This is Marketing Mistake #13 of 15. Here is the fastest way to go out of business: Wait for the phone to ring and then answer it. If the caller wants to book a trip, help them the best you can.
Here is the surest way to maintain a healthy business: Make it your business to make your phone ring. When it does, answer it like you are happy I called.
In the first example above, the agent has fallen into the trap of wishing, hoping and praying that things will work out. They don’t take the initiative since somebody once told them that all sales professionals are aggressive, manipulative, self-absorbed, pushy and can’t be trusted. It is no surprise that their response to this labeling is to sit back and wait for the world to turn. (Poor judgment error.)
I will be the first one to tell you that there is little room today for any aggressive, manipulative, self-absorbed, pushy, untrusting sales personnel. My candid advice to you: DON’T BE ONE.
“Making things happen,” on the other hand, is an old saying that simply will not go out of vogue. To become successful today, in any field of endeavor, requires one to adhere to a few well-honed postulates:
- You want mail? Send more mail.
- You want more calls? Make more calls.
- You want more e-mails? Send more e-mails.
- You want more action? Create more action.
A well-intentioned entrepreneur today cannot afford to wait on the sideline ready and eager to sweep up the crumbs. They must come to a firm understanding that they are in business to help people and this in and of itself requires no apologies. If simple is your style, I have 12 words you can take directly to the bank:
Get up. Get out. And make more people glad they know you.
Notice in the above sentence there is no reference to the notion of “Let’s wait and see what happens.”
Starting thinking like a marketer today. Leave the passive order taking to your competitors.
Mike Marchev is recognized for his down-to-earth, street-savvy and honest delivery of useful sales and marketing advice, suggestions, tactics and strategies. For a complimentary copy of his Special Report titled: 11 Sales Mistakes You Must Avoid send Mike an email with the word TRO-11 in the Subject Box. firstname.lastname@example.org