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Mick Jagger, Paul Simon and Mike Marchev

When the Rolling Stones sang “Time Is On Your Side” they were not talking to you or me. When Simon & Garfunkel suggested that we “kick on down the cobblestones while feeling groovy,” they obviously were not aware of the 24/7 thing soon to be coming into vogue.

Well, if nothing else, I believe I piqued your interest in wondering where Marchev is going to take this one.

I am certain that you can all benefit from today’s message. Read the rest of this entry »

Posted In: 1:1

Interview with Mike Marchev, Author and Speaker

 

mikemarchev

Mike Marchev entered the travel industry in 1984 and has been sharing his sales, marketing and business development strategies with proactive travel professionals ever since.

Author of “Become the Exception,” the “More-On” business series, the “Travel Agent Success” series, the Mike & Nolan Show and now the “Sales Kit in a Box” programs, Mike is a frequent speaker at industry events. He makes a point to mix both content and entertainment in his down-to-earth, logical, believable and doable training sessions.

Mike writes regularly for TRO and The Travel Institute and has appeared in Travel Weekly and Agent @ Home Magazine on numerous occasions.

Mike has spoken to audiences in 18 countries and in over 75% of the United States. He has earned a marketing graduate degree and has taught sales and marketing classes at the university graduate school level. His latest focus is to help travel professionals sell and promote River Cruises while they represent the hottest trend in the industry. He is collaborating with AmaWaterways to help travel professionals take full advantage of River Cruising; find out more at http://www.mikemarchev.com/rivercruising.

Travel Research Online: What is the earliest experience in travel you can recall?

Mike Marchev: My dad was a true, dye-in-the-wool salesman who often took me on business trips. When air travel was involved I remember the plane was called an Eastern Airline Electra. That should position me with your readers as a “fossil.” (LOL) In addition to making his sales calls, he always found time to check out the local sights. We had fun traveling together. Read the rest of this entry »

Posted In: 1:1

An Interview with Mike Marchev

 

PictureMike Marchev, MBA, CTC has been sharing his upbeat, down-to-earth, entertaining and motivational business-building programs with travel professionals since 1984. Customer Service is his “pet” topic. Mike is a frequent contributor to a number of recognized travel publications as
well as the author of Become The Exception, The 52-Week Sales Planner and “More-On” Marketing.

TRO: What are travel agents doing right today?

MM: This is a hard question to answer in that I am not privy to what they are all up to. I’ll answer from a different angle.

If a travel agent has targeted a specific market and identified their “niche” based on their strengths, experiences and positive track record, and they are (1) practicing emotional intelligence to the degree that they are adhering to the Rule of Seven without excuse or exception, and (2) actively seeking new and creative ways to blow their customers away with unexpected service, Read the rest of this entry »

Going With The Flow

This marketing practice has many analogies or anecdotes to explain its logic. Going with the flow; swimming with the tide; sailing with the wind to your back; picking the low-hanging fruit. I am sure you have a few analogies of your own to remind you that it doesn’t make sense to spit into the wind or pull on Superman’s Cape.

As logical as these reminders are, you don’t have to travel far to see people banging their heads against a wall in an attempt to get things done. It is still true, that in many instances, less is more.

Read the rest of this entry »

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.

Why?

Read the rest of this entry »

When You Are Out of Sight You Are Out of Mind

If you believe what I am about to tell you, and make it your business to do something about it, your future success will almost be guaranteed.

Not enough of the right people know you are alive.

The lesson shared in today’s lesson is also what I term “a keeper.” That means that, if you learn nothing else from our time together, I want you to (at the very least) believe the ten words printed above. And if, by chance, a good number of people know you are alive, I want you to memorize the following eleven words.

Read the rest of this entry »

Let’s Get Some Things Straight

Sales is hard enough without voluntarily making it more difficult than it has to be. In today’s message, I am going to share with you four myths usually connected with the selling profession… and what you can do about them.

Myth #1: The belief that selling is simply a number’s game.

This implies that if you do enough “stuff,” call enough people, write enough letters, make enough appointments, send enough postcards, or return enough phone calls you will be rewarded handsomely for your efforts.

I am not disagreeing that if you throw enough marbles into the air, one or two will land in the cup situated ten feet away. There is some interesting data supporting The Law of Numbers.

However, this does not take into consideration Read the rest of this entry »

Two Reminders Worth Thinking About

Today’s message introduces two reminders that I feel are extremely important. The first one reminds us of the Law of Attraction, while the second reminds us of how to use just three questions to position strangers for future interaction. Let’s look at one at a time.

I remember the day like it was yesterday, when I first found myself attracted to a member of the opposite sex. And it wasn’t my idea.

If my memory serves me correctly, I was around ten years old when I experienced my first “crush.” A very interesting series of events unfolded as soon as I heard that somebody thought I was a cool dude Read the rest of this entry »

Chapter 1: Likeability

Sales today, regardless of your industry, is more competitive as ever. The old style of selling simply doesn’t work today. Buyers, customers, and clients are too smart… too street savvy… too educated to fall for any textbook trick from some fast-talking salesperson “with the “gift of gab.”

On the other hand, people still have needs and will continue to buy goods and services at an unprecedented rate. So, what is one to do if the future of their business relies on finding and serving new customers. Should we learn how to “up-sell?” Overcome objections? Close sales with a vengeance? No, to all three. The answer may be as simple as your first kindergarten lesson in getting along with others. Become more likeable.

This lesson was driven home to me earlier in my Read the rest of this entry »

Conquering Rejection

Once upon a time, a college friend of mine spent a few days with me. He was driving his son to his first job in Washington, DC from Massachusetts, and my house was directly in line. In a very few hours, it became apparent how people grow in different directions. My friend took the athletic route after graduating and is a very fine physical education teacher at his local high school in Massachusetts. He has spent the last 30 years of his life in the gymnasium—working with other people’s children. The morning after he arrived at my house, we no sooner poured our first cup of coffee when he asked if he could see the comics section of my morning newspaper. This section is always free, as I immediately grab the business section in order to get my daily “marketing fix.” My wife starts at the beginning and my son disappears with the sports section. Read the rest of this entry »

Posted In: Editorial Musings

In my mind, there is nothing worse than running out of milk in the refrigerator. It is a staple for so many dishes and let’s be honest, nothing quenches that 3:00 am thirst quite like a swig from the carton of milk. Am I right?  But in the business world, there is an equivalency. In my mind, there is nothing worse than running out of this business staple. No, not toner. Not staples. Not cell phone battery life. Much more important. Read the rest of this entry »

Commitment Is Not a Four-Letter Word

I am currently experiencing a little mental discomfort. I thought I would share it with you to see if there was a message buried in my uneasiness that could benefit your immediate future.

The question is, at age 73, am I physically capable of swimming, biking, and running a total of 70.3 miles in less than 8.5 hours? (An Ironman Triathlon) Perhaps more to the point, do I really want to find out? It is not as if I have never accomplished this feat before. I have. In fact, I covered the full Ironman Triathlon distance of 140.6 miles back in 1997… and lived to talk about it.

The question remains. Do I want to prove to myself that the “old man” is not ready for the rocking chair just yet? As I am typing this the smell of Aleve X ointment on my sore shoulder Read the rest of this entry »

Setting the Stage Is a Good Idea

I spotted the following in a popular e-zine I like to read.

Word count for this issue: 888

Approximate time to read: Just over 3 minutes

Why bother spelling out the length of an article you ask? There is a very good reason for doing this. It is a small courtesy that supports one of my sales lessons which implies that it is smart to let people know what they are in for.

In this case, 888 words tells me how much effort I need to invest if I decide to read this information Read the rest of this entry »

A Monday Morning Memo to Me

I recently arrived at (and passed) another milestone in my life. To put it in a way I still have trouble comprehending, I have taken another full lap around the sun. I won’t go into specifics, but I will say I do remember when a five-dollar bill was enough to take a date to the movies and share a coke afterwards. I also remember when a gallon of gas cost around 31 cents.

Recently I find myself reflecting over my accumulated years like two clenched fists… where my entangled fingers represent both successes and failures intermingled and synced exactly like they are supposed to be. But that is not the point of today’s reminder.

I woke today like I usually do. But today was noticeably different. Like always, before swinging my legs off the bed searching for the floor, I ask myself how my back felt Read the rest of this entry »

Does Loyalty Still Matter?

I love to visit early morning coffee shops when I am away from home. I listen to the locals meet and greet their friends during their daily ritual on their way to work.

It truly is better entertainment for me than today’s TV selections.

A recent visit was to The White Castle on Central Avenue in Clark, N.J. This could very well have been the birthplace of the famous New Jersey “Death Ball”—a greasy hamburger about the size of a quarter. (The coffee is a notch above okay.)

I was nestled in the corner hiding behind my open laptop when a policeman walked in and greeted the grill master. He then started chatting with another regular stool patron as they both propped themselves up against the counter.

I tuned in Read the rest of this entry »

A Message from the Kentucky Derby

It was 7 pm. As luck would have it, the race was just about to begin when I switched on my TV. I thought I’d missed it since I believed the race was at 5 pm.

There in front of me was a long cage filled with horses with numbers 1-21. I noticed stall #20 was empty and thought to myself that #21 was so far off the rail it was simply a futile attempt. At least the owner, trainer, and jockey could one day say that they were in The Kentucky Derby.

The horse was named Rich Strike and was listed at odds of 80-1. There was no way a horse in that position had a snowball’s chance in hell to win anything. Good luck, Rich Strike. Read the rest of this entry »

Have you ever stopped to consider why multi-millionaire entertainers and business people take the time to appear on late-night talk shows for just a few minutes?

Their pay (if any) for doing so is probably less money than they paid for lunch that day.

So why does every celebrity you can think of try to get themselves booked on talk shows? The reason they want their faces blasted across the airwaves is simple.

They realize that regardless of who they are—and what they may have accomplished to date—if they are out of the public’s sight, they are out of the public’s mind. Read the rest of this entry »

Posted In: Editorial Musings

We are all connecting with our prospects and clients via email, right? After all, it is a low-cost, simple way to keep in touch. You may have some standard emails saved to copy and paste at the most basic level, but hopefully, you have invested in an email service like Constant Contact, Mail Chimp, or AWeber.  In my opinion, the only marketing expense that gives a greater return is the old-fashioned business card. But are you using your broadcast email service to its capabilities? The services vary a bit but below are some common features you should use to make sure your business is growing and not stagnating. Read the rest of this entry »

Although nearly two decades ago, I remember like it was yesterday hearing the following words at the home of two Russian immigrants in Chicago. The husband was now an emergency room surgeon, and his wife was a successful travel consultant. Their home was modest, yet beautifully furnished.

After hearing their saga of eventually fleeing to America, arriving in New York City not speaking the language, the good doctor added after passing the rolls at the dinner table, “If you can’t make it in America, you can’t make it. “Those eleven words have stuck with me ever since.

That was over 20 years ago Read the rest of this entry »

Sales: Art or Science?

Science tells us that water boils at 212 degrees farenheit. This is not an opinion. The boiling point doesn’t change depending on the day of the week or the economy.

Your political persuasion does not affect the exact time that water boils, nor does the price of gas on any particular day. Water boils as expected: 212 degrees. 211 degrees… no boiling. At 212 degrees you can watch the bubbles begin.

Art, on the other hand, shows us details and then allows us to interpret it as we see it. The exact same picture can be interpreted hundreds of ways, depending on hundreds of different variables. With art there are no set answers. There is not one interpretation. Read the rest of this entry »

Taking Advantage of “Hidden” Opportunities

I am not sure if this can be considered my “signature story,” but it’s true that I have been sharing this particular point for over 30-years in my public speaking business.

It involves a single PowerPoint slide where I ask the audience to count the number of times they spot a particular letter, clearly printed on the slide. It is not a trick. It calls for a single answer.

The result has been the same for over 30 years? I get four different answers to the question where there is just one correct one.

The message then addresses the necessary skill of spotting opportunities when they appear right in front of you. In fact, they are everywhere. In fact, very few spot them. As a result, very few people take advantage of them.

This leads me to today’s message Read the rest of this entry »