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
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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
As much as things change, some things stand
the test of time. Deck plans have always been
a staple in helping customers make their final
cruise decision (see Chart 16). Three in four
(75%) advisors state that they are still one of
the most important resources when selling
to a first timer.
This is because factors such as cabin location
and ship layout help new cruisers visualize
their experience and make a well-informed
decision before putting their money down.
Other useful sales tools include ship videos
(59%) and sharing first-time cruiser specific
FAQ tools (58%).
32
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CHART 16
Tools to Assist in the Sale Process
GETTING READY FOR THE FIRST-TIMERS
PROMINENT SALES RESOURCES
75%
59%
58%
32%
30%
28%
27%
21%
7%
5%
Deck plans
Ship videos
First-time cruiser FAQ tools
Maps
Content and shared stories
Testimonials
Brand videos
Packing tips
Group guides
Other