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If the range of cruises out there seems mind-boggling, you are not alone. Abigail Healy tracks down expert cruise sellers to share stories of how they found first timers their ideal match
It’s no secret that taking the time to match your client to the right cruise is the recipe for success – and repeat bookings – but with a huge choice out there it can be overwhelming, particularly for those new to selling the sector. From first-time cruisers to multi-generational groups of more than 20 travellers, we speak to some of the UK’s foremost cruise experts for some real-life inspiration on how they found their clients the perfect cruise.
Iglu agent Derek Bartle matched a young couple, first-time cruisers in their 20s, to a Virgin Voyages sailing in Greece. Initially the pair were unsure of exactly what they wanted, though drinks were important – it should be “fun and hot” – and they wanted a package including flights and a hotel.
Bartle suggested a Virgin Voyages cruise from Athens on Resilient Lady. He explained the benefits of the line, from inclusive essential drinks to complimentary speciality dining. The couple asked Bartle to arrange flights, private transfers, and a four-star hotel stay in Athens before the trip.
Their holiday was booked by the time the call was complete and they were impressed Bartle could arrange the whole package end to end.
On their return the pair called to book another cruise and are now regular cruisers, booking two to three cruises with Bartle every year. Most recently, they tried Marella and their latest cruise is on Iona with P&O Cruises.
BOOK IT: Iglu’s’ nine-night Greek Island Glow from Athens with Stay with Virgin Voyages starts from £1,899pp and departs on 12 September 2025.
A family of four with children aged six and 18 had a budget of £10,000 for a New Year Caribbean cruise. It had to be between seven and nine nights and needed enough to entertain both children. They were happy to share a cabin but ideally wanted two and they really wanted a balcony.
Laura Straker, a cruise specialist at Cruise Direct, knew Royal Caribbean had Odyssey of the Seas sailing from New York to the Caribbean at amazing prices compared to many cruises leaving from Miami or Fort Lauderdale.
New York City had always been on the clients’ bucket list, especially at Christmas, but they had never thought of combining this with a cruise. So Straker added two nights in the city at the beginning of the trip. She found two interconnecting balcony cabins meaning the family had two bathrooms and could walk freely between the rooms but also close them for privacy.
The trip was perfect. It was less than £10,000 for all of them, ticked off two bucket-list destinations and there was plenty to entertain everyone.
BOOK IT: Royal Caribbean’s seven-night Perfect Day Bahamas Holiday departs on 29 December 2024 and starts from £1,471pp.
A couple visited Barrhead Travel in Aberdeen asking for a city break to Amsterdam or Norway. They wanted to fly direct from Aberdeen.
Consultant Lauren Candlish looked at city breaks to both destinations but they weren’t quite right. Then branch manager Lisa Kemp chipped in, telling the client about a Manager’s Special with AmaWaterways. She asked if they had thought about cruising and they said they didn’t think it was for them. Kemp highlighted a sailing from Amsterdam with direct Aberdeen flights including an upgrade to a balcony suite.
As she talked them through all the inclusions such as food, drinks with meals and all excursions, the customers were impressed. They hadn’t realised the value a river cruise could offer and how great it would be to see more than one city. They booked there and then for August 2024.
Since then the pair have booked a cruise to the Norwegian fjords, and Kemp is convinced they’ll be regular cruise customers now.
BOOK IT: The seven-night Best of Holland and Belgium cruise starts from £4,422pp in a balcony suite and includes flights, departing August 2025.
A mother in her 60s and her son, in his early 30s, were keen cruisers and regular bookers at Hays’ Swinton branch. They came in asking about a river cruise on the Mississippi. She was a huge Elvis Presley fan and they had visited the region in winter previously to go to Memphis.
They said they were keen to return when it was more lively and experience another part of the river. They had previously cruised with another line but had found it a bit too formal and wanted something more laid-back, but still with high standards.
Travel consultant Branigan Smith found the customers a perfect Viking cruise sailing from St Pauls, Minnesota to New Orleans in July 2025. He booked them a cabin with a veranda and he was able to get direct Manchester flights, which was a huge plus for the client. The booking totalled an impressive £23,000, as they had an extra night in St Pauls prior to the cruise.
BOOK IT: The 15-night America’s Great River cruise with Viking starts from £23,390 for two people sharing a veranda suite with Manchester flights, departing 5 July 2025.
When a couple came into Bolsover Cruise Club’s Cruise Bureau wanting a trip for their family, cruise expert Nicola Sharp was on the case.
The pair were keen to find a trip in October to enjoy some quality time exploring new places with their children and grandchildren – all in their late teens. The group totalled more than 20 passengers, and the couple were particularly keen to try a river cruise.
Sharp found a Riviera cruise on the Rhine with direct flights to Cologne and a great offer for solo passengers meaning the teenagers could all have their own cabins. The itinerary included exploring the Rhine’s historic cities and the half-timbered wine villages of the Moselle, so there was plenty for the family to explore together. Overall, the booking came to £30,000.
BOOK IT: Riviera’s eight-day Rhine and Moselle River Cruise starts from £2,199pp, based on two sharing and departing in October 2024. Price includes flights from Stansted.
A couple in their 70s came into Hays Titchfield to pay their balance for a Canada trip, and assistant manager Sara Short couldn’t help but rave about her recent Silversea fam trip to the Galapagos.
The husband, a huge wildlife fan – especially of penguins – mentioned he was keen to visit the Falklands. So Short pulled up the itineraries and, despite having never cruised before, the couple ended up booking a £50,000 Antarctica cruise with Silversea.
The well-travelled pair didn’t typically book luxury holidays or cruises and Short knew Silversea’s “relaxed luxury” vibe would suit them. She also plumped for a longer duration so they could cover a lot without feeling rushed.
The wife was concerned about coping on shore excursions as she’d previously had a hip replacement. Short reassured them that she had seen a woman with a hip replacement take part in lots of activities while on the fam.
The clients have since booked another river cruise and are planning a Japan tour followed by a New Zealand Silversea cruise.
BOOK IT: Silversea’s 18-day Puerto Williams to Puerto Williams cruise starts from £19,150pp departing 29 October 2024.
VISIT TTG'S EXPEDITION CRUISE SELLING GUIDE
For more advice on matching clients to their perfect sailing, see the cruise line profiles in the August edition of TTG.
