, having indoor climbing or scenic driving options keeps their business instead of losing it to competitors.
Quick Win: Map Out Natural Combinations ↗
Look at your current activities and identify which ones naturally pair together. Maybe your zip-lining guests would love your treetop adventure course, or people who book fishing trips might enjoy your wildlife photography tours.
Create simple package deals or just train your staff to mention complementary activities during booking conversations. "Since you're coming for the morning hike, you might also enjoy our sunset paddle – it's a perfect way to see the area from a different perspective."
Cross-Selling Strategies That Work ↗
Seasonal packages – Bundle activities that work well together during specific times of year, like "Winter Adventure Weekend" with snowshoeing, hot springs, and stargazing.
Skill progression – Offer beginner, intermediate, and advanced versions of activities. Someone who loves your intro rock climbing might be ready for your multi-pitch course next visit.
Different perspectives of the same area – Show guests your location from multiple angles: hiking the mountain, kayaking the lake below, and flying over it in a scenic flight.
Family-friendly combinations – Create packages that work for different ages and abilities, so the whole family can enjoy adventures together or split up for age-appropriate activities.
Extended stays – Partner with local accommodations to create multi-day adventure packages that include several of your activities.
Common Cross-Selling Mistakes ↗
Overwhelming guests with options – Present 2-3 relevant choices instead of your entire activity catalog. Too many options create decision paralysis.
Poor timing – Don't pitch additional activities while guests are focused on their current experience. The best times are during booking, at check-in, or after they've completed their first activity.
Irrelevant suggestions – If someone books a gentle family float trip, they probably aren't interested in your extreme whitewater expedition. Match suggestions to their demonstrated preferences.
Cross-selling works especially well when supported by good customer relationship management that tracks guest preferences and combined with upsell strategies for a comprehensive revenue approach.
For detailed tactics on building effective activity packages, check out our guide on creating irresistible adventure packages ↗.
Keep Learning ↗
Cross-selling is most effective when combined with other revenue strategies. You might want to explore upsell techniques to maximize per-guest value, or learn about market segmentation to better target your cross-sell offers to different types of customers.