Marketing Mistake #6: You Expect the Prospect to Do Too Much Work | TravelResearchOnline


Marketing Mistake #6: You Expect the Prospect to Do Too Much Work

Let’s get this clear once and for all: It is your business. It is your life. It is your future. You have yours and I have mine. Others have theirs.

If you want to do or accomplish something (anything), it is entirely up to you. If you want to speak to me, and you call me and leave a message, it is not my responsibility to call you back. You wanted to talk to me, remember? You must keep on calling until you accomplish your goal.

Don’t expect me to care about you or your problems. I have enough problems of my own, thank you very much. If you want to succeed in this or any other business, decide what it is that YOU must do, and then do it.

Life has become overly complicated and what consumers do not need more of are things to do, things to think about, decisions to make, and messes to clean up. The companies that make life easier for their clients are the ones who are going to enjoy the future profits.

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Sure, it is easier to pass the buck and toss the to-do list back at your client. After all, they are the one in the know. It is convenient for you to not answer your phone with the idea that if the call is important the caller will call you back in due course. Your plate is already full and you can’t possibly do it all. These and other excuses are all probably valid and hold some merit. But your customers do not care about you. They care about them.

The decision is simple as far as I am concerned. If you want to cash your customer’s checks on an ongoing basi,s stop expecting them to carry the ball. Take the lead and start making their life easier having met you.

Mike Marchev

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’s daily column is made possible by AmaWaterways.

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