Today’s article is coming to you from 31,000 feet above the ground. I am comfortably seated in an aisle seat in row 31 on an American Airlines flight en route to Philadelphia. Tomorrow I have the privilege of giving a Keynote Speech to a group of medical device sales reps. My title is GOING FROM GOOD TO GREAT. Although I have been delivering talks like this for nearly 40 years, I find myself preparing my opening remarks and following suggestions as if it were my first public appearance. I suppose the hidden message here is to never rest on your laurels.
I am reminding myself that, although I have repeated many of these same stories over the years, it will be the first time this particular group will be hearing them. My tone, energy level, and body involvement must be tailored toward peak performance. The attitude of “been there, done that” is the quickest path to disappointment, chagrin, and audience rejection. Tomorrow is “show time” and it is imperative that I bring my A-Game.
I plan to open my presentation by recalling a question I have asked myself for the past 40 years heading into a public forum. “What difference am I going to make by speaking to a room full of strangers? What can I say (and do) to contribute to their ongoing success?”
These two questions are pivotal in that they will keep me focused on the mission at hand. I have been asked to help this company’s cause, and I do not take that responsibility lightly. After all, I am not being paid to fill a dead hour between the president’s speech and lunch.
I’ll ask again. “What difference can I make?”
It is now time to turn my attention to you, the travel professional. I think you can ask yourself this same question each and every day. What difference will you make when dealing with both clients and prospects? How can you make the lives of those you come in contact with more pleasurable and memorable? What are you bringing to the party?
What can you say or do to make those in your marketplace feel more comfortable, welcomed, heard, respected, and appreciated. What can you do today to strengthen the trust your clients have in you? How can you make a brand new acquaintance feel glad that they met you?
The secret … one secret … is to ask yourself this same question before you start each day. What difference are you planning to make today?
You can be sure that at 7 am tomorrow, as my alarm clock reminds me that today is “the day” I will be asking myself the same question I have been asking myself for 40 years. “Mike, what difference are you about to make?”
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.
