How to Sell More River Cruises

Debbie Muir, manager of Inverness, Fla.-based Tally Ho Vacations, increased her river cruise business by 30% in the past year – even though her clients are primarily seniors who like to take advantage of last-minute ocean cruise deals.


• Hold frequent seminars at club houses or country clubs and always include a river cruise representative.

• Schedule individual appointments between clients and cruise reps. Remember, river cruising is more complicated than ocean cruising, so the one-on-one is important.

• Send out regular newsletters and e-blasts with the latest river cruise specials.

• Make sure you spend at least an hour with clients when booking a river cruise. “It’s not an inexpensive product. You have to go over everything carefully. I follow up by sending DVDs and other materials to make sure they understand what they’re getting,” said Muir.

• Know the key differences between lines. This applies to more than ships and itineraries. Transfer policies are among the important distinctions.

• Know which ocean cruise lines your clients favor, as this will provide the best gauge for determining which river cruise line they’ll like.

• If clients balk at river cruise per diems, remind them that all-inclusive pricing means they won’t pay for shore excursions, wi-fi, alcohol or soft drinks. That can even out their bottom line costs.

• Explain that the smaller size of river cruise ships is more conducive to camaraderie. “I can’t tell you how often my clients make good friends on river cruise vessels. They come back and want to book another cruise with the couples they’ve just met,” Muir said.

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