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WELCOME TO OUR WEBINAR 11.16.11

WELCOME TO OUR WEBINAR 11.16.11 How to Sell and Market the Cruise Programs of ECP. TRAINING WEBINAR 1. Entertainment Cruise Productions. The Jazz Cruise The Smooth Jazz Cruise. Malt Shop Memories Cruise The Soul Train Cruise. TRAINING WEBINAR 1.

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WELCOME TO OUR WEBINAR 11.16.11

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  1. WELCOME TO OUR WEBINAR 11.16.11 How to Sell and Market the Cruise Programs of ECP

  2. TRAINING WEBINAR 1 Entertainment Cruise Productions The Jazz Cruise The Smooth Jazz Cruise Malt Shop Memories Cruise The Soul Train Cruise

  3. TRAINING WEBINAR 1 Sales and Marketing Tips • Understand clearly what you are selling: Not Caribbean Cruises Full Ship Charter Music Experiences Key: We do not want to try to make music fans out of cruisers, but, rather, we want to make cruisers out of music fans. • Be able to differentiate the various programs: Each program offers different music forms Each program has a different guest makeup and vibe Key: You need to know the artists are on each cruise program and then learn what artists your client likes to see and hear perform.

  4. TRAINING WEBINAR 1 Sales and Marketing Tips • Compare the cost of the cruise to the combined cost of the meals, “hotel” and entertainment, not to the cost of a Caribbean Cruise: If your prospect talks about the cost of a “Caribbean Cruise”, he is not a candidate and you should move on to the next one. The discussion should be about the music, the artists and the unique opportunity that the cruise provides for interaction. Key: For around $400/day, a guest has a hotel room, all meals and the opportunity to see international talent in a unique /luxurious venue 4. As a full ship charter, you are sharing your music experience/cruise vacation with folks who share your interest and passions: You are cruising with 1900 or so like minded guests Key: Once you board the ship you are transported to a festival at sea and only those who share your passion are there with you.

  5. TRAINING WEBINAR 1 Sales and Marketing Tips 5. By booking a cabin early, you can utilize one of the payment plans which makes it very easy to pay for the cruise: We offer multiple non-interest payment plans which allows our guests to s-t-r-e-t-c-h their payments out over time. We will consider other payment plans presented to us by guests. Key: ECP is flexible when it comes to its payment plans. • To find guests who are interested in the program’s music, find out where that music is offered in your community: Every form of music that we offer on the cruises can be found in almost any community. Seek the radio station, club or association that promotes the music. Key: Find the Pied Piper of the music in question or seek the fountain from which that music flows in your community.

  6. TRAINING WEBINAR 1 Sales and Marketing Tips 7. You will find that you never sell just one cabin on a program, for the “friend” factor in a theme cruise environment is very strong: It is startling the number of times that a sale of cabin becomes 2, 3 or even 4 cabins as the first guest “brags” about his/her cruise. Once you complete that first sale, talk to your guest and see if they know others to contact. Create a group benefits package. Key: Rarely do guests come on theme cruises alone or just with their cabin mate, so building your group or clients through interaction with one or more booked guests is a good plan.

  7. TRAINING WEBINAR 1 Sales and Marketing Tips 8. We are from Entertainment Cruise Productions and we are here to help you make sales: Often, the offer of help is either hollow or worthless, but this is not the case here. Our company was founded by a travel agent and we fully understand the issues involved in selling and we will work hard with you. Key: Our goal is to find a cadre of interested and talented travel agents who understand our business, enjoy our music and can sell our programs.

  8. TRAINING WEBINAR 1 Sales and Marketing Tips 9. It is better to add on to our marketing materials than to create your own flyers. We have had difficulty with Travel Agents and Group Leaders who create their own marketing materials and sales pitch. The materials and pitch are often incorrect and misleading. Key: Work with us to protect your list of guests and allow us to provide the detailed information about the cruise. • Last, but not least, you should attend one or more of the cruises that you wish to sell. Seeing is believing; Words and photos do not capture our cruises. Key: ECP programs are not like other cruises or music events, you have to be there to fully understand how they work.

  9. TRAINING WEBINAR 1 THANK YOU FOR JOINING US TODAY AS WE EXPLORED “HOW TO SELL AND MARKET THE PROGRAMS OF ENTERTAINMENT CRUISE PRODUCTIONS”

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