blog post

Adolfo Perez, VP of Worldwide Reservation Sales for Carnival Cruise Lines kicked off the morning with tips on how agents can make more money without spending a dime. 

Adolfo’s message resonated the sentiments of many speakers from the first day of the conference by stressing the importance of having a strong customer contact strategy. His tips include:
•       Put as much effort into contacting your clients after they book as you do before they book.
•       Keep them excited throughout the post-booking phase.
•       When they return from their cruises, call and ask how their vacation went.
•       Ask them to send their favorite photo from their cruse. Three to four months later, make a postcard out of the photo and send it back to them with the message, “Remember when you were having such a great time? Isn’t it time to book your next cruise?”

It’s also imperative for agents to “think outside the cruise box.” Consider the following:
•       Cruising is the best value right now; you may be able to convert someone who typically takes land-based vacations.
•       Carnival’s home part strategy has put ships in people’s back yards which drastically reduces overall costs for travelers within driving distance of cities like New York, Baltimore and Charleston, SC.
•       People want instant gratification; use automation when you can.
•       Stop wasting your time – don’t hold cruises for your clients. It gives them more time to shop around Be confident about asking for a credit card and non-refundable deposit.

Though many clients call in saying they want the “cheapest” price, what most people really want is the best value. Understand what they really want out of a vacation and help design a package that is chock-full of value. And never miss an opportunity to up-sell with products like land packages and travel insurance. Finally, don’t be afraid to charge a service fee. You’re worth it!

- Ashley N.