When Push Comes to Shove | Travel Research Online

I have been sharing my ideas on sales and marketing with interested audiences for nearly 40 years. In those four decades came and went numerous ideas, tactics, tips, strategies, topic-specific maneuvers, and even more than a few “tricks of the trade.”

There never seemed to be a lack of “new.” But throughout those many years, what I found more often than not, was a lack of do.

All through my career, beyond the hype promoting the current flavor of the month, I found myself endorsing a two-word phrase that I believe still pays: EMBRACE THE FUNDAMENTALS.

As elementary as this advice may sound, it proves to be the magic elixir time and time again. Returning to the basics has never been bad advice.

Let’s pause for a moment to define these fundamental practices.

1. Consistency when it comes to marketing. This is the primary skill that will enhance your visibility which will help generate more leads.
2. Follow up like your business (life) depends on it. This happens to be the #1 Achilles heel of all sales professionals. Forget those bogus excuses. Maintain a presence.
3. Bill appropriately for your expertise. And when you do get paid, bank those checks ASAP.
4. Get a handle on your cash flow. Don’t do what I do. Get involved with your monthly balance sheet.
5. File your taxes on time. Enough said.
6. Invest in relationships. For starters, call on one client per week to thank them for their business. Send one thank-you card each week. Never allow too much time to pass between meaningful contacts.
7. Think. Ask yourself every morning, “how I can help the people you serve?”

Tomorrow will soon be the result of the things you did today. Don’t lull yourself into a false sense of security because all is right with your world today. Things change and they can change in a heartbeat. Pay attention to the fundamentals and you will be singing a happy tune for years to come.

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.