08/04/2017
12 Easy Steps for Selling Equipment and Services TO Cruise lines :
1- Select the specific “Equipment” and “Services” you know Cruise lines will buy from you
2- Focus on your top 10 items/ services. Leave the remaining on your “back burner”
3- Ask yourself 9 Questions: 1- Do I deeply know my products/ services?; 2- Do I have the best price and most competitive price for these items?; 3- Is my quality superior than the competitors? This might overrule point 2 above… (It is either an Excellent selling point, or makes you aware of a shortcoming, depending); 4- Can I DELIVER these items QUICKLY, if possible “in stock” ?; 5- Do I have any referrals from satisfied customers?; 6- If NOT, am I ready to go through a Customer Information period, to demonstrate he will be satisfied? (This costs time and money. Example: visits to Customers, Presentations, Visits to factory, Trade Shows, Demonstrations, etc.); 7- If Service, Can I offer prompt service ?; 8- Do I currently have Working Capital to finance the investment of my First Year Sales Plan? (Unless you already have multiple quotes already being approved, or you are selling tickets for the next Barcelona x Real Madrid football match, your realistic time frame for results is 1 to 2 years); 9- Do I have the TIME and BREADTH to wait for these 1 to 2 years Results frame ?
If your answer is NO to ANY of these, DO NOT WASTE YOUR TIME AND MONEY ! You are not READY yet to continue. Stop and regroup. If and when your answer is YES, continue as follows:
4- Make sure you develop a “global delivery” strategy, if possible, with inventories. I always suggest Cruise Line pick –up at factory, but you need to have a back –up plan for deliveries
5- Estimate what the TOTAL “size” of the Cruise Lines Market currently is for YOUR items
6- Estimate what percentage of that Market, you feel you can and want to conquer
7- Be realistic: make sure you can DELIVER PRECISELY ON TIME OR BEFORE, either your Equipment or Services if you achieve your Market share. Please note: if you fail to deliver on Time, or you fail Quality/ Approvals/ Specs. wise… ALL your investment and work will just go down the drain. Very small business. Everybody knows everything, particularly the Bad News… and FAST….
8- Have a “Line Card” ready
9- Have a Summarized, Streamlined PP Presentation ready. Max 10 pages
10- Have a Summarized, Streamlined, LIGHT Brochure Catalog ready, Max 15 pages
11- Get someone Locally in Florida who knows ALL the Cruise Lines decision makers, to go and visit the Cruise Lines, get requests for quotes, help you prepare them, and then close deals for you. Talk to me. I might be able to help you on that.
12- Any questions? Please email me Leonardo da Motta, email: [email protected], or Cell: 305-205-8912. Also, pl. check my profile on LinkedIn https://www.linkedin.com/in/leonardo-da-motta-393301b6
12 ½- Hope you will find this useful ! If you do, Please Place a Like on this Post, but, very Importantly, place a LIKE n the Page too. Thanks !!!
