“If they wanted to do business with me, they would call me.”
This is a common belief of many travel professionals. Since they do not want to be considered as pushy, arrogant, manipulative and, overly aggressive; they place the responsibility on their prospects to make the next move.
Think of it this way: You are a professional. If you don’t ask me to do business with you, you are an AMATEUR.
Now the choice is yours. Are you a pro, or are you a wannabe?
Here are some facts:
- Some people are going to think you are pushy no matter what you do or say.
- Some people are going to tell you to “buzz-off.”
- Some people are going to threaten to call the cops.
- Some people are downright lazy and although they are looking at you straight in the face, they do not have a single clue what you just said to them or asked them to do.
- Some people will be reluctant to do business with you, but they will agree just the same.
- Some people will be glad you asked, while others will take offense.
- Some people won’t wait for you to ask and demand that you take their business.
This is what makes the world such a zany yet attractively fun planet to live and work on. It takes all kinds. And believe me, there are all kinds out there.
As long as you are not a crook, thug, or a dishonest ex-co; you have nothing to apologize for. All you are trying to do is find ways you can help your client make better travel-related decisions.
Just stick to your knitting. Focus on the goal. Keep on asking for the business. And remember that 50% of sales people quit after the first rejection. 25% quit after the second try. And 80% of sales happen after the fifth (or later) attempt.
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@mikemarchev.com.
Mike’s daily column is made possible by AmaWaterways.
