By Mike Marchev, CTC, MBA, member of The Travel Institute’s Professional Educators Program (PEP).
It has been my personal observation over the years that, by and large, people do not make reading a habit. In fact, they flat out find ways to avoid reading. With this in mind, I will keep today’s Friday Five brief.
I have been known to suggest that you check out non-travel industry periodicals to see how other entrepreneurs go to market in an effort to feed their families. When feeding my brother’s cat the other day and retrieving his mail (another story for another day) I spotted Construction Magazine and decided to practice what I preach. I thumbed through the featured marketing article.
The audience for this particular “rag” was contractors and builders, a far cry from vacation planners and dream weavers. Yet I was reminded that the fundamentals of building and maintaining a business are similar regardless of the industry. The article pinpointed 14 ways to stand out from the competition. I will list five of the listed points in today’s Friday Five in the interest of time.
These five reminders may sound elementary to you. They may even border on insulting your intelligence, but I implore you not to shoot the messenger. I simply endorse all five.
1. Provide Choices. The author reminded the technician to provide choices. People like choices and often decide to go with the more expensive option. They are also prone to adhere to your sincere recommendation.
2. Listen. We all think we know how to do this but, in truth, all we do is wait for our turn to speak. Repeat what is being heard to ensure meaningful communication. Don’t interrupt and pause before providing additional information. Listening is a skill worth emulating.
3. Make Eye Contact. Chances are you are not as good at this as you might think. I want to add to this suggestion. HOLD eye contact. It is your quickest way to show confidence. Be careful not to stare but do look people in the eye.
4. Say Thank You. You are just one of many options your clients have to book a trip. Do not take this for granted. Show your appreciation by acknowledging their decision to plug you into their world. Make them glad for the day they met you.
5. Smile. There simply is not a more attractive way to ease one’s fears and showcase your true personality. There is no question about it. A sincere smile opens many doors.
I hope I have not insulted you. Regardless of whether you are a professional athlete, a Hollywood heart-throb, a virtuoso, a plumber, or a travel professional, your success will result from your people skills far faster than how effective you are at twisting a lug nut.
If you are interested in “eavesdropping” at one of Mike’s future Inner Circles Sales & Marketing Zoom Meetings, send Mike an email and write the word “eavesdrop” in the subject box.
