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Steps for closing cruise leads!
You can earn $$ closing the cruise leads! Just remember these potential clients are shoppers. They expect a great deal on the internet, but what they don't expect is great service from the internet!!
By offering both, you can and will close on these leads!
The leads are time sensitive, work them as soon as you receive them. We are sending them out to you as soon as possible. The leads come in throughout the day and night! When you receive a lead, try to stop and work the leads immediately. Each lead we receive is e-mailed to only 1 IC. Because these prospective clients are shoppers, we must be the first with the best fares and service!
Commission and Pricing
1) Get the best fare you can from the cruise line. Ask them to look up our agency number (512-259-7911) to check for specials just for our agency. Don't forget senior or past passenger fares! Ask them if this is the 'best' fare special they have.
2) Hold cabin space to lock in the cruise fares. (Use fake passenger names, if necessary.)
3) Figure your commission amount and your discount amount.
4) Set your fare, leaving yourself a reasonable profit. This decision is yours!
Figure your per person fare and the total cabin fare and see which is more appealing.
For instance $1199 sounds better than $1237 per person, only a $38 ($72 per cabin) discount.
On a per person fare of $1279, instead of deducting $80 ($160 per cabin) to bring it down to $1199, you may bring the total cabin fare of $2558 ($1279 x 2) down to only $2499. Thus deducting only $59 per cabin and offering the client the total cabin fare, instead of a per person fare.
As you do this more and more you will quickly
realized which is the best way to present your fares to your clients.
5)
Try to offer an all inclusive price and only breakdown the fare for them
if they request it. Tell them....our per person fare for this 7 day cruise,
including all port charges, taxes, transfers & air is only......
6)
Offer your best deal first! You may only get one chance. Shoppers will book
the best special they are offered. You want the best special to come from
you!
7) Cabin gifts and extras for special occasions is optional. Though you can offer a special cake in the dining room for birthdays and anniversaries as many cruise lines will do this for free!
8) Weekends and evenings are productive times to make client contacts and follow ups.
9) Do not worry about increased overhead due to long distance bills. One sale can more than cover long distance phone expenses. Your phone and e-mail are the lifelines of your business.
10)
Short cruises do sell and can add up. Last minute sailings and honeymoons
are great since they must make a decision quickly.
Contacting the Client
A. Call first with your most professional,
friendly voice!
B.
Voice mail- leave your name, phone number and fares.
C. Email- leave your name,
phone number and fares with your most professional writing skills. *Highlighting
the price by making it 'bold' catches your clients eye.
D.
When you reach the client introduce yourself, let them know you received
their cruise request so they know that this is not a typical 'sales call'
but a response to 'their' inquiry. Tell them you found a 'great special'
for them. Remember to list everything your fare includes: ie. air, port
charges, taxes. etc. then give them one fare. Do not break down your fares
unless they ask.
E.
Let them know about your website, if you don't have one yet, list ours.
A website is your business card on-line!
Persistence Pay$!
A. Follow up after the voice mails, emails or calls that are not
returned.
B. Working
through 10 leads and selling 1 will still more than cover your expenses
and the $$$ will add up quite nicely!
C. Be
flexible with yourself and with your clients.
$uccess comes with practice & patience!
Good Luck!!