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VOLUME 43 • SEPTEMBER 2015 |
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A Legacy of Loyalty
The Power of Keeping In Touch
Happy September, travel partners!
All this month, we're celebrating "A Legacy of Loyalty" here at Royal Caribbean — a testament to the enduring relationship we share with you. At the heart of that relationship is our goal to always keep you informed and at the forefront of everything we do. Communication is central to any good partnership. The importance of keeping in touch cannot be overstated; but sometimes it helps to learn from a tangible example.
Recently, I came across such a story when I met up with Uf Tukel, co-president and founder of WMPH Vacations, at the Signature Travel Network conference. As part of a client outreach initiative, his agency contacted 3,000 clients who had booked a cruise through their AlaskaCruises.com brand within the past three years, but then dropped off the radar. The goal was to reintroduce the agency, thank the clients for their past Alaska cruise and remind them they sell cruises to other destinations, not just Alaska. The result? Uf learned that nearly 20% of the past clients they were able to reach actually did book another cruise later on — but with another agency or direct. The reason was disarmingly simple: they did not know the agency sold cruises to places other than Alaska. In this case, the specialization implied in their name (AlaskaCruises.com) created a challenge that could have been overcome if the agency had followed up sooner with information about their other offerings.
Luckily for Uf, a good portion of the past clients were actively looking for another cruise, so this outreach effort caught them just in time, bringing those clients back to their WMPH agents for service. The lesson is clear: all the marketing in the world can't replace the simple power of an ongoing conversation stream with your clients. It's up to you to keep in touch, show interest in their lives and never presume they know exactly what you have to offer. When they're ready to plan that next vacation, they'll book with the first agent that comes to mind. Make sure it's you!
Warm selling wishes,
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| P.S. If you agree that no one looks after your success like Royal Caribbean, please make sure to vote for us in the Travel Weekly Readers Choice Awards this month for Best Sales & Service. Thank you for everything you do! |
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PINS & POSTS Vicki's picks from around the web |
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Our biggest adventure yet
debuts in Europe for summer 2016 |
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Anthem of the Seas® is almost here.
Get ready today. |
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Buy One get One 50% Off
+ Free Gratuities |
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Please note that some companies and products mentioned in Vicki's Spotlight are provided as examples only and their inclusion does not mean, and should not be construed as, a promotion or endorsement of that company, or any products or services offered by that company, by Royal Caribbean Cruises Ltd.
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©2015 Royal Caribbean Cruises Ltd. Ships' registry: The Bahamas.
*Brilliance of the Seas® is operated by RCL (UK) Ltd., a subsidiary of Royal Caribbean Cruises Ltd. • 15046551
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