Follow Up: The Missing Ingredient More Often Than Not
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.
Just this week I will be speaking to a room full of “professional” mortgage salespeople whose take home commissions, can be, what I consider to be “significant”. 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 have to initiate a relationship. Next you have to create the appropriate value for your price. And finally, you have to follow up until the deal goes down.
Nothing new here travel people. I don’t care who you are or what you’re selling, the system remains in stone and the person who hones the skill of follow-up will win when the sun goes down.
You can take this to the bank. Follow-Up.
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