selling tips
How to sell... small-ship cruises
Offering intimacy, personal service and fewer crowds, small-ship cruises are a great sell in a post-Covid world, says Rebecca Barnes
The facts: If clients recoil at the thought of lively resorts-at-sea, they’re likely to love a small-ship cruise. ौHUH DUH ORWV RI RSWLRQV – IURP WDOO VDLOLQJ VKLSV DQG VOHHN \DFKWV WR H[SHGLWLRQbVKLSV DQG LQWLPDWH ULYHU YHVVHOV – ZLWK passenger capacity ranging from 30 to 1,300. So if the latest D SUHUHTXLVLWH FOLHQWV ZLOO DSSUHFLDWH WKH HDV\ WۑQHUD DPHQLWLHV HPEDUNDWLRQ DQG GLVHPEDUNDWLRQ IHZHU TXHXHV DW PHDO WLPHV DQG WKH PRUH UHOD[HG DWPRVSKHUH 6PDOO VKLSV DUH DOVR PRUH EH KHOG UHVSRQVLEOH IRU VZDPSLQJ WۑQRZ VXVWDLQDEOH DV WKH\ IUDJLOH GHVWLQDWLRQV 3OXV VWDਬ DUH PRUH OLNHO\ WR UHPHPEHU QDPHV DQG SUHIHUUHG GULQNV ۑVWQHLOF
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The itineraries: )URP FKLF 0HGLWHUUDQHDQ ਭVKLQJ SRUWV WR LG\OOLF &DULEEHDQ LVODQGV EXVWOLQJ (XURSHDQ FLWLHV DQG
30 May 2022
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Top tips: ,W PD\ EH FRQVLGHUHG D PRUH H[FOXVLYH ZD\ WR WUDYHO EXW EXVW WKH EXGJHW 1R ਮ\ FUXLVLQJ IURP WۑQGHHQ VPDOO VKLS FUXLVLQJ WKH 8. LV SRVVLEOH DW D UDQJH RI SULFH SRLQWV DQG LWLQHUDULHV – ORRN DW 5HJHQW 6HYHQ 6HDV &HOHEULW\ &UXLVHV 9LNLQJ &UXLVHV +HEULGHDQ 3ULQFHVV )UHG 2OVHQ +XUWLJUXWHQ 6DJD 6LOYHUVHD DQG 7UDGHZLQG 9R\DJHV ौH VKLS PD\ VWD\ ODWHU RU HYHQ RYHUQLJKW LQ VRPH SRUWV VR FOLHQWV FDQ VSHQG ORQJHU PLQJOLQJ ZLWK WKH ORFDOV DVKRUH
Sell the benefits: 3HUVRQDO VHUYLFH IHZHU TXHXHV PRUH VSDFH LPPHUVLYH LWLQHUDULHV HDV\ HPEDUNDWLRQ DQG GLVHPEDUNDWLRQ PRUH ਮH[LELOLW\ ZKHQ LW FRPHV WR DFWLYLWLHV SOXV DFFHVV WR KDUGHU WR UHDFK GHVWLQDWLRQV – WKH EHQHਭWV DUH QXPHURXV $QGbLIb\RXU FOLHQW LV VSHQGLQJ PRUH RQ D VPDOO VKLS FUXLVH LWbPLJKW PHDQ PRUH LV LQFOXGHG WRR
travelweekly.co.uk/cruise
PICTURES: SHUTTERSTOCK/AERIAL-MOTION, C WOODHOUSE
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