All you need to know … and then some.
Bottom Line: Fun; Education; Entertainment; Laughter; Learning; Behavior Change; Bada Boom!
Let me tell you (what I feel) differentiates me from the hundreds of other speakers in the travel industry.
I say “hundreds,” since every supplier has one, and every executive and VP of something or other, thinks they are one.
I use a simple, time proven formula for delivering information. My methods have been “honed” for over 25-years, and initially developed while teaching at the graduate university level. I have been practicing what I preach since 1975. – Let’s round that one off by saying … over 30 years.
Immediate Connectivity:
“Who is this guy and how can he help me feed my family?” That is question #1 as I step in front of every audience with this question in mind. My first few sentences must put the audience in a listening mood, or the experience becomes an exercise.
A “Fun” Speaking Style:
I found out years ago that the sooner you can generate a giggle from a strange audience (no need for a belly-laugh — yet) the sooner you will induce a feeling of comfort and well-intention. You want to lose the “guru,” “professor” or “know-it-all” label right from the git-go and position yourself as another “experienced” practitioner interested in sharing what he has learned along the way … while enjoying the time together.
Audience Interaction:
I begin each program positioned in front of the group, but I enjoy “mingling” and bantering with individuals out in their territory. This helps eliminate overcome the “learning barriers.”
Meaningful Information:
Many (most) suppliers define “meaningful” as the pronoun “us’” meaning about the supplier’s offerings. I interpret “meaningful” as information that concerns “them.” “What can I say and do that will contribute to my audience’s eating habits?” How can we make our time together worthwhile and memorable?
Sincerity:
Laughing together, introducing myself to as many individuals in the audience as possible and holding eye-contact conveys sincerity … as best it can.
Respect:
This refers to “time.” I do everything within my power to end my programs “on-time.” In fact, when starting late due to a previous speaker’s overage, I offer to bring the conference back on schedule without the audience feeling short-changed. (An old professional speaker’s trick.) What a meeting planner does not want is the ole “domino-effect” kicking in.
Notice I have not focused on my “Credentials.” This is a gray area. Who cares where I have been and what I have accomplished, no less the number of awards and certificates I have hanging on my office wall? But I suppose having the experience to back up and support one’s words is important … I guess.
Credentials:
Education: Masters Degree in Marketing. (I also completed high school and attended the University of Massachusetts on a full athletic scholarship. Yip-ee)
Industry Knowledge: I earned my CTC a few years back (about a thousand) and have had agency-ownership along the way. I have been involved in the travel industry since 1984.
The Company I Keep: In addition to almost every major travel group and organization (Travel Leaders; AAA; Vacation.com; American Express; CLIA; Cruise Planners; Travel Impressions; Travel Weekly; TravelSavers; Carlson-Wagonlit; and others, I gain a lot of experience from speaking to non-travel industry organizations including: The Washington Post; Wells Fargo Bank; Toyota; Ortho Pharmaceutical; Nextel; and dozens – if not hundreds – more.
Speaking of “company, I also play a role in The Mike & Nolan Show with Nolan Burris, and The Travel Agent Success Series with Nolan, Scott Koepf, Stuart Cohen and Richard Earls.
Authorship: Over the years I have turned into a prolific writer. (Now there is a big word – prolific!) My sales book titled Become The Exception has sold nearly 5000 copies and is in its third printing.
More-On Marketing is the first submission in my “More-On” Series. It contains ten chapters of good, meaningful, entertaining, marketing “stuff.” It really is some good “stuff.
The 52-Week Sales Planner. This too is a real show-stopper and I am fast to admit that I got the idea from the hugely effective “Weight-Watchers-Program.” Based in incremental improvement, this sales and marketing program works. It is a “no-brainer.”
Columns: I write regularly for Travel Research Online and I have a weekly column in CLIA’s Ezine on Fridays. Other “rags” include Inc. Magazine, Sales & Marketing; Agent@Home, TravelWeekly, and Travel Group Magazine. For nearly ten years I have been writing weekly motivational articles in my Mike’s Monday Morning Message Column.
Around The Bases: Here is where I will tell you that I have had the distinct privilege in speaking to organized audiences in 18 countries over the years. That fact, coupled to my tattoo indicating that I once successfully competed in and completed the 140.6-mile endurance race affectionately called The Ironman, gives me great pleasure.
Topics: Sales; Customer Service; Marketing; Employee Development (Motivation)
Popular Titles:
• Stop Trying To Sell!
• Start Treating our Customers Like Dogs.
• Differentiate Yourself: Become The Exception
• Look People In The Eye – And Carry a Big Message
Mike Marchev
848-702-1009
Eager to make your next organized group laugh, learn, enjoy & grow!