Chapter 5: Little Things Are Big Things | Travel Research Online


Chapter 5: Little Things Are Big Things

The following phrase is used in a number of different areas of our lives, and sales is no exception: STICK TO THE BASICS.

With much of the thanks going to our fast-paced, over-communicated, internet-influenced world, we all have a tendency to try the latest trend or introduce the newest technological advancement to our day-to-day activities.

In sales, this can prove fatal.

I want you to stick to the basics; dance with who “brung-ya”; focus on the little things; do what has always worked; walk before you run. You get the idea.


One of your objectives is to capture the attention of your targeted audience, and one of the more effective ways to accomplish this formidable task is by surprising them with some good, old fashioned courtesy. This is called, pulling a fast one by keeping it simple. Because simplicity is so rare these days, I guarantee you that if you hit them with the fundamentals, they will take notice and appreciate you for the courtesy.

What kind of courtesy?

  • You can start by answering the phone like you are actually glad somebody found the time to call you
  • You can stop talking long enough after asking a meaningful question to actually listen and internalize the reply
  • You can salt a few “pleases” and “thank yous” into your conversation
  • You can come to greet people heading your way, and make an effort to walk them to the door when they are preparing to leave
  • You can forget you ever owned a cell phone when in the company of others
Click Here!

These five suggestions ought to get you thinking in the right direction. I’m sure you will come up with quite a few “not-so-novel” ideas of your own.

And to cement this “little thing” idea into your brain, I want you to remember that there is not a woman alive today who doesn’t recognize the courtesy of a gentleman opening a passenger car door for her, or attempting to help her rearrange her chair when sitting down.

It just doesn’t get any simpler than this… and people will notice… and people will place a favorable check mark next to your name.

Focus on the little things. Little things are big things… and they work.

A headshot of the author, Mike Marchev

Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club.

*** You want more to think about? Check out my weekly podcast (Mike’d Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.

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