Sales Mistake #8: Failing to Follow Through | TravelResearchOnline


Sales Mistake #8: Failing to Follow Through

There is a popular saying that reminds us that “after all is said and done, more is said than done.” The hidden implication here is that following through on one’s good intentions is what separates the real deals from the wanna-bes. Most people are pretty good when it comes to lip-service. Everyone talks a pretty good game. Very few people manage to follow through on their good intentions.

There is a second saying that reminds us that “talk is cheap.” So, if you want to distance yourself from the competition, it is high time that begin doing what you say you are going to do.

For the next two weeks work on refining these three things:

(1) Show up if you say you will. It was Woody Allen who reminded us that 80% of life was just showing up. (This could very well be 70-75%, but let’s not mince percentages.)

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(2) Show up on time if you say you will. Allow me to toss a little football lingo into the mix. It was the legendary football coach Vince Lombardi who introduced the concept of Lombardi Time. According to Vincent if you were not ten minutes early for a meeting, you were considered late. Bottom Line: Don’t be late.

(3) Show up on time looking good if you say you will. I am not suggesting you need jacket and tie for the gents and a snappy two-piece suit for the women. I am respectfully reminding you that too many business professionals today go to work like they just left the gym sans shower. I am all for being comfortable, but I would like to remind you that you don’t pay you for the services you provide. “They” do. So whatever it is “they” expect from you is exactly what you might want to begin considering. You have to take it from here.

That’s it. The Big Three. Show up, on time, looking good. The rest is academic.

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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