Cruise Execs Share Their Best Sales Tips with Agents
by杰西卡·蒙特瓦哥/
With nearly 100 new cruise ships on their way by 2023, the cruise industry has seen tremendous growth. As agents look to learn the latest and greatest of selling the robust array of cruise products available today, a panel of cruise executives offered up their best tips at the recent Cruise Planners Convention.
皇家加勒比海国际(Royal Caribbean International)的销售,贸易支持和服务高级副总裁Vicki Freed表示,出现的主要挑战不仅可能来自销售,而且还可以使客户忠诚。
Three out of five consumers book through another advisor than the one they first booked through, Freed said. Why? “The answer is not bad service, it is not pricing. They didn’t feel a connection with a travel advisor. This isn’t an everyday purchase. So, they either forgot who the travel advisor was, or they just didn’t feel a need or reason to stay loyal.”
With this in mind, Freed said it’s important to remember that email, while necessary to run your business, does not count as a conversation. “Email is not a relationship builder; it’s a monologue. A phone conversation is a dialogue; you always want to have the give-and-take, back-and-forth, whenever you have that opportunity.”
Other sales tips the cruise executives shared during the seminar include:
Find a partner with an Instagram presence
Camille Olivere, senior vice president of sales for Norwegian Cruise Line, advised finding a partner that has an established Instagram presence, especially because Millennials spend more time on that platform than on Facebook.
“他们可以为您做一系列帖子,如果他们在您预订的一个小组中有五个人,您可以让Instagram合作伙伴领导该小组,这可以是您的免费机舱。”长期合作伙伴关系。
Create human connection
弗里德(Freed)回应她的观点,建议给客户简单地感谢他们的业务。“当您在不出售任何东西的情况下致电客户时,您的客户会感到非常有价值和赞赏。即使未来的假期什么都没发生,您也确实与这些人建立了联系。”
您的网络是您的净资产
“这是关于您的影响力圈子的人,”荷兰美国销售副总裁伊娃·詹纳(Eva Jenner)说,他通过加入社区中的小组来建立网络。
“Look for groups within your community that you can join, that are low cost, so you can build your network of people you know, because as they know you’re a travel agent, they’ll come to you for advice, and that’s how you start building up your business.
促进社交媒体帖子
“社交媒体广告实际上是非常实惠的,我认为您可以赚钱的一种方法是增加帖子以吸引更多的受众,”嘉年华·克鲁斯(Carnival Cruise)销售和贸易营销副总裁阿道夫·佩雷斯(Adolfo Perez)说。
“Social media, to me, is not about selling. It’s about engaging your customers and sharing experiences you’ve had. And the more experiences you share, the more reliable and the more trusted you are by your clients.”
Churetity Cruises销售总监Michelle Homoky补充说:“ Facebook的伟大之处是情绪激动,旅行是一个情感决定。当您在Facebook上做广告时,图片价值一千个字。”她建议利用Facebook.com/business访问有关如何入门的教程。
“You have to be on it to be in the game, in this day and age.”