Travel Agent - September 24, 2007 - (Page 20)

Cover Story Continued from page 19 or e-mail that says, “Hey are you looking to make plans for a getaway before the end of the year?” Those who sailed in the fourth quarter two or three years ago might bite. 10. Put Emphasis on the Customer: Susan Helfrich, director of Cruise Events in Richboro, PA, collects tons of business cards, and always does immediate followup that focuses on such personal topics as the contact’s family or business. “The secret is that it’s always about ‘them,’” says Helfrich, who specializes in groups. She doesn’t immediately push a vacation, but the subliminal sales pitch is in the background of the conversation. “People want to work with those who Coming Soon (as in, a CLIA Classroom Training seminar is coming soon to a city near you.) Little Rock . . . . . . . . . . . .Oct 09 Arizona T Tucson . . . . . . . . . . . . . .Dec 18 Phoenix . . . . . . . . . . . . . .Dec 20 California Sacramento . . . . . . . . . . .Oct 30 Walnut Creek/Concord .Nov 01 San Diego . . . . . . . . . . . . .Nov 06 Irvine . . . . . . . . . . . . . . . .Nov 08 Woodland Hills . . . . . . . .Nov 13 Los Angeles (APO) . . . . .Nov 15 Riverside . . . . . . . . . . . . .Nov 27 San Jose . . . . . . . . . . . . .Dec 04 Oakland . . . . . . . . . . . . .Dec 11 San Francisco (DTWN) .Dec 13 Colorado Denver . . . . . . . . . . . . . .Nov 27 Connecticut Hartford . . . . . . . . . . . . . .Oct 02 New Haven . . . . . . . . . . .Oct 04 Florida Fort Myers . . . . . . . . . . . .Oct 23 Tampa . . . . . . . . . . . . . . .Oct 25 Kissimmee . . . . . . . . . . .Oct 30 Ft. Lauderdale/Dania Beach Nov 1 r Georgia Atlanta/ Roswell . . . . . . .Dec 06 Indiana Indianapolis . . . . . . . . . . .Nov 15 Maine Lowell . . . . . . . . . . . . . . .Oct 09 Maryland Baltimore . . . . . . . . . . . .Dec 18 Michigan Dearborn . . . . . . . . . . . .Oct 30 Detroit/Romulus . . . . . . .Nov 01 North Carolina Charlotte . . . . . . . . . . . .Dec 04 New Jersey Newark . . . . . . . . . . . . . .Oct 16 Cherry Hill . . . . . . . . . . .Dec 13 Nevada Las Vegas . . . . . . . . . . . . .Oct 02 Reno . . . . . . . . . . . . . . . . .Oct 04 New York New York City . . . . . . . . .Oct 18 White Plains . . . . . . . . . .Nov 13 Ronkonkoma . . . . . . . . . .Nov 15 nk Ohio Cleveland/Beachwood . . .Nov 06 Columbus . . . . . . . . . . . .Nov 08 Cincinnati . . . . . . . . . . . . .Nov 13 Oklahoma Oklahoma City . . . . . . . .Oct 16 Tulsa . . . . . . . . . . . . . . . .Oct 18 Oregon Portland (APO) . . . . . . . .Oct 23 Eugene . . . . . . . . . . . . . . .Dec 04 Beaverton . . . . . . . . . . . .Dec 06 Pennsylvania Allentown . . . . . . . . . . . .Dec 11 Rhode Island Providence . . . . . . . . . . . .Oct 11 Texas Galveston . . . . . . . . . . . . .Oct 09 Houston-Galleria . . . . . . .Oct 11 Dallas (APO)/Irving . . . . .Dec 11 Austin . . . . . . . . . . . . . . . .Dec 13 Utah Salt Lake City . . . . . . . . . .Nov 29 Virginia Arlington . . . . . . . . . . . . .Dec 20 Washington Spokane . . . . . . . . . . . . .Oct 25 Olympia . . . . . . . . . . . . .Dec 18 Seattle/Bellevue . . . . . . . .Dec 20 to contact “I’m goingclient lists my current and ask them to refer me to their friends. —SABINE HARRIS ” We’re bringing the knowledge to you, with 40 cities on the CLIA Classroom Training seminar schedule for the 3rd Quarter of 2007. CLIA’s Classroom Training seminars earn you credits towards your CLIA Certification. And, our Certified Cruise Counsellors claim that certification increased their sales productivity by 261%. The more you know, the more you sell and the more you earn! To learn more about CLIA’s classroom training, visit www.cruising.org or call 754-224-2200. they like, those who care about them and their lives, not those who simply just want to sell them a vacation and move on to the next one,” says Helfrich. Ask yourself: Who did I meet this summer? Get out their business cards. Send them a personal note or e-mail. Ask about their family or how their summer went, then talk about an upcoming community program. Also be diligent about pitching themed cruises when you find out a client has a passion for a hobby. Yes, it’s all about them, but the right match-up could garner you revenue. For example, culinary fans might consider the 12-day Seabourn Cruise Line “Colonial Harvest” sailing on October 19 from Gloucester, MA, to Nassau, the Bahamas; it’s themed as the “Great American Food & Wine Festival,” with pricing from $4,883 per person, a 50 percent savings. 11. Ask for Help: Consider cruise line inside sales, district sales or business development managers as an extension of your sales force. Ask them what they’d suggest for enhancing your revenue. Take advantage of DSM-developed cruise nights. “There is a lot of opportunity,” notes Smith. “You just need to focus on it.” 12. Know Your Stuff: Sign up today for cruise line, CLIA or other agency organizations’ 24/7 online training. This type of training is both full-bodied and user friendly. You take it on your own schedContinued on page 22 20 TravelAgent September 24, 2007 http://www.cruising.org http://www.cruising.org

Table of Contents Feed for the Digital Edition of Travel Agent - September 24, 2007

Contents Editor's Letter News You Can Use Agenda: Fam Trips, Calendar of Events, Deal of the Week Cover Story - Down the Stretch: Ramping Up 2007 Sales Central & South America: Anthony’s Key Resort, Roatan, Honduras Florida: Hotel Packages for Cruise-Bound Travelers Cruises: A Tale of Two Lines Agent Exchange Classified Marketplace Luxury Travel Expo Update Advertisers’ Information People & Places

Travel Agent - September 24, 2007

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