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 a follow up?
Answer: Yes I am.
Question: Are you questioning the professionalism of many travel agents?
Answer: Kind of. Maybe. Not really. Well, yes. I suppose that I am.
I recently spoke to a room full of “professional” mortgage salespeople whose take home commissions are what I consider to be “significant.” They all worked on commission, yet their excuses for failure were as predictable as any other sales model.
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, which clearly justifies your price. And finally, you have to follow up until the deal goes down.
I have not shared with you anything new here. As travel professionals, you have received this exact same advice from any and every sales trainer you have had the pleasure to experience.
I must mention, in all due respect, that some trainers are better than others. Some actually know what they are talking about.
I don’t care who you are or what you’re selling, the sequence remains the same. The person who effectively exhibits the skill of follow-up will win more than they lose when the final score is tallied.
Here comes the rub. Persistent follow up, if exercised in the wrong sequence, can easily be interpreted as appearing obnoxious or pushy. Over time you will acquire the “feel” for when the timing is right and when you should back off a tad. You will also come to realize when it is time to fold your tent and move on down the road seeking new and exciting opportunities.
You can take this to the bank. Follow-Up will largely be responsible for your success in sales if and when done sincerely and professionally.
Mike Marchev has plenty of stories, strategies and tactics to keep you on top of your game.
Mike will be conducting his 5th annual Travel Sales & Marketing Business Development Cruise, sailing the Freedom of The Seas from Ft. Lauderdale. Email him at firstname.lastname@example.org for complete details. Five cabins are still available.
Mike’s daily column is made possible by AmaWaterways.