The Olympics are truly special times every few years. I was once watching an event that resembled cross-country skiing. And, as it is only fair, when you take a group of international, world-class athletes, you put the bumper crop of superior athletes in the front – so the second tier of world-class athletes do not screw things up.
The gun sounds, and like it is often the case when you have a group of world-class athletes trying to accomplish their life-long dream Read the rest of this entry »
March 26, 2020 – People today are on edge more than ever. They don’t know who to trust and they don’t know what to believe. It is more important then ever for you to position yourself as one of the “good guys.”
Going into any new introduction, you already have one strike against you. All you can do is all you can do. But here are a few things you can do, and I strongly recommend you do: Read the rest of this entry »
March 26, 2020 – Don’t take my word for it. Test this for yourself.
Draft a two-sentence email to somebody and do not to begin the email with the recipients name. For example: “I have a layover in Chicago next Thursday. You think it might be possible to meet me for lunch? Mike.”
I’ll now write the exact same email, but this time starting it with the recipients first name. Read the rest of this entry »
Good morning hard working travel professionals and faithful readers.
I do not have a specific message for you today, other than to say that for the next unknown period of time I will be offering short, meaningful soundbites designed to give you a morning lift during these ring times. Read the rest of this entry »
For the next few days, I want to share my 12-Word Marketing Plan with you. “Get Up. Get Out. And Make More People Glad They Know You.” To many of my travel industry associates, these twelve words will be interpreted as absurdly simple and might even border on insulting their intelligence. No apologies from me, my amigos. 12 words are all that are needed to turn your businesses around.
To help internalize the message, I will dissect the words and provide my take on the subject accordingly. Today we will begin with the first two words… Get Up.
This could take a moment. Go grab a cup of coffee and come back prepared to give today’s message some serious thought.
The answer to my question is “20 years ago.”
Not in the spring. Not in the fall. Not in the winter. Not in the summer. If you planted a tree twenty-years ago you would be enjoying a little shade today. I can hear some of you now, “Is that all you have for us today Mike? Have you turned into a dendrologist?” Stay tuned.
I am betting you are a lot like me when it comes to the following Read the rest of this entry »
With or without having a pandemic as an excuse, some people walk around looking as if they have just lost their best friend. These people are communicating to the world that life is, and will continue to be, an unfair experience. Daily existence is a total drag while life offers nothing in return for their “showing up.”
If you know one or more of these types (and I’m betting that you do), let me suggest that trying to improve the future of anyone engaged in an exercise in self-pity is often an exercise in futility.
You must stop thinking that it is your responsibility to get these people singing happy songs. Read the rest of this entry »
Although I am not a regular fan of mindless television shows, I found myself channel-surfing recently when I came across The Shark Tank. Hopeful entrepreneurs plead their case in front of four potential investors in hope of gaining some “cash” in return for giving up a percentage of ownership.
One fellow approached the panel and suggested that his new idea would (could) compete with FedEx. Politely, but with a modicum of terseness this fellow was dismissed, sans monetary contribution. He thought he offered something different, but what he was really doing was saying, “Me-too, me-too.” He failed to garner the attention or interest from any of the potential investors. Read the rest of this entry »
A few personal thoughts from Mike Marchev.
I was lying in bed at 4:15 a.m. this morning with my mind turning to the topic that is on everybody’s mind these days. In one way, shape or form, the Coronavirus is affecting each and every one of us regardless whether you are involved with travel or not.
Under the cover of darkness, I found myself thinking specifically of my travel professional associates and the thought that this “monster” might get a lot worse before it gets better.
But the truth is that it will get better. The truth is that there will be life after COVID-19 Read the rest of this entry »
One of the most difficult lessons we learn as adults is that we are virtually all the same. We are just a bunch of older children.
Some adults have a little more gray than others. Some come with a few more regrets. A few have a few more letters after their names, and some are adequately skilled at explaining their police record.
But life unfolds as a sine wave, and the back and forth motion of your piano’s pendulum sums up our existence. Therefore, it is time to give you the same advice you gave to our children: “Why don’t you turn off that darn computer and go to the library?” Read the rest of this entry »
“I’ve lost my passion for this industry. I find myself feeling bummed-out and I seem to be spinning my wheels more often than not. I find myself questioning if I am in the right business.”
Have you ever felt like repeating the above passage?
I don’t expect this to make you feel any better, but I do want you to know that you did not invent this feeling. I think everybody reading this report can identify with a momentary loss of passion now and then. We go up… we come down. We feel good… we feel bad. We win… we lose. Read the rest of this entry »
As I was admiring the flight of a recent golf shot, I couldn’t help but notice the bright blue sky, the luscious green surroundings, and the white little ball heading in the right direction for a change. When Ponce De Leon named Florida “The Sunshine State” he knew exactly what he was talking about.
But today’s message has nothing to do with Florida, golf, or whether the Mets have a snowballs chance in hell to win the pennant come September. It has everything to do with the way things work… and should work… and more often than not, do work. Read the rest of this entry »
I become mildly embarrassed when I hear myself reminding people of things they should already know. But, they don’t. Or, perhaps they just forget – so I remind them. And, I continue to get mildly embarrassed.
Today’s reminder comes via a Sun Sentinel Sunday Morning news article titled, New Rules to Aid Struggling Home Owners. My message has little to do with homeowners, and everything to do about the professional salesperson.
In a pullout box labeled: Stat of The Week, the following percentages were listed as “common interview problems.” Read the rest of this entry »
As sales and marketing advice goes, this may very well be up there with the best of it. Today’s message is BIG. Tune in.
I often end webinars with what I consider to be some sage advice. To me, what I am about to suggest is both logical and extraordinarily simple. It is effective and incredibly apropos. It does not cost a penny, and the results are extremely powerful.
The truth is, however, that nobody can do what I am about to suggest without feeling uncomfortable to some degree. This last sentence, in and of itself, may explain why there are not more successful travel-related sales professionals in the United States today.
I challenged my audience on this particular day to pick up their telephones Read the rest of this entry »
Although there may not be any “Do-Overs” or “Mulligans” in business these days, there is certainly a time and rationale for “Try-Agains.” Let me explain.
I recently sent out a blast email promoting one of my books. In this case I was featuring my How To Capture More Profitable River Cruise Business. What better time to start planning for a brighter future than right now?
I wrote a sales letter and hit the button, which sent my words out into Internet Land. As expected… the orders began to come in almost immediately. Read the rest of this entry »
You personally may recognize the following word as “putting the cherry on top.” The word is “lagniappe,” which I believe stems from a Cajun French word that means more than expected.
Regardless of what you call it, it has become important to exceed the value your customer has come to expect. This has much to do with the competitive nature of the travel business and every other business.
The sad news is that in many instances, today’s customers do not expect much. Read the rest of this entry »
“In your presentations, insure your clients that you are working for them.”
One of the reasons why sales has earned such a poor reputation over the years is because the salesperson themselves speak and respond in a self-serving fashion.
One glaring example of this less-than-attractive reputation is the failure to listen to the prospect’s specific needs, wants, and desires. If one had to identify a single missing link in the success chain, it would have to be the skill, or lack, of listening. Read the rest of this entry »
I have gone on record to say that I believe most people are lazy. I didn’t just infer it, I said it loud and clear. I have recently been thinking about that. I have been wondering if I should rescind my comment. After all, I would hate to think that you would stop reading my column based on an opinion of mine. I asked myself, “Should I apologize?”
My answer? No way.
So, as not to upset the majority of my readers, I will try to remain somewhat politically correct today – while delivering yet another “career-altering” reminder.
I looked up the word “lazy” in the dictionary Read the rest of this entry »
I am about to burst a number of bubbles out there in travel land, and I fear that many of those reading this article are about to have a mild cardiac arrest. The following reminder and accompanied advice is going to sound 180-degrees juxtapose to what you have been taught to believe for the last quarter of your life.
The familiar quote says that if you “give a man a fish, he eats for a day. But if you teach a man to fish, he eats for a lifetime.” This may be true at face value, but I am afraid that most people have little interest in learning how to fish. They want to cut to the chase. They want the fish. Read the rest of this entry »
In my live seminars, I often share a story about an interview with Howard Cosell and Jimmy “The Greek” Snyder. Howard Cosell was an ex-lawyer turned broadcaster whose claim to fame hinged on his relationship with Mohammed Ali. The “Greek” was an odds maker turned football analyst until his on-air faux pas ended his career.
I love this interview and use it often to deliver an important message.
Howard: Jimmy, what do you like best in life?
Jimmy: That’s easy Howard. I like to win.
Howard: Then, what do you like second best Jimmy?
Jimmy: That’s easy. I like to lose.
It is Essential to Get Your Thinking Straight.
I have always been fascinated by the “placebo effect.” This is where 100 patients are given a white pill to cure a medical problem. Fifty of those patients get the real medication, while the other fifty get nothing more than a white powder (the placebo).
Yet, some significant percentage of the placebo group (sometimes more than half) will show symptom relief or even be cured.
This proves the staggering importance of the mind and a person’s attitude. Read the rest of this entry »