Lesson 5: elephants don’t bite | Travel Research Online


Lesson 5: elephants don’t bite

Today I want to talk to you about the value and the importance of little things.

I’d like to focus on the women reading this article for a moment to help clarify today’s message.  If you and I were going for a cup of coffee and I came around to the passenger-side of the car to open the door for you, would you notice the courtesy?

99.99% of women who have their car door opened for them would notice that courtesy.  Women also notice the courtesy of receiving flowers for no particular reason other than thoughtfulness.  Women notice little things.  Most people notice little things.

I will always remember a story from my early selling years.  I was 22 years old and I was selling electronic components.  My prospect was Hewlett-Packard.  I was on the 12th floor of their Corporate Headquarters finishing our meeting when the purchasing agent said to me, “Mike, thanks for meeting with me. You can find your way to the elevator, can’t you?”  I said, “Sure I can.”  (It was that big square box with buttons I rode up in a couple of minutes earlier.  Of course I could “find” it. )

At the time, I did not focus on the subtle meaning that was buried within the question “Mike, you can find your way to the elevator, can’t you?”

How could this demonstration of “coolness” been warmed-up a bit? What if the buyer walked me to the elevator?  Would that simple gesture have transmitted a different message? It certainly would have.  What if he had actually ridden the elevator down to the lobby with me? Would that have been a sign that a relationship was in the making?  I think it would have been.  What if this very same gentleman walked me out the front door and said goodbye to me outside of the building?  Would that have made me feel better?

Always remember that it is the little things that lead to the big things. Is opening a car door a big thing? No, it is a little thing.  Sending flowers?  Little thing.  Answering phone calls?  Little thing.  Looking people in the eye?  Little thing.  Remembering somebody’s name?  Little thing.  Walking people to the door … a little thing.

Don’t underestimate the power of the tiny details when establishing meaningful relationships with people.  They will notice and they will like you for it. Elephants don’t bite … mosquitoes do. Translation–pay attention to the little things.

We are halfway through our series of ten articles.  Why not send me an email and ask about my (1) 2015 training cruise in January and (2) my Fall Danube River Fam Trip on AmaWaterways’ newest ship, the AmaSonata. — mike@mikemarchev.com

Editor’s Note: Mike will be taking a break next week and will return on July 2. Stay tuned for a fantastic piece by Cory Andrichuk on the 25th! (JWF)



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