Eighty-six percent (86%) of advisors said their first-time cruise clients found them through word-of-mouth. This was
followed by social media at 68% (see Chart 14). These two influences are built on the same principle, that consum-
ers are more likely to engage with someone they know, like, and trust – especially now with so many unanswered
public health questions and concerns around COVID-19. In the new COVID-19 world, health and safety is likely to
become the overriding concern for most consumers and advisors will need to weave commentary regarding new
protocols and cruise line practices into their sales process. Advisors can create raving fans based on high quality
of service they are able to offer, and you can share client stories on your social media channels.
30
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CHART 14
FIRST-TIMERS HEED THE RECOMMENDATIONS
OF PEOPLE THEY TRUST
INFLUENTIAL MARKETING TOOLS IN SELLING CRUISE
86%
68%
57%
52%
52%
37%
24%
Word of mouth, referral
Social media
Cruise event
Advertising
Digital marketing
Networking
Other
Advisors play a very proactive role in selling cruises. Sixty-nine percent (69%) suggest cruise to clients looking
for new travel ideas, 38% reach out to existing clients, and another 35% reach out to new clients, all in an effort
to suggest a cruise vacation (see Chart 15). Forty-one percent (41%) of advisors state that new cruisers find them.
This is a testament to both the advisors’ experience and to the fact that new cruisers are looking to book through
a trusted travel advisor.
CHART 15
|
31
FIRST-TIMERS HEED THE RECOMMENDATIONS
OF PEOPLE THEY TRUST
ADVISOR INFLUENCE IN SELLING FIRST TIME CRUISERS
69%
41%
38%
35%
25%
1%
Clients come to me seeking new travel
ideas, and I propose a first cruise vacation
New to cruise clients find me
I do not sell cruises
I actively reach out to existing clients who
have never taken a cruise vacation
I actively reach out to new potential clients
for a cruise vacation
I do not actively promote first time cruises,
but offer it if my clients ask for it