Please do not misinterpret my blog title this week. Translation: Additional Information On The American
Tendency To Look For a Comfortable, Trusting and Acceptable Deal.
I read in an industry blog recently that the month of January is bringing with it a noticeable increase in activity. This in and of itself is great news. This in and of itself can prove to be less than good news. The choice is yours. My recommendation to you: Don’t shoot yourself in the foot.
I see more stories today on “shoppers” taking advantage of travel agents who do the work but don’t cash the checks. Let me cut to the chase.
- Some people are less-than-squared-away. When you come in contact with one, it is your move. After all, it is your business and you have a say on how you decide to spend your time and energy.
- Some people have good intentions and just don’t know the rules of the game. Open up the conversation with a smile and genuine interest. In a short period of time (10 minutes) pause to explain what it is you do for a living and exactly how you get compensated for your time and knowledge. (Again, it is your next move.)
- Some people interpret your interest and professionalism to be less than expected. Most likely, your negative feelings and definition of the term shopper is: A person with a wallet and a dream who is taught by me to milk me for all my knowledge and time before they realize that they have all the information they need to go home and book their vacation on their computer which is precariously positioned next to their bed stand in their spare bedroom. (Or something very close to this definition.)
I am reminded of a swift-footed crooner who went by the name of Michael Jackson who once sang a song suggesting that “if you want to make the world a better place, take a look in the mirror and make a change.”
This infers that rather than toss a few stones at “shoppers,” perhaps it is you or I who need a little polish. The great philosopher Ludwig Bigelow Amadeus (don’t quote me) surely had a phrase for this in Italian … but it escapes me now. (Save yourself some time: Do not Google this.)
I am suggesting that shoppers are good things. We are all shoppers. Most purchases begin with “shopping.” How you handle yourself in front of these “shoppers” and how you say, do and don’t do will either accelerate their departure curve or soon have them bellying up to your desk asking who they should make the check out to.
Step #1: Take a look in the mirror (listen to your audio recorder after you taped one of your million dollar sales presentations). Decide if you are worth spending time with … and money.
Step #2. Make a change. Tweak your delivery until you would even do business with yourself.
Step #3. Don’t count your money while sitting at the table.
Have a good week, weekend, month, year, or as the kids say …… whatever.
Then, send me an email at mike@mikemarchev.com and inquire about my Inner Circle Sales & Marketing Club. You really can’t afford not joining my team.