For clients new to cruising, it’s worth pointing out that going on an escorted shore excursion is the ideal way for them to combine land-based travel with a sea voyage in the most enjoyable manner.
Another big selling point of an escorted tour is the sociability factor, particularly for those travelling alone who want to meet like-minded companions. For budget-conscious passengers, it’s important to emphasise all the inclusions and the good value for money that guided shore excursions can offer.
Exclusive experiences
Explain to customers that there is built-in flexibility with escorted tours, advises APT’s managing director for the UK & Europe, Paul Melinis. “We need to show guests they won’t be restricted to following a set itinerary every day.”
He continues: “They should feel in control of their holiday and understand they will have time to roam at their leisure. On the other hand, tours offer exclusive experiences that guests can’t book themselves, such as APT’s exclusive Blue River Safari experience in Canada, where guests will skim over waterways looking out for grizzly bears. No matter how savvy they are, guests can’t buy these experiences directly – and this is where agents can really promote what a unique experience escorted tours can offer.”

Peace of mind
According to CLIA UK & Ireland director Andy Harmer, “Escorted tours and activities offered by cruise lines have been vetted for their quality and professionalism, which provides peace of mind, particularly in unfamiliar countries.” He also points out a crucial benefit of such tours:
“Cruise lines assist in the coordination of tours, making sure guests can disembark and connect easily with their transport and guides, and return to the ship on time. If for any reason a tour is late, the operators are in contact with the ship and can request that it waits. On an independently arranged tour, passengers can literally miss the boat if there’s an unexpected delay.
“Booking through the cruise line also offers much greater convenience – onboard staff are provided to assist with arrangements and give advice, and the online booking systems offered by many lines allow guests to choose their tour options ahead of departure.”
Book early
Emphasise to clients that if they wish to travel during high season and have set their heart on joining a specific small-group shore excursion, they should make a booking as soon as they possibly can, because popular tours might sell out before embarkation.
Worry-free travel
“We find our groups attract clients who are a little nervous of travelling, maybe because they find themselves on their own on a solo cruise, or perhaps they have a few accessibility issues and just like the reassurance that there is someone to hand,” says Ponders Travel MD Clare Dudley.
“We also appeal to those who are looking to make new friends, and the nature of the escorted departure means we’re able to relieve clients of their anxiety about any element of the trip. Many of those who travel with us repeat the experience.”

Dual benefits
Over at Shearings Holidays, head of marketing Louise Mason notes that as part of the company’s worldwide programme it has introduced more escorted tours with a cruise element added.
“For example,” she says, “customers may be on our escorted tour of Egypt where a couple of days’ cruising on the Nile is included, or in China on a tour with the opportunity to sail down the Yangtze. Agents should focus on the extra benefits for guests of combining both land and cruise elements – they get to view the destination in two entirely different ways, so they see even more while they’re away, all with the comfort of knowing these individual elements are organised and planned by an expert tour operator.”
Delve deeper
“Agents who are selling cruises with a tour element added should highlight that customers can see and do huge amounts
in just one holiday,” says Avalon Waterways’ director of sales for the UK and Ireland, Janet Parton. “A cruise tour allows you to combine delving deeper into inland destinations with experiencing beautiful scenery and local life along the water.

“Avalon offers the 13-day Colourful India and the Ganges itinerary, which takes in the sights and sounds of northern India and a luxury river cruise. An Avalon speciality, the suites are designed so that the beds face the windows, allowing guests to enjoy the incredible sights that the Ganges is famous for. Packages are also popular for new-to-cruise guests who are unsure about booking their first holiday purely afloat, and they are fantastic value compared with putting together a cruise-and-tour itinerary independently.”
The last word goes to Princess Cruises’ vice-president for the UK & Europe, Tony Roberts, who says: “With so many different cruise and land tour combinations to choose from, agents can work closely with their customers to identify their needs and create bespoke, once-in-a-lifetime packages, at the same time as boosting their commission.”