The missing ingredient I am referring to, without a doubt is, you guessed it, follow up.
Question: Mike, are you implying that the simple practice of “follow up” is a skill?
Answer: Yes I am.
Question: Are you also implying that professionals in the travel industry do not know the importance of, nor practice on a regular basis, the simple task of following up?
Answer: Sort of.
Question: Are you questioning our professionalism?
Answer: Kind of. Maybe. Not really. Well, yes I suppose I am.
Just this week I will be speaking to a room full of “professional” mortgage salespeople whose take home commissions can be “significant.” They all work on commission and their reasons for failure are as predictable as any other sales professional.
When doing due diligence in preparing for this program, I learned that selling mortgage insurance is neither harder nor easier than selling anything else.
You first have to find a prospect who has an interest in your product or service. Then, you have to initiate a relationship. Next you have to create the appropriate value for your price. And finally, you have to follow up until the deal is consummated.
Nothing new here travel people. I don’t care who you are or what you’re selling, the system remains in stone and the person who hones the skill of follow-up will win when the sun goes down.
You can take this to the bank. Follow-Up!
Mike Marchev is the author of the sales book titled Become The Exception and is a popular speaker at industry events. You can receive a complimentary copy of his Special Report titled “Your 12-Word Marketing Plan.” Email Mike and put the number “12” in the subject box. Also, ask about his 3rd Annual Training Cruise coming in November. Mike@MikeMarchev.com.