Despite adventure and experience being on top
of the clients’ minds, advisors need to strike
a balance between their clients’ wish list and
their budget. According to our survey, 80% of
advisors asked their clients about their budget
before recommending the best cruise option
(see Chart 17). A similar share of advisors also
probed the travelers’ past vacations. This is
a successful strategy as it allows agents to
create context when explaining the value of
a cruise vacation.
A very close third strategy for ensuring that the
client gets the right cruise package is asking
the main reason for taking the trip (76%). This
allows advisors to weave in special occasions,
along with a host of benefits that address their
vacation ‘why.’ Sixty-eight percent (68%) of
advisors ask clients why they chose a specific
cruise line. This can be extremely helpful in
gauging whether it would be a perfect match
or a complete mismatch.
Key Qualifying Questions
GETTING READY FOR THE FIRST-TIMERS
WAYS TO RECOMMEND CRUISE FOR FIRST-TIME CRUISERS
80%
79%
76%
68%
68%
43%
4%
Ask budget
Ask for past vacation experience
Ask what is most important for their
vacation and ensure the line can deliver
Ask why they chose this line
Ask lifestyle questions such as where they live, dine,
entertainment choices, etc best option for them
Ask who referred them to this line
Other
CHART 17
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33