How to curate a personalized selection of cruise itineraries for client proposals

Enjoy a free replay of this webinar! You can skip around to various parts of the session: 

00:03:55 If you could only sail on one cruise line for the rest of your life, which would you pick?

00:04:55 Why you should sell cruises

00:07:53 Talk big picture – what are the “behind the scenes” things and details you are looking for right away when booking a cruise?

00:11:19 Different ways to qualify a client that aren’t just their budget

00:15:35 Do you have questions you ask clients to dig into the “psychographics” that can help travel advisors dig deeper into the clients’ expectations?

00:20:44 What’s the next step to help clients narrow down their choice from the short list you present them?

00:25:42 What are some data points to help specific clients narrow down their choices?

00:31:34 How to develop product knowledge and gain a sense of the cruises you are selling

00:32:35 How important are site inspections of cruise ships?

00:39:52 What are expedition trips and how do they differ from cruises?

00:45:09 What do you include in your proposals (how many options, what cruise lines) and how do you present proposals?

00:49:52 Should you charge fees for your cruise planning services?

00:54:35 Exercise: compare and contrast two different cruise options for a hypothetical proposal

00:55:18 Celebrity Cruises vs. Princess Cruises

00:57:00 Ama River Cruises vs. Viking Cruises

1:05:12 The best way to start off booking cruises (online vs. calling the sales line)

1:05:55 How to utilize The Hive to search for and learn about various cruise options

1:07:02 How to do a search for cruises

1:12:01 How to share feedback and see what other travel advisors say about various cruise ships and lines

1:17:43 How to utilize the notes feature to organize and store all your notes, as well as collaborate closely with other travel advisors

Curating a Personalized Selection of Cruise Itineraries for Client Proposals: Key Strategies for Travel Advisors

So you want to sell cruises? *(Or, you’re already selling them, but want to up-level your strategies.)

Crafting tailored cruise itineraries for clients can be a lucrative, exciting, and fulfilling niche in the travel industry…and it presents its own unique challenges. But when done right, you can showcase your expertise, build trust with your clients, and help them create lasting memories, no matter where the seas take them.

One of the most important things to remember in selling cruises is that clients want to see that you’re genuinely designing a personalized cruise experience just for them, rather than offering a cookie-cutter package.

But with the constantly evolving cruise industry and so many options to choose from, it can be tough to recommend itineraries that impress every time.

Plus, travel advisors haven’t always had the best tools to support in curating these experiences. Relying on outdated information or wading through endless reviews doesn’t cut it anymore.

Whether you're a seasoned pro or new to the cruising game, the strategies we covered in this webinar can streamline and enhance your approach to curating cruise itineraries.

Understanding Client Needs: The Foundation of Personalization

As with any travel planning, understanding your clients on deeper levels is the starting point for delivering a personalized experience. It doesn’t always cut it to look at basic demographics (family with children, retirees, honeymooners). Look a level deeper at the psychographics of your clients.

Are you working with a family looking for the perfect summer getaway, but they have a 2-year old? Not all cruise lines accommodate all ages. Or perhaps a young couple seeking a romantic escape? You can’t always find these statistics, but some cruising experiences attract specific age groups. Each type of client will have different expectations, and meeting those expectations is crucial.

By asking the right questions and diving deep into what your clients envision for their trip—from their must-see sights to their packing preferences—you can tailor cruise options that truly resonate with them.

The Crucial Role of Product Knowledge in Selling Cruises

In the competitive world of luxury travel, deep product knowledge is essential for effectively selling cruises. And while with other suppliers like hotels, conducting onsite inspections is often the best way to gain robust knowledge about the property, cruises are different.

Most cruise lines offer online training courses to help travel advisors gain insider knowledge about the ships and industry, and those are often the most efficient and helpful approaches to gaining product knowledge.

And while conducting site inspections can be another way to get a feel for various ships, a must-do for any cruise planner is to actually go on a cruise. That first-hand experience will give you the insider knowledge you need to put yourself in your clients’ shoes.

Enhancing Your Proposal with The Hive

Curating personalized cruise itineraries also means having the right tools at your disposal. The Hive is an invaluable resource for travel advisors, offering a complex search feature, note-taking and storage with tagging, and collaboration with other travel advisors.

With The Hive, you can filter searches by ship type, destination, and even niche categories like family-friendly or wellness-focused cruises. This makes it easier than ever to craft detailed, personalized proposals that align with your clients' desires.

Plus, The Hive’s notes feature allows you to store and share information among colleagues, enhancing collaboration and ensuring you’re always equipped with the most up-to-date insights.

The insights shared in this webinar underscore the potential for success in the cruising business, paving the way for profitable and satisfying client experiences.
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