You have often heard me say that the answer is often found in the question. You have heard me suggest that you must stop selling and start asking more intelligent and meaningful questions. You have heard me infer that you are making this “selling-thing” harder than it has to be.
Here are a few questions worth asking:
- How Can I Add More Value to My Relationships?
- What Makes Me Different?
- How Can I Capture and Keep My Client’s Attention?
- After I have completed my responsibilities, what can I do next?
- How can I have more fun doing what I am doing?
The answer to all five questions consists of just seven words. I arrived at this answer having witnessed two recent events.
The first revelation came as a result of meeting a man at a trade show booth. After swapping business cards I told him that I would be getting back to him. When I called him the next morning, he said the following:
“I never thought in a million years you would actually follow through. I thought your words were the typical sales chatter …. meaningless.”
What did I do that was so exceptional? I called the guy back—like I said I would.
The second instance was a bit more taxing. I answered the telephone when I heard it ring. After saying the magic words, “Good morning. This is Mike Marchev”, the voice on the other end of the line quickly said, “So you actually do what you say you do. You do answer your own phone.”
I remember saying to myself, “You must be kidding? Am I on candid camera?”
The truth is that these two fundamental customer service behaviors have become remarkably, and noticeably, lacking; and I am sorry to say, they very much still represent a BIG DEAL.
The answer to the bulleted questions above consists of just seven words:
Do what you say you will do.
Simple? Yes. Profound? Absolutely. Practiced? Seldom.
You can take this next sentence to the bank. You will find this to be easier said than done…but very much worth the effort. Starting this week and until the end of time, do what you say you will do.
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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