I do not see what all the fuss is about. Who said that building a business had to be difficult? Certainly not me. Like everything worth pursuing, it is the fundamentals – along with the basics – that will get you to where you want to go.
In an attempt to simplify your journey, I’ve outlined four steps that will have you feeling like a pro in very short order. The work stems from the concept of “consistency,” and not from tedious and laborious “work.”
Let’s break this thing down to its component parts.
First: Identify a market consisting of people who want what you have/do.
This may be a hard pill to swallow, but current cruisers are more attractive than the larger group who has never donned an orange jacket in a mandatory lifeboat drill.
Next: Introduce yourself to this targeted market. (No buckshot approach here. You know exactly whom you need to know. You have targeted them and positioned them on your “dartboard.”)
Third: Qualify this group to make certain that what you have is what will solve their problem. There simply is no future in trying to force a square peg into a round hole.
Finally: Make yourself visible and available. Make it easy for them to contact you. It is your job to remain visible. And when they do contact you, pretend that you are actually pleased that they called. In truth, this should not be an exercise in make-believe.
In time, you will be given an opportunity to strut your stuff…to showcase your wares…to earn your stripes.
That’s it. That is all you need to do…every day…with consistency…with personality…with a sense of professionalism.
That’s easy enough, isn’t it?
So why are more people not successful at sales? That is an easy question to answer – because most people fail to buy-in to this formula. They feel that if they build a better mousetrap, the market will find its way to their door. This is outdated thinking. This is mindless thinking. “How so, Mike?”, you ask.
The entry demands for selling travel are simple. You don’t have to buy anything. All you need to do is to learn to say “me-too”, then go print yourself a business card with some fancy travel-related logo and a clever saying next to a pretty picture of a palm tree.
The options all consumers have today are limitless. At last count, there were 25 bazillion ways to book a trip to Europe or a room with an ocean-view in Cancun. The fastest way to failure is to do what everybody else does when it comes to selling travel. The fastest way to success is to adopt without hesitation the formula outlined above.
Here’s an idea. Before crossing my formula off as another piece of marketing mumbo-jumbo, give it a shot. Try it. Adapt this formula to fit your own personality and see for yourself if it is a waste of time.
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 firstname.lastname@example.org.
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Mike’s daily column is made possible by AmaWaterways.