I do not see what all the fuss is about. Who said that building a business has to be difficult? Certainly not me. Like everything worth pursuing, it is the fundamentals that will get you to where you are trying to go.
In an attempt to simplify your journey, I’ve outlined five steps that will have you feeling like a successful entrepreneur in very short order. Any work involved stems from the concept of “consistency,” and not from tedious and laborious “work.”
Let’s break this 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.
Second: Introduce yourself to this identified market. (No buckshot approach here. You know exactly who you need to talk to. You have targeted them and positioned them on your “dartboard.”)
Third: Qualify this group to make certain that what you have is what will “scratch their itch.” There is no future in trying to force a square peg into a round hole.
Fourth: 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, act like you are actually pleased they called. (You should not have to pretend. This should not be an exercise in make-believe.)
Fifth: Sooner or later you will be given the opportunity to strut your stuff… to showcase your wares… to earn your stripes… to cash their checks.
That’s it. That is all you need to do every day, with consistency, with personality, and with a sense of professionalism.
So what’s so hard about that? 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 This is outdated thinking.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 do is to learn to say, “me-too” and print yourself a box of business cards with some colorful travel-related logo. Most soon-to-be travel agents also come up with a clever saying next to a pretty picture of a palm tree and a FREE email address made available by Comcast, Gmail OR AOL.
The options consumers have today are limitless. At last count, there were 25 bazillion ways to book a trip to Europe or reserve 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 the formula I outlined above.
Here is an idea. Before crossing my formula off as another piece of marketing mumbo-jumbo, give it a try. Adapt this formula to fit your own personality and see for yourself if it is a waste of time.
I think you will be surprised how by keeping things simple your business is about to take a swing toward positive growth.
Mike Marchev is a down-to-earth motivating sales trainer, author and business coach who specializes in the travel industry. Mike’s column is made possible by AmaWaterways.