Avoid the Shoppers: How To Qualify Cruise Clients

When someone reaches out for a cruise quote, many agents send a quote request form and issue a quote.

They skip a step in between: qualifying questions.

Even though a form can ask questions, there is something about live chatting about a destination that allows you to quote more effectively. 

When qualifying a new client for a cruise, first ask them why they are choosing this trip. This prompts them to then think if others would like to join them. If they are celebrating an anniversary, wouldn’t it be fun for the whole family to go? 

Some clients come knowing the exact cruise they want to book. Others have no idea what the options are.

To get them to narrow down the itinerary options, ask questions like:

• Do you want to explore cities on rivers in Europe or ports of call near oceans?
• Do you want to go from island to island in the Caribbean or Bahamas?
• What city would be best to leave from?

Once they know where they want to go, then you have to get them matched to the correct ship.

Some questions you can ask are:

• Is it about the destinations on the itinerary or the ship itself?
• Would you like to have activities available?
• Would you like to have a ship with rock walls, water slides and mini golf?

Now, you have the itinerary and ship. The next thing the client needs is to select a stateroom category. Explain the room location and the ship layout so people understand what you are quoting them.

For example: Do you want to be close to the elevator? Close to the pool deck? Close to dining? Is there anything you want to avoid being close to?

Then, for room selection, walk them through the options:

• Would you like to spend less money, but have no window in your room?
• Would you pay a little more to have a window or a balcony?
• Are you looking for a suite that has… (list the jaw-dropping features)

The qualifying process allows you to issue a quote that they understand and will be ready to book because they have invested time answering your questions (either on the phone or by text/email).

If they don’t set up a call or reply to your emails, then they were shoppers, and I do not want you to waste your time on creating a quote that will never book.