Maybe it has something to do with my age, or perhaps I am just a bit naïve, but I do not see what all the fuss is all about. Who said that building a business has 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 are trying to go.
I am reminded of my very own elementary, yet effective, solution to the problem. The world is made up of just two types of people: (1) Those you can help, and (2) the other kind. Spend your time looking for type #1 and zero time on #2.
In an attempt to simplify your efforts, I’ve outlined five 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 things down to their 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 recently identified market. No buckshot approach here. You know exactly who 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. It is all about them. 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 your target market 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.
Fifth: In time you will be given an opportunity to strut your stuff… to showcase your wares… to earn your stripes … to deliver the goods.
That’s it. That is all you need to do… every day… with consistency… with personality… with a sense of professionalism.
So, why aren’t more people 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 perilous 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, “I can do this” and go print yourself a business card with some fancy travel-related logo, a photo of a boat 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 was 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 I outlined above.
Here is an idea. Before crossing my formula off as another piece of marketing fluff, give it a shot. Then give me a call at 848.702.1009 to say, “Thank-you Mike.”
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. Send for details.
mike@mikemarchev.com
