The 10 tips you need to turbocharge your river cruise sales
River cruise demand has quickly recovered, and trade enquiries are now at the same level as in 2019. With wave season on the horizon, Tom Morgan, head of trade UK & Ireland at river cruise specialist Riviera Travel, has shared the following guidance to support agent sales – and help take advantage of the healthy commission rates on offer.
1. River cruises are not one size fits all
Take the time to learn about all the different product and offerings that are out there. River cruise isn’t a ‘one size fits all’ and there are a range of lines, ships and itineraries to suit your customers. It’s vital to match your client to the right choice; whether they’re looking to spend a week relaxing, exploring or somewhere in between, you can always find an ideal sailing to suit them.
2. Money talks
Talk up everything that’s included in the price. A river cruise represents great value for money, and almost always comprises items such as flights, transfers and onboard meals. When you discuss the cost, make sure you compare like-with-like when it comes to city breaks and similar holidays, as the price your customers pay for a river cruise means their full holiday costs are almost always entirely covered.
3. Singles, get ready to mingle
River cruises are perfect for solo passengers. A number of departures are offered with no single supplement, for cabin categories across the ship. Riviera even offers a number of dedicated solo sailings every year. When on-board, there are multiple activities arranged for solos, such as daily meet-and-greets, dedicated excursions and tailored advice from the tour manager, who can advise on the best activities to enjoy both on and off the ship.
4. No chance to get bored
Remember, river cruise ships will have more facilities than you think. They generally have multiple dining options, and amenities including fitness suites, salons and lounge areas. Ships also have added extras, such as onboard bicycles to hire, to help make the most of guests’ time on land. Overall, there are fewer passengers than on an ocean cruise, with the same impressive facilities.
5. The ultimate city break
If you’re selling a river cruise for the first time, think of it as a step up from the city breaks you offer to the likes of Paris, Budapest, Vienna and Salzburg. A river holiday is a fantastic option and more than a match for anything available on land. You’re selling a destination as well as the ship, plus all the fantastic options that accompany it.
6. Swot up on rivers
It’s helpful to familiarise yourself with the main selling points between rivers. For instance, a Danube itinerary takes in several iconic cities, so the ship acts like a moving hotel. On the other hand, the Douro is ideal for relaxation and natural scenery, and watching the eye-catching sights float by. Meanwhile, the Seine is steeped in history and gives guests the opportunity to immerse themselves in the world of Joan of Arc and the D-Day landings.
7. A helping hand throughout
Most river cruise ships have a tour manager onboard, who is there to offer personalised information and advice to guests. They are fountains of knowledge on everything from destinations and history though to local logistics, and it’s always beneficial having them to hand. They can assist guests with organised and independent excursions, and will ensure nobody is ever left to wander around aimlessly!
8. Windows on the world
9. A younger demographic
10. Commission klaxon!
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Company number 08723341.
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