Polar Potential: Identifying Clients Fit for the Polar Regions

What type of person plans a journey to the North or South Pole? Does their profile read, “Enjoys long walks on the ice”? While it might not be quite that obvious, it’s also not impossible to identify clients who have potential interest in the polar regions. Here are a few tips to help you and your agency target clients destined for the poles.

Look at age (and travel experience)
Traveling to the literal ends of the earth is a memorable experience for anyone, but due to its extreme nature it’s a trip that is often reserved by most for the “one day” list. Clients are much more likely to have traveled extensively — exploring Europe, crisscrossing Asia or Africa on safari — before setting foot in the Arctic or the White Continent of Antarctica.

Because of that natural progression, look for clients on the early side of retirement who are well traveled. Due to the active nature of polar tours, it’s unlikely to see too many octogenarians and above (unless they are in extremely fit shape); these expeditions skew in the 40-70 age range.

Another demographic to keep in mind is high-income 40-somethings who might have previously booked adventurous vacation packages. Apart from these travelers seeking new frontiers, be on the lookout to embrace the escapists, or middle-aged couples looking to “get away from it all.” What better place to escape the doldrums of everyday life than the splendid isolation of the Artic and Antarctic regions from the comfort of a cruise ship?

Adventure begets more adventure
An expedition-style cruise in the Galapagos, a cycling tour through Tuscany, a trek through the Amazon; once a client has embarked on an experiential voyage, they will likely want to see more of the world this way. A great candidate for a booking to South Georgia or Svalbard is someone who has at least a brief history of adventurous travel. Be on the lookout for clients who have “been there, done that” with Alaska, Sea of Cortez, the Kimberley in Australia, and other destinations well known for having an exploratory edge. An obvious referral is the North Pole to a client who has already seen the South Pole and vice versa.

An integral part of any expedition sailing are the excursions that take place off the ship, whether you’re anchored or on a shore landing. It’s important to emphasize to your clients the value in all of the offerings available to truly immerse in your destination. Quark Expeditions is a leader in these off-ship adventures, with opportunities to kayak, hike, paddle, stand-up paddleboard, join a birdwatching or photography expedition or gain a bird’s-eye view by twin-engine helicopter. Passengers on Quark’s Ultramarine have two helicopters at their disposal, for even more high-octane excursions like heli trekking.

It’s possible they’ve never cruised
The Arctic (and especially Antarctica) can be challenging to reach. Flightseeing in Antarctica has grown in recent years, but for many it remains cost prohibitive. The primary option to really explore these icy regions is a ship designed for that purpose, like Quark Expeditions’ Ultramarine. (A leader in heli adventures in the polar regions, Quark offers the option to flightsee by chopper onboard Ultramarine.)

It’s important to emphasize that expedition ships that ply polar waters are unlike the mega-ships that are advertised for families in the Caribbean. If visions of overly crowded ship buffets and kids careening down waterslides had clients previously turned off the idea of cruising, an expedition-style cruise is the antithesis. It’s entirely possible that your ideal client for a polar expedition cruise is someone who isn’t an avid cruiser.

They like to learn
Rarely does someone invest so much time and money to travel to a far-off place like Greenland and not want to learn a thing or two while they’re there. An ideal candidate for the polar regions shows routine interest in wildlife and cultural immersion. They’re not opposed to informative lectures as the primary form of entertainment for the duration of their trip. 

Onboard Quark, guests can attend expert-led presentations on topics from glaciers to penguins that further enhance their polar journey. While the crew varies from sailing to sailing, passengers can expect to sail with academics like marine biologists or ornithologists who host daily briefings and enrichment.

These clients are likely to have some higher education; they’re seeking knowledge about their surroundings, not just along for the ride. And like the rest of us, they are probably eager to see a polar bear (your best bet is the Canadian High Arctic).

From the Sponsor
Fulfill your clients’ wildest dreams and embark on a bucket-list expedition to the Arctic or Antarctic with the best team in the industry. Aboard our game-changing ship Ultramarine —with its two helicopters and 20 Zodiacs — your clients can explore remote regions that others only dream of. Set foot on the 7th Continent of Antarctica or be one of the few to cross the Antarctic Circle. Helicopter flightsee over the Greenland Ice Sheet, Zodiac cruise the fjords of Patagonia or photograph polar bears, penguins and other wildlife. Let your clients choose their adventure — we’ll do the rest!

Quark Expeditions is your trusted partner in small–ship polar exploration. With over 30 years of experience specializing exclusively in Arctic and Antarctic adventures, we have everything you need to be successful selling polar travel. Our Partner Portal is a veritable one-stop shop, providing travel advisors with all the tools, resources and supports necessary to help them fulfill their clients’ travel goals. Travel advisors can quickly and easily access training resources, marketing materials, advisor incentives, expedition and season brochures, the latest news and expert tips on how to sell Quark Expeditions’ portfolio of innovative polar itineraries. Sign up today: https://www.quarkexpeditions.com/partners