I’m sitting next to the bubbling water fountain at the Gaylord Opryland Conference Center in Nashville, TN. I have just completed three presentations and by the audience reaction, and the size of each crowd, I am considering this trip a success. Did I mention my programs were scheduled for 7 am, and each one was filled to capacity. This speaks volumes for the professionalism of these travel agents and their interest in becoming more skillful at what they do. I recognized them and saluted them for their commitment in growing their businesses. Did I mention we started at 7 am? 
I covered many topics over two days but, in today’s article, I want to highlight just a few key reminders.
- When you are out of sight, you are out of mind. There are many people and organizations vying for the attention of your prospects and clients. You are not the only game in town. It is your business to stay visible without appearing obnoxious. Spaced repletion is the key, as long as you reappear with a valuable contribution as defined by your audience.
- My primary objective in my second program was to instill in the group the importance of becoming better “people” and not just better “salespeople.” Paying attention and adhering to the little things will make a huge impact on a market that is becoming used to lip service, coupled with a lack of sincerity and genuine interest. You are a magnet, and will either attract or repel people.
- Program three featured two sales strategies that I have successfully implemented for years. The 3-Step Marketing Campaign is designed to have interested people raise their hands signifying a keen interest in what you are in position to provide for them. The second strategy was The 52-Week Sales Planner, which stresses the importance of creating a consistent and logical approach to managing your marketing efforts in a timely fashion.
All in all, this year’s Travel Leaders Conference was a huge success, and I was once again grateful for having played a small part. With any luck, I will be asked back again next year. I certainly hope so.
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club, mike@mikemarchev.com.
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