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6 Tips for making THE impression

Last week, I was reminiscing about my younger bartending days and I could not help but smile about the antics of an old friend whose energy and verve literally knew no bounds. The guy was the life of the party. He was never down. He never took no for an answer And everyone always wanted to be with or near him. As a result, he is an incredibly successful businessman, writer, speaker, and entrepreneur. Pat Croce started his career as a physical therapist for the Philadelphia Flyers pro hockey team and eventually ended up owning the Philadelphia 76ers and taking them to the NBA finals in 2001. Since then, he has moved on from one success to the next.

The first time I met Pat was at a bachelor party** for a mutual friend that ended up with several people left in New York with 23 pennies and no ticket home and a groom (soon to be wrapped in a body cast and tied to the basketball net) in his driveway, with a bladder full of beer and no restroom in site.  The second time I saw him, I lost my tie to a surreptitious dress code—you see, at the wedding reception, Pat decided that ties were entirely too formal. He stood at the front door with a pair of menacing hedge clippers cutting each tie off about mid chest and tucking his “bounty” into his suit pocket.

Pat could get away with it because of his personality. It was infectious and everyone wanted to be around him. So, how does this relate to travel? As a travel professional in today’s world, you need to be Pat Croce. You need to make your business and your personality so infectious that people will want to be near you. While it may seem difficult, here are a few tips:

  1. Smile on the phone. Yes, they can’t see you, but your smile will convey nonetheless.
  2. When someone says “how are you?” in a business setting, the only answer is “I am great!”
  3. If you are meeting a customer, don’t schlep up to them. Stride up with a purpose and offer a firm handshake and a genuine smile.
  4. Are they in your office? Stand up to greet them rather than sitting behind your desk behind a pile of brochures.
  5. Did they deposit a trip? Of course you will thank them, but take it a step further. Get off your butt and out from behind your desk and walk them to the front door or even their car. Wave goodbye as they leave. What effect do you think that last impression may have?
  6. Don’t let the details slide. Are you contacting your clients at all the “touch points” during a transaction? Do you remember the name of the counter girl at the McDonalds where you got your last Big Mac? Of course not, because she did not leave an impression on you. Do not fall into complacency. Make the impression!

We all make resolutions every New Year; but they usually fall by the wayside come March. The secret is to make sure the resolutions are not impossible to keep; and I suggest that these ones are very easy. It’s not New Year’s Eve, but there is never a better time than the present to make that lasting impression on your next life long client—now go get em!

** PG Version!

  3 thoughts on “6 Tips for making THE impression

  1. Anonymous says:

    This is sales, 101 Is that you have to say?????

  2. John Frenaye says:

    Anonymous, I am not sure I understand your comment, but yes, these are some pretty rudimentary concepts; however, there is not one person in sales (of any type) that can not stand a reminder–myself included for sure.

    Particularly in the travel industry, I have found it very easy to slip into the sit behind your desk or in front of your keyboard and just wait for business that you begin to take for granted.

    We all could probably use a trip back to kindergarten to re-learn what we have already forgotten.

  3. Dick Duffy says:

    You are sooooooooooo right. Just came back from Aruba and wished I had more than the 100 cards I passed out. Spent a week before that in my office on the pc etc answering phone. Boy it was stimulating getting back inbtto the reality of this travel business. Shared stories with people with their travel adventures, had a lot of laughs and good times. Brought people together I never knew and planned a renunion two days before departure. This is the reason I got into the business. Yep back to kindergarten and look forward to it.

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