Jacqui Ridler, cruise specialist homeworker with Future Travel, gives her five top tips for organising a visit that will build contacts and impress customers.
Invite the right customers
The cruise line will give you an allocation, so don’t waste it. You know your customers’ history and there is no point inviting people on a large family ship if they always cruise on small, adult-only ships. You don’t want negative comments during the visit.
Make sure they are there to look at the ship
I organise free car parking but no other expenses. If they live too far away for a day visit I book them in to a local hotel – at their expense – and tell them all the things they can do near the port, suggesting they make a couple of days of it.
I offer on board credit and high street vouchers if they make a booking that will cover extra expenses. I also tell them that there will be a £25 per person cancellation charge if they change their mind.
Keep in touch with them
Always call a few days before the visit to check they have their boarding documents and car park voucher, and also to remind them to take their identification.
Arrange to meet in the cruise terminal: this is a great chance to point out some of the fabulous features the ship has, and it will help to build up the excitement.
Know the ship
If you haven’t been on-board yourself, study the deck plan and learn the names of the bars etc. There will be a guide taking you round but your customers will direct their questions to you, so personal knowledge is vital.
Build other customer relations
Start inviting people who you think live too far away or might not be able to come – many will be impressed by the invitation, which makes them feel very special. When I made the calls for my last ship visit, I had some people who couldn’t come but asked for quotes for their next cruise.
I even made a booking for a customer who couldn’t make the ship visit and had never cruised with that line before, but he loved the sound of the ship that we were visiting so much that he booked!
Jacqui Ridler is a cruise specialist homeworker with Future Travel
