1. Developing a Successful Sales Presentation

2. 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

3. 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

4. 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

5. 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?

6. 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

7. B2B – Prescheduled Appointments
Combination of a Trade Show & Sales Call
Usually 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

8. 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

9. 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

10. Mary Motsenbocker S. Quebec street Englewood, Colorado E: | T: