Question: Mike, are you implying that the simple practice of “follow up” is a skill?
Answer: Yes I am.
Question: Are you also implying that professionals in the travel industry do not know the importance of, nor practice on a regular basis, the simple task of following up? Answer: Sort of.
Question: Are you questioning our professionalism?
Answer: Kind of. Maybe. Not really. Well, yes, I suppose I am. Not long ago, I was asked to share my ideas and strategies with a room full of “professional” mortgage salespeople whose take-home commissions can be what I consider to be a “significant” amount of money. They all work on commission, and their reasons for failure are as predictable as any other sales professional.
When doing due diligence in preparing for this program, I learned that selling mortgage insurance is neither harder nor easier than selling anything else. You first have to find a prospect who has an interest in your product or service. Then you must initiate a relationship. Next you need to create the appropriate value for your fee. And finally, you have to follow up until the deal is consummated.
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.
