ADVISOR QUOTES
AND ‘BEST PRACTICES’
SELLING NEW TO
CRUISE
Many first timers want the shorter
cruises, preferably river cruises or
something where they are not out in
the middle of the ocean.
Our first-time cruisers are looking
for something exceptionally niche;
such as river cruises and expeditions
(Galapagos, Asia and Antarctica)
Each and every person has dreams.
I make them a reality and come
equipped with facts and prices that are
hard to find elsewhere. In other words,
I put in the time to know the client.
If you can find out what makes a
family/person happy then it is easy to
sell the ship company that is a twin to
his desires.
Most 1st timers have zero clue about
what is included or not. It is a very
different experience and takes at least
an hour to explain.
Some do think alcohol is included, but
I clarify that early in the sales process.
Most people are looking for more of a
true ‘all inclusive’ experience, so they
can do something different other than
a land vacation at a real all-inclusive
property. They want a vacation from
thinking about their spending and
worrying about costs, etc. They want
it taken care of ahead of time. Cruises
would be even more popular if they
truly were all-inclusive like that of their
competing resort suppliers.
First time cruisers expect the same
as an all-inclusive. That is where the
biggest market changeover is.
A precious part of selling a cruise is
to bring upfront the benefits that the
customer may have never thought
about is complimentary on a ship.
When do the “good times” happen
and where? It is all over the ship and it
is complementary.
I am honest and do not over-
exaggerate. I show photos and videos
for first-time cruisers to understand
the concept of cruising. I usually
place my clients mid-ship and not
higher than 5-6th on ship for first time
cruisers.
My approach depends on the
customer’s level of travel experience.
I have made visual aids for my cruise
rookies. They like to be informed so
I walk them through a typical cruise
journey so they will know what to
expect. I am there for them during the
entire booking process to answer their
questions and handle any add-ons, sell
ups, excursion questions, etc.
I am prepared to spend as much time
as required with first time cruisers. I
take them by the hand and lead them
through the cruise process.
It all depends on the client. Each
approach is personalized. There is no
cookie cutter sales strategy that will
work when selling clients a cruise.