There are significant developments in the cruise industry that present burgeoning sales and profit-based opportunities for savvy travel sellers. The order book is filled with new and interesting ships being introduced over the next 5 years, there is rapid expansion of ships and itineraries to exotic, soft adventure and enrichment focused destinations and ship configurations that continues to provide upsell opportunities to customers and prospects.
Critical to taking advantage of all this development is the ability to leverage relationships and loyalty with both preferred suppliers and customers. I have written numerous articles and co-authored a book focusing on “Clients for Life”, and always start with the three R’s;
Recognition, Referrals & Rewards:
Relationships with preferred suppliers is more of a 2-way street and is very much about how much favor and leverage you can develop;
The most successful companies excel at developing relationships and loyalty with customers, particularly with distribution partners/preferred suppliers and eventual consumer purchasers. And it is critical that this approach is an instinct to you and all members of your team. Every single contact is a judged experience, no matter the size of the company. While we usually think about this in terms of big companies, there is a small grocery chain, Stew Leonard, based in the northeast, that qualifies as a top service provider in Forbes and Fortune magazine rankings. Use this example as motivation to enhance your relationships with customers and travel partners to elevate your sales.