Hard sell vs Soft sell 🥊 · Tourism Connect

Jun '25 • Tips

Hard sell vs Soft sell 🥊

Knowing how you sell can be just as important as what you sell. Some of you are natural persuaders, while others feel allergic to anything that feels “salesy.” But here’s the truth: both aggressive and gentle sales tactics have their place, you just need to know when to use which.

Let’s break it down.

The Pushy Route (Hard Sell) Think:

🚨 “Only 3 spots left!”

⏳ “Last day to book!”

🔥 “Early bird deal ends tonight!”

These are hard-sell tactics, fast, loud, and meant to get someone to act right now. They work especially well for lower-cost items, impulse buys, or time-sensitive offers. If someone’s been meaning to book a last-minute boat tour or needs a replacement for something broken, a hard sell might be exactly what they respond to.

But… use this too much and it can feel spammy or desperate. Nobody wants to feel pressured, especially if you're selling something expensive or personal. Use it strategically.

The Chill Route (Soft Sell)

Soft selling is the long game. It’s about connection, trust, and value. You’re not just selling a tour, you’re helping someone imagine themselves having an amazing experience.

This approach works great on social media, emails, or blog content. Instead of shouting “Buy now,” you’re saying:

“Here’s what makes this experience unforgettable.”
“Meet one of our guests who had the trip of a lifetime.”
“Wondering what to pack for a day on the water?”

You’re educating, inspiring, and inviting people in, not pressuring them to pull out their wallet. This approach builds trust and often leads to repeat customers and long-term fans.

So When Do You Use Which?

✅ Use the hard sell when:

There’s real urgency (limited spots, flash deals, deadlines)
You’re promoting something lower-priced and easy to say yes to
You know the customer already wants/needs what you’re offering

✅ Use the soft sell when:

You’re selling something high-ticket or more personal
You’re building brand awareness and long-term trust

Bottom line: Hard sells get attention. Soft sells build relationships. Smart marketers mix both.

Let me know which one you tend to lean toward, or where you’ve seen either approach really work in your business. 👇

4 comments

Tourism Connect

skool.com/tourismconnect

We make getting online bookings as easy as possible for tourism businesses.