Presenting the Cruise Quote

Your clients are ready to cruise, and now it's time to quote them. What's your strategy in your offer presentation?

I have heard many agents start with the least expensive inside cabin. But why start at the bottom? Car salespeople don't start by offering manual transmission. Realtors don't show off the least desirable properties first. Neither should you when it comes to quoting cruises.

It is human nature to fear rejection, especially in sales; so perhaps we feel we should offer the lowest price so that the client doesn't walk away because it is too expensive.

"I won't be in my cabin very much, so I don't need to pay more for something better." You might hear this reasoning very often. But sometimes clients say this based on assumption. If they had a nicer cabin, they probably would stay in it a little longer! So acknowledge their rationale, but then take the time to show them the differences.

Although inside cabins are very comfortable, there is no natural light and can be very claustrophobic. It also is the worst type of cabin to be in during rough seas, because the brain cannot make sense of the motion being felt, since there is no visual reference of anything moving in the room.

An oceanview cabin has a large picture window which lets in natural night. It makes a huge difference to be able to see what kind of day it is outside, to see the passing scenery or a view of the port. On some ships, the lowest oceanview category may have obstructed views, but sometimes they are sold at the same price as inside cabins. So offer these cabins, as clients can at least experience having a window, and they will most likely want the full oceanview next time.

Booking your clients in a balcony cabin should always be your goal every time. Floor to ceiling windows, fresh air and private sitting area are all great features of a balcony, but remember to play up the benefits - a quiet retreat to read a book, a peaceful respite from the busy deck, the perfect setting to enjoy room service breakfast or a nightcap under the stars. These are elements of relaxation and indulgence that your clients are looking for when booking a vacation. So paint that picture and show them how it is possible with a balcony cabin.

Once a client has sailed in a balcony, they will not book anything lower. And there is also a higher chance for them to upgrade to a suite in the future. And that's a better experience for them, and a bigger booking for you.