Developing a Successful Sales Presentation

General Tips Know who you are speaking to Research – internet, in-market representatives Company profiles Regional product offered Types of tours offered Are they not in the region but doing similar tours elsewhere? Tailor your presentation to each company

General Tools Business Cards Sample Itineraries Images (thumb drive, computer, tablet, photos, brochures) Make an appointment, be on time Make a Notebook of Appointments Create a lead sheet Include a place for a business card to be stapled or glued to the sheet A place to take notes Follow up Follow up Follow up

Trade Shows Pre-Show - Do your homework! What tour operator is in the region you need to contact? Are they coming to the show? Who is in the booth with you? Make appointments with tour operators ahead of time Research & study profiles of the companies the booth you may be meeting with Appointments may be in a group format Keep your product presentation brief - 30 Seconds Booth should be set up to be conducive to business meetings – tables, chairs – no music or loud distractions There will be distractions so a concise message is best Collaboration – important to work with those in the booth with you

Office Sales Call Appointment Tips: Be Respectful of their time Start Appointment with general short conversation Be Respectful of their time Ask questions about their company Show them you have done your research Tailor your presentation to their needs “Ask for their order” – ask to include your destination in their program Overcoming objections What is that they need to include your product?

Office Sales Call Cont… General Tools/Tips: Good Quality Photos – quality vs. quantity Map Gateways – how to get to you Explain your story, why is it special? Festivals, events, annual celebrations Unique opportunities – experience, food etc How your product can be connected with programs/products the company already represents– Suggested Itineraries Talk to not just the Product Manager but train the Reservations agents once your product is placed More details in a packet of information or thumb drive Follow Up

B2B – Prescheduled Appointments Combination of a Trade Show & Sales Call Usually 12-15 minutes for appointment Combine tools from Trade Show format and Sales Call format Do your research on what product the company offers, read their company profile Map – show Gateways – how to get there Itineraries – how to fit your product into their package Explain your story, why is it special? Festivals, events, annual celebrations Unique opportunities – experience, food Ask to be placed in their program Follow up

Media Presentations Be brief and concise – 30 seconds to make an impression Do your homework – Vet them first: Who do they write for? Who is the audience? Type of media? TV, Radio, online, print What’s new & unique Have short story ideas ready to go Do their job for them

HOSTING MEDIA Hosting Writers & Media Follow up Must be pre-qualified, know that an article or feature is planned Have high-resolution, quality photos & video with photo rights ready Invite them to your destination Be ready to provide travel assistance: air, lodging, meals Follow up

Mary Motsenbocker 6420 S. Quebec street Englewood, Colorado 80111 E: mary@itm.travel | T: 303-850-9358