Contact the people who are meaningful to regularly.
When you are out of sight, you are out of mind. At this moment you are out of sight. The question is: What are you planning to do about it?
Sometimes, all you need is a blinding flash of the obvious. Here goes.
There is not a snowball’s chance in hell for me to do business with you if I don’t know you are a live. I can’t say yes or no to you if I am not aware of your existence. You must appear, reappear and then remain in sight if you want me to ever select you as a business partner.
Visibility is your responsibility. The skill is to determine when and how often to appear without becoming a nuisance.
A mistake many travel professionals make is to think that if they keep popping up in
their prospect’s life, they will become a pain in the neck. This would be true if, in fact, you annoy your target audience. So, I say without pause, don’t annoy anybody.
When you enter your prospect’s world with a gift in hand, (information, appreciation, words of encouragement, or with a time or money-saving recommendation) you will be greeted with open arms. Just don’t come empty-handed thinking you are enough to brighten somebody’s day.
We all enjoy knowing that we are appreciated and valued by others. So don’t wait for the eulogy to tell people what’s on your mind. Tell them today, and again next month – and again the month after that.
Here is another reminder: Just like dogs can detect when humans are frightened of them, humans can tell when sales people are not sincere. My unsolicited advice to you is to be genuinely interested in the well being of your prospects and clients. Your sincerity will be paid back handsomely.
Mike Marchev freely shares his experiences, strategies and observations with travel professionals in an effort to keep them on top of their game. For a complimentary copy of his 12-Word Marketing Plan send him an email at mike@mikemarchev.com.
Mike’s daily column is made possible by AmaWaterways.
