selling Ocean Cruising A BEGINNER’S GUIDE TO...
The huge array of ships, destinations and holiday types can make selling your fi rst cruise seem like a whirlpool. Andy Harmer, director of the Association of Cruise Experts, shares his top tips for agents new to selling ocean cruising
Find out what interests your clients
USEFUL WEBSITES:
cruiseexperts.org cruisingpower.co.uk carnival.learn.com/uk fredolsencruises.com/travel-agent- centre
halacademy.co.uk learnhurtigruten.com nclu.co.uk
seabournacademy.co.uk silverseaacademy.com
THE 7TH ACE SELLING CRUISE CONVENTION, SOUTHAMPTON MAY 23-24 2013 This event is aimed at those who actively sell cruise holidays and those responsible for cruise sales in their agency. MAY 23 – Conference and Networking day offering expert advice, inspiration and guidance on how to increase cruise sales, along with a trade fair and evening entertainment. MAY 24 – a day of ship visits on Adventure of the Seas (Royal Caribbean), Azura (P&O Cruises), Balmoral (Fred. Olsen Cruise Line) and Caribbean Princess (Princess Cruises). MAY 25 – an extra optional day of ship visits, including MSC Opera and Cunard's Queen Mary 2.
THERE is so much variety within cruising that the familiar saying of ‘there is a cruise holiday for everyone’ really rings true. There are great opportunities to convert clients from a traditional package holiday to cruising and excellent commission to be earned.
tip one
Know your customer:
The important thing is knowing all about your customer. Ask the right questions and you will be able to fi nd a cruise that has their name written all over it. Find out what they like to do on holiday and what they really enjoy. Ask them questions that reveal their preferred holiday style and past choices and then match them to a suitable cruise choice. If they are an existing customer then take a look at their booking history.
62 March 2013 •
www.sellinglonghaul.com tip two Highlight the opportunities:
In spite of the huge growth in cruise passenger numbers over recent years the proportion of holidaymakers who have previously cruised is still relatively small, so don’t assume that potential customers understand everything involved with a cruise holiday. Tell them what is included, what a typical day on-board is like and the kind of experiences they can enjoy. Where possible show them photos or videos that highlight the kind of holiday they can have. Switch them on to cruise with your personal stories and favourite places.
tip three Tell them what's included: Those
who have not cruised are unlikely to know how inclusive a cruise holiday can be. Always take time to explain
There's no excuse not to keep fi t on a cruise
just what's included – from fabulous dining to the wide choice of kids’ clubs, West End-style shows to ice- bars and jazz cafes, and much more.
tip four
Talk about the destinations:
The great thing about cruising is the great variety of destinations your clients can visit without the need to unpack a suitcase. This can be the key deciding factor in cruising so get
Ocean cruising offers plenty of opportunties for exercising
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