From time to time, my wife interrupts my morning crossword puzzle concentration by sharing an article she feels I will connect with. Such was the case this morning. In this particular scenario, a woman wrote a letter to a celebrity entertainer on a whim and was surprised when he accepted her invitation to show him around Denver. This lesson in “asking” reminded me of a similar story from an agent I once interviewed having been impressed with an annual group she hosted onboard cruise ships. (For those of you who would like to be instantly motivated, ask me for the link to this recorded interview. mike@mikemarchev.com)
I have always referred to this strategy as writing and sending out “Flyer Letters.” These are letters to potential prospects and clients in which you have no invested interest, whether they reply or not. In a sense, you are taking a flying leap.
In the sporting world, there are a number of such reminders available to keep our minds in the game. From golf: “Never up never in.” This implies that if you do not hit the putt hard enough to reach the hole, the chances of your sinking a putt are zilch. From hockey: “You miss 100% of the shots you don’t take.” From baseball: “You will never hit a homerun if you don’t swing the bat.” From football: “If you don’t know who to hit, hit somebody.” I suppose there are more, but you get the gist of today’s article.
We often find ourselves guessing at other people’s responses based on our frame of reference. A good example of this is “selling out of your own wallet.” What you determine to be too expensive may not jive with your clients’ financial position. Your job is to lay out the proposition. Let them decide the value.
Bottom Line: Take a leap of faith. Contact that person you think would never reply. Write that letter. Send that invitation. And, before you get back to dreaming about winning the Lottery, make it a point to ask to listen to my interview with Kathy Drolette.
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club, mike@mikemarchev.com.
*** You want more to think about? Check out my weekly podcast (Miked Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.
