One of the drawbacks of having a home-based business is that I often eat lunch alone. That is if you don’t count the two cats who think my role is to serve as their personal concierge. Many years ago I read a book called Never Eat Alone and the premise was that lunch is a perfect time to grow your network, have a sales call or learn from a mentor. Studies have shown that people bond over a meal and are more likely to work together after they have shared a meal. All of those are reasons why I actively schedule lunches a few times a week.
Last week I drove over to Integrity tours, a group tour operator also based in Upstate NY. Leslie and Liz had just returned from ABA a few weeks earlier and I was eager to hear how they thought it went and to catch up on news and trade show stories.
The ABA Binder
For those of you who have never attended a Group tour industry trade show, there is a rule that you can only give out one sheet of information to the tour operator. This is called a profile sheet and it is one of your best sales tools. I love looking at profile sheets because while many are terrific, most could use a few tweaks to be more effective. I love helping clients re-design their profile sheets and watch them come to life as an amazing tool.
So, of course, I asked to see their binder from the show. Tour operators will compile all the profile sheets into these massive binders to take back to the office. In case you are wondering if the binders are ever used, they are. Leslie pulled hers right out from the bookcase. I spent the next 20 minutes looking at great profile sheets ( lots of images, bullet-pointed text, easy to find contact information) and ones that need some love ( all text and one-sided). Suppliers – if you are investing all that money in attending a show, invest some in having the best profile sheet possible!
I noticed that Leslie and Liz had handwritten notes on many of the profile sheets. I always advise my clients to have a heavy stock paper, but one that can be written on -so not a glossy finish. Then the operators can take notes right on your profile sheet. A lot of the best profile sheets were actually a one-page document that folded out and provided lots of space for photos, maps and group tour packages. Bravo!
How’s your Business Etiquette?
When I told Leslie I was writing this post, she asked if I would mention business etiquette. It seems that we are all so used to texting and looking down that we have forgotten some of our basic interpersonal skills. When you are meeting someone:
- Make eye contact
- Smile
- Shake hands – your right hand to their right hand. ( The current health situation might make a fist bump or a simple nod of the head more appropriate.)
Making eye contact helps you establish an instant bond. Smiling makes the other person feel more comfortable and at ease. The ritual of shaking hands creates a level of know, like and trust.
The art of small talk is just that – an art. Most of us don’t come by it naturally, and we all have to work on it. In my online mini-course: Want to Grow Your Network? I talk about how to get others to like you, which makes them want to do business with you.
The appointments at these shows are only 7 minutes. Set the stage for success by starting off with great greetings.
Follow up
Don’t get me started. Tour operators reach out to me and say ” Please write a blog post about asking suppliers to follow up when we reach out to them.” What?! Tour operators are busy people – they are not reaching out just to chat. They want to bring Group tour visitors to you. If you return all phone calls and emails within 24 hours, you will become an industry rock star. It is that easy to stand out from the competition.
If an operator reaches out via phone, return the message via phone. When they reach out through an email, answer with an email and make sure you answer all their questions. If they reach out via text, FB messenger or WeChat, (all are ways that tour operators contact me) answer on that platform.
When you are out of the office, make sure your OOO message has information on who can help. No one expects you to work 24/7 but answering tour operator’s requests is definitely one of the best uses of your time.
Questions?
What questions do you have for tour operators? When I schedule my next lunch, I will take the list with me. Just hit reply to this post if you received it via email, or leave a comment below!
How can I help you succeed in 2020?
- Are you looking to increase your Chinese visitors this year? Yes, the Coronavirus has thrown everything into confusion. But getting prepared for the return of this market will bring you business long term. So check out my China Sales Mission Program, which is just getting started. After this course, you will be ready to reap the benefits of this key market. Click on this link to schedule a short call with me to see if this program is a good fit for your organization
- DMOs: Let’s talk about my Online Training program for your partners! Every month I present on a topic that will help increase your partner’s professionalism and understanding of this industry.
- Looking for help in creating a Strategic Sales plan for your attraction? Reply to this email and let’s chat. I take one new client per quarter and am open the second half of the year. I would love to work with you! We will work on your profile sheet as part of the process!
- Hire me to speak at your tourism conference or event. Reply to this email and I will follow up. Have I mentioned that I have set a goal to speak at all 50 State Tourism conferences? Can you refer me to your conference planner? I would appreciate that!
- Schedule a free 15-minute call with me, or schedule a 1-hour call for a more in-depth discussion about your 2020 plans or to review your profile sheet.
- Check out my Free Resources section at The Tourism Pro Academy!