The Art of Follow-Ups: How We Boosted Our DMC Conversion Rate with Smart, Human Follow-Ups

If you’re in the travel industry, and especially if you run or work in DMC, you’ve probably felt this hesitation:

“Am I being annoying if I follow up again?”

We used to feel the same at Mexikoo. We hesitated. We overthought. We told ourselves, “If they’re interested, they’ll reply.”

But here’s the truth:

We were losing sales, not because of price or quality, but simply because we didn’t follow up.

Why Follow-Ups Matter More Than You Think

When we started tracking lost leads, one thing became clear:

Silence doesn’t mean “not interested.”

It could mean:

• They’re on a business trip

• They opened your email and meant to reply later… then forgot

• They’re overwhelmed with options

• They’re discussing it with their partner

• Or… they just need a little emotional nudge to fall in love with the trip again

Thanks to Odys, we found that the 4th or even 5th follow-up is often the one that closes the deal. But that only works if the follow-up feels genuine, timely, and adds value.

What Doesn’t Work (Avoid These Follow-Ups)

Let’s get these out of the way:

• ❌ “Just checking if you saw my last email…”

• ❌ “Any updates?”

• ❌ “Bumping this to the top of your inbox!”

These don’t build a connection. They don’t remind the traveler of why they were excited about the trip in the first place.

They feel like… noise.

What Works: Follow-Ups That Actually Convert

Here’s what we tested, and what consistently worked to drive conversions while keeping it human, warm, and DMC-friendly:

✅ 1. Spontaneous photo or video from the destination

“Hola from Oaxaca! Thought I’d share a quick glimpse of the sunset from Monte Albán, maybe your future trip will end right here 😊”

Why it works:

• Emotionally re-engages the traveler

• Feels personal, not automated

• Reinforces the value of booking with a local expert

✅ 2. A light, funny GIF

“This is me waiting for your reply like… 🙈” 

Why it works:

• Makes people smile

• Shows personality

• Works especially well if your tone is friendly/informal

✅ 3. Send useful content

“We just published a short guide on hidden beaches near Puerto Escondido, figured you might enjoy it while planning your trip 😊”

Why it works:

• Adds value without asking for anything

• Keeps your agency top of mind

• Builds trust and expertise

✅ 4. Offer something new

“We’ve just opened a few new dates for our rainforest ecolodge trip, let me know if you’d like me to update your itinerary!”

Why it works:

• Creates urgency without pressure

• Gives a reason to re-engage

✅ 5. A reminder… that you’re human too

“Totally understand if you’re swamped, just here if you need help or want to explore new ideas for your trip 🌍”

Why it works:

• Reduces pressure

• Makes you feel like a partner, not a salesperson

Final Thought: Follow-Up is Not an Annoyance, It’s a Service

When someone shows interest in a trip, especially a tailor-made, once-in-a-lifetime experience, they often want to be guided.

Following up is part of the experience.

It’s about:

• Helping them make a decision

• Reigniting their excitement

• Removing the friction between “maybe” and “yes!”

So the next time you hesitate, ask yourself:

“What if this follow-up is the one that turns their dream trip into reality?”

Tracking Follow-Ups with Odys (and What’s Coming Next)

At the moment, Odys doesn’t automate follow-ups (yet),but we’re already helping you stay on top of them in a much smarter way.

When you log a follow-up or any client interaction in the project file, Odys automatically calculates how many days have passed since the last contact.

In the Sales > Project List view, you can filter your projects by this metric, meaning you can instantly see which leads have gone cold and should be followed up first.

This gives your sales team a clear, actionable way to prioritize follow-ups, based on the actual time since the last client touchpoint, not just gut feeling or messy email threads.

Want to know which projects need your attention today ?Just sort your sales view by “Last Interaction Date” and follow up accordingly.

And, 🚨 spoiler alert🚨 , in 2026, we’ll be rolling out fully customizable follow-up automations, right from the Sales Details page. You’ll be able to define the timing, tone, and type of content you want sent, so your DMC can scale its sales processes without losing the human touch.

Share Your Best Follow-Ups!

Do you have a favorite follow-up line or trick that works for your DMC?

Funny one-liners, clever content ideas, or warm reminders?

👉 Share them with us, we’d love to learn from you and share best practices across the DMC community!

Alexia - Co founder Mexikoo & Odys