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Series Part Two: Prospecting

This is where the action is. Finding new accounts…people to help…people to serve.

Do you have a list of travel account targets? Ten will do if you don’t have any. Twenty is better. You don’t want or need 500. Are you contacting these people on a regular scheduled basis?

Depending on your niche, do you have an adventure travel list? Newlyweds list? Cruise list? Echo traveler list? Skiing list? If not, what are you waiting for? You have just uncovered your prospecting things-to-do program. Your job is to add to your list in your designated area of specialty.

Until you identify the people who fit your particular criteria, not only will you not contact them on a regular basis, but you won’t know what to say to them in the event you do.

Your job is to (1) Isolate the names of prospects, and (2) begin contacting them on a regular basis. There are a couple of unknowns here. How often is too often? Where is the line drawn between asking for the business and providing meaningful information?
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Let me offer what may first appear as a wishy-washy answer. Your list will tell you when you are over doing it. Personally, I prefer to err on the too-often side, since chances are your target audience does not read all your emails in the first place. Not because they don’t care, but because they are busy like the rest of us.

When it comes to information, the word “meaningful” is pivotal. If you are sending me useless junk, then two emails is too many. The information I find to be of interest and value will always be welcomed.

Now, for asking for the business. If you need a guideline here it is: for every two pieces of information, you can feel comfortable offering a specific idea, trip or itinerary. Planting seeds is not enough. You must then tend to your crop and weed it accordingly. Eventually, you must harvest your work.


Mike Marchev Mike Marchev has plenty of stories, strategies and tactics to keep you on top of your game. Ask to be placed on the distribution list to receive his periodic Motivational Memo. Click Here to Join Now.
For information on Mike’s 6-Week Online Selling Course, email Mike at mike@mikemarchev.com with the words “sales course” in the subject box.

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