Visiting La Sagrada Familia
and other Gaudi masterpieces will fill your days in BCN. Don't miss them!
The perfect table for a
lunch break from our Bosphorous day cruise - only doable if you stay extra
nights in IST.
Pre/post stays allow you to
see and feel the port city at night - on the bustling Damrak in AMS.
Of course, sampling local cuisine is one of the joys
of extended stays - me and my sardines in ATH.
As a
cruise seller, do you make it a habit to always offer your clients a pre and
post stay?
These
days the biggest reason for a pre-cruise stay is so clients don't miss the ship
in case of flight or weather delays. Since airfare is usually arranged
independently, building in an extra day at the embarkation port is essential.A
pre-cruise stay also gives travellers a break in their journey, especially if
the embarkation point requires a long flight from home. An overnight stay
allows a breather after the flight and an opportunity to adjust to the new time
zone.
But
beyond these logistical reasons, travel agents should be recommending an add-on
stay to further enhance the client's experience and of course to make more
profit!
With
vibrant embarkation ports such as Miami and Rio, historical centres such as
Rome and Athens, and tropical oases such as Dubai and Papeete, how can clients
travel all the way there, only to immediately leave again? Yet many do.
There
could be many reasons why this happens. Maybe the cruise is already at the top
end of the client's budget. Or sometimes the assumption is made that the client
isn't interested in land because they did not ask for it.
During
the sales process, I highly encourage agents to include pre and post cruise
stays as a part of every conversation. Just because a client has a budget does
not mean they won't go over it if there is a valid reason. Many clients may not
ask about a land extension because it hadn't cross their mind. But if they are
presented the package as a way to enhance their experience, where they are shown
the added value and the emotional appeal, you might be able to convince them.
Don't
let your clients get onboard their cruise, jet-lagged and weary, only to meet
people who rave about their pre-cruise stay and bragging about their upcoming
post-cruise tour. Not only did your clients miss out, you did too.
Packaging
a pre and post cruise stay is a great opportunity to increase your margins.
Work with your favourite supplier who can provide commissionable hotels and
tours, or net rates for you to mark up. Bundled packages are attractive to
clients because they represent convenience and inclusiveness.
And if
they truly cannot commit to the extra time and budget, then you have done your
job and there is always next time. At least now you have planted the seed, and
on their next cruise they will be more open to the idea.
I have
had so many amazing moments on my own pre and post cruise stays - exploring the
the Plaka district in Athens where I ate sardines and moussaka; making friends
with the resident cats as I roamed the opulent Topkapi Palace in Istanbul;
pondering the Mona Lisa and sipping champagne on top of the Eiffel Tower in
Paris. Yes they all cost extra time and money, but each was priceless to me. I
must thank my wonderful travel agent for suggesting these - oh ya, that would
be me.
So on
your next cruise inquiry, be sure to offer up the pre and post stay, and
everyone will come out a winner.
Ming Tappin is a cruise veteran with over 20 years’ experience in the
industry and has sailed on 36 cruises and counting. Based in Vancouver, Ming is
Owner of
Your Cruise Coach Consulting.
