to match appointments perfectly, and
this starts at home. The appointment
system puts all my appointments on
one day, so it’s important to fill the open
spots and other days with additional
appointments that I make before leaving for TREX.
Jaffa: You can learn from any interaction, and over the years I have experienced business coming from the most
unlikely situations. Focus on building
the relationship and finding common
interests. Project enthusiasm and interest. Folks like to offer advice, so you
might ask, “If you were me trying to
promote my organization, what might
you do?” Or: “Do you have any input
about my presentation?”
“Based on your research,
your sales speech
should emphasize what
is important to the tour
operator.”
when you can find most of the information on the internet or their online
profile. Based on your research, your
sales speech should emphasize what is
important to the tour operator. If you
see that all of their hotels are downtown, you should emphasize the fact
that you are downtown. (If you are, of
course!) And then mention what attractions are close to the hotel.
Utpatel: You have seven minutes to
present yourself and what you have to
offer. With walking, welcome, introduction and good-bye, it leaves three to
four minutes for your actual presentation. The only path to success is to
stay focused and not waste time with
anything else. Get rid of your coat; don’t
carry it around. Drink your coffee before
going to the appointment. Have your
handouts handy. Smile.
Jaffa: Do your homework and understand the tour operators’ needs the
best you can. Ask questions and build
rapport. Personalize your pitch and follow up. Make the most of the wonderful
opportunities NTA provides, and
remember to seize the opportunity:
When you meet folks, try to make a
good impression and exchange business
cards, whether it’s in an appointment,
at a seminar, on the coach or at a social
event. Listen, make notes and find ways
to connect.
“You can learn from any
interaction, and over the
years I have experienced
business coming from the
most unlikely situations.”
—Tom Jaffa
Williams: Do your research and ask a
question or two about their business so
that you may tailor your sales pitch. This
saves time (and embarrassment) and helps
create a more authentic conversation
that could continue after the appointment and into networking events.
—Chantal Cardinal
Cardinal: If the operator is not coming
to your area, not much can be done.
However, you can ask why they are not
coming to your town. Have they been?
Do they know it well? Sometimes,
before selling your hotel, you need to
sell the destination. If the product is not
what they are looking for, you thank
them for their time and go. It’s not good
to drag out a meeting for nothing.
Williams: As a DMO, we consider everyone a potential visitor who can enjoy the
experiences only available in Huntsville,
Alabama. So if an appointment at Travel
Exchange is a mismatch for an operator’s
group business, I try to have a conversation to encourage them to visit personally with family and friends.
What other tips do you have that can help
members make the most of their business appointments at Travel Exchange?
Cardinal: Be prepared. Know everything
the tour operators do: Where are they
are going? And if they package your
city, where are they staying and what
are they doing? Often, you lose a lot of
time trying to get to know the company
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