Strikeouts ARE Part of the Game!
by Melody Fee

article continued from

In baseball, even the best hitters, strike out twice as many times as they get hits. But just as this agent from Seminole, FL had learned, you have to analyze your attempt and step back up to the plate. I can easily recall the early feelings of "dejection" I felt when a potential client rejected my offer or cruise proposal. Maybe there were times that with a little more experience, I could have turned a rejection into a sale, but possibly I did not overcome an "objection" from that potential client as effectively as was needed. So I had to sharpen my knowledge and my sales skills to meet my clients needs. Sometimes, it may just have been that I was not promoting the right product to the right client, so I also had to sharpen my LISTENING skills!

I honestly think that the hardest time to succeed in the travel industry is "right off the bat as a new agent! We are excited, enthusiastic, but in many cases, unprepared to some degree. It is so important to have your tools and your contacts ( such as supplier contacts) ready to work for you and with you. New agents ( and those who are also concerned about "striking out" too often) have a lot of questions to ask themselves as they establish their business model:

• Have you considered what niche you will promote ( if any)?
• Have you set up a database for client information?
• Have you considered whether or not you will join a consortium?
• Have you met with or spoke with the local representatives that will be your contacts with the cruise lines or tour operators you want to use as "preferred suppliers?"
• Have you made a commitment to attend any educational events that will further your supplier knowledge?
• HAVE YOU REALIZED WHAT SETS YOU APART FROM OTHERS? Have you created a brochure about YOUR AGENCY that tells others about your "specialness" ( notice I did not say your specialty)

So even though we all realize that "strikeouts" ARE part of the game….Don't despair… JUST REPAIR….and PREPARE! Summer is here….baseball, hot dogs, apple pie and VACATION TIME……..Be the best at YOUR game!