How to be good at selling cruise holidays, 7 tips by CLIA President
There’s no denying cruise sales can lead to big industry bucks, but it’s not necessarily the ‘easy sell’. Here are 7 key strategies for agents to stay ahead of the curve.
On a visit to attend Cruise360 in Sydney last week, CLIA President and CEO Cindy D’Aoust outlined tips for cruise accredited agents to get ahead in a competitive environment.
Stay Connected
The average age for cruise professionals in the US is 50 years and older, but in Australia it’s much lower, D’Aoust told Cruise360 delegates. “They didn’t grow up with social media, but you are. Be part of the conversation, you need to be engaged and show up in that community.”
Stay one step ahead
“Really think about your clients, what their milestones are, and suggest trips for future events,” such as key anniversaries, birthdays and so on, D’Aoust said. “Be creative and help them think forward and help them plan a bigger cruise than they’ve taken in the past.”
Create an itinerary for yourself
“You’re constantly creating itineraries for your clients, but what about your own business?” D’Aoust said. “Understand where your business is today and where you want it in 5 years time and make a plan to get there.”
Build a brand
“There’s no industry better at building a brand than the cruise industry,” D’Aoust said. “Do that for yourself. If you invest in yourself, you earn more, if you specialise, you earn more. But your customers need to know what you’re specialist for, river cruising, families and so on.”
Personalise
A cruise can be personalised to a single individual,” D’Aoust said. “That is part of your brand and what you will deliver to clients. Match what they are looking for in the experience with the product/cruise.”
Narrow the search
Don’t overwhelm clients with the top 10 destinations or cruise lines,” D’Aoust said. “Instead, know them (your clients) and know what they are looking for, and give them a choice of the top 3 from what you know about them. Simplify the process for them.”
Learn to Earn
Australian CLIA 2015 Cruise Award Winners
“Invest in yourself. Participate in your community, serve on boards and get accreditations. The more you know, the more value you bring to your customers.”
D’Aoust concluded saying agents should adhere to a “one voice, one industry” focus, as “together our voice is louder and stronger to promote the cruising industry”.
Email the Travel Weekly team at traveldesk@travelweekly.com.au
apt carnival Cindy D'Aoust clia cruise Cruise agents Cruise360 cruising Norwegian Cruise Lines royal caribbean scenic travel agentsLatest News
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