#6: The Hook | TravelResearchOnline

#6: The Hook

Proof positive that this is an effective concept occurred just yesterday. My phone rang and in the initial sentence I heard the words “University of Massachusetts”. I paid attention. Since this was indeed my alma mater, I continued to give the stranger the benefit of the doubt. He talked. I listened. There seemed to be a mutual self-interest as he informed me of the method behind his madness. He came across as a gentleman.

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Long story short: Will soon meet for a cup of coffee as two independent business professionals with no agenda other than to get to know each other. His call worked.

Does this happen every time? No, it doesn’t. But it does happen once in a while with no apparent downside when in fact, it doesn’t work.

Make no mistake about it. It was the hope that gave this conversation a chance in the first place.

Before your next sales call, take the time to identify the hook. You will improve your chances for success by 63.45%.


Mike Marchev has lots more to share with you. Email him today to receive a Special Report titled, “THE BEST ADVICE I EVER GAVE TRAVEL PROFESSIONALS” at mike@mikemarchev.com Be sure to write the word “advice” in the subject box, and while you’re at it, include what you enjoy about reading Mike’s column.

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