Earn More on Cruise: Tips From Super Sellers

The most successful cruise-selling agents look well beyond basic bookings to grow their bottom lines.

“It’s not all about bookings here,” said Vicky Garcia, Cruise Planners’ executive vice president of sales and marketing. Garcia was facilitating a session called “Power Panel: Super Users” at the recent Cruise Planners-American Express national conference in Hollywood, Fla.
 
Top-selling Cruise Planners agents on the panel shared their success tips with colleagues. Following are highlights.

Urge clients to stay longer
“Why not extend your trip and get your body used to the time zone? Have clients extend; it’s such an easy sale. You have a little bit more flexibility if you go a day before or after for a cruise. Sometimes you can go midweek and the flight will be a little less. This can be beneficial to them to go for a few days pre- or post- cruise.” – Monica Brown, ACC, MCC, owner, Cruzbugs Travel, Bradenton, Fla.

Target corporate groups
“Look at companies that have between 500 and 800 employees. These are the companies that may not have an in-house event planner, and they always have executive functions and sales meetings.” – Angela DeDomenico, MCC, owner, Cruise Planners, Boca Raton, Fla.

Team up at consumer shows
“Collaboration is so important. I could be [alone] in a 10×10 booth, or I could get a team of dedicated professionals to work together in one endeavor to get us to look bigger as a team. It’s collaborating to make more money. . . . Why do you want to collaborate [with competitors]? Because I wanted to have a bigger presence at shows I couldn’t afford myself. I think we learn from each other all the time – how we approach people and close the deal.” – Rick Carlson, ACC, co-owner, Cruise Planners, Boston

Book it all
“Why not book everything yourself, and get a [bigger] commission? On river cruises especially, rarely do I use the provided air unless it’s a really good deal. When you’re booking transcontinental airfare, it’s expensive, but costs more to insure, so you’re getting more commission.” – Joel Wilder, RN, MCC, owner, Set Sail Cruises, Debary, Fla.

Sell clients peace of mind . . .
“Insurance is such an important thing; it’s something I’ve always believed in for my clients. You need your client to enjoy their trip and not worry. . . . Seniors need insurance a bit more than other crowds. They understand things do happen, and will happen, whether you’re on a cruise or tour. I had someone in Mongolia who had to be evacuated out to Seoul Korea. It is an important thing to have.” – Monica Brown

. . . and protect your agency
“Clients can come back to you after their trip and ask why you didn’t push the issue [with travel insurance]. Always get some sort of documentation that they’ve declined insurance, because it can come back to bite you.” – Monica Brown

Show your price advantage
“I have people to call on pricing on group trips, as I’m sure we all do. I send [clients] to the website, where I copy-paste the current rate on the cruise line and my current rate, including taxes.” – Joel Wilder

Connect on Facebook
“You can put the cruise sheet link on your Facebook and have people book their trip right online.” – Angela DeDomenico