What’s preventing you from being successful? Are you feeling stuck? Do you allow others to define your potential? You can’t break through to your next level of success unless you. understand what’s holding you back. The “F”s in life can help us understand how they can get in the way or help you grow your business.
Fear: To be successful in business, we must step outside our comfort zone and move through the fear. Many times, I have come up with what I thought was a great idea but then stopped short of execution when I started to doubt myself. I can remember one specific time when I decided that I would approach some other businesses to see if they would be interested in co-marketing. I reflected on my fears and thought: “What if they reject my idea?” I pushed through those doubts and ended up with positive results with a majority of the businesses that I approached.
Frustration: Not being able to get clients to return your calls or emails can be so frustrating, especially when you have done all the work, found a great package, and now have a limited time to hold the reservation. Change the subject line or express urgency. For a subject line, I like to use “I’ve got fantastic news for you!” Whatever the circumstances are, don’t give up until you feel that you have exhausted all avenues. Then don’t dwell but move on.
Failure: The problem is that we are conditioned to avoid failure at any cost, so we play it safe. We operate within boundaries where success is most assured and avoid difficult tasks because of our fear of failure. I had a note posted on my computer for the longest time that said: “Rejection means nothing to me.” Each time a customer told me no, I looked at that sentence and tried again. I look at my failures as opportunities to improve. What could I do differently the next time? What lesson did I learn? In sales, it’s a numbers game. The more times you try, the more chances for success.
Faulty Assumptions: Eliminate self-created barriers to your success and focus on the facts. Don’t assume that because a client didn’t book their trip with you this time, you did something wrong. There could have been myriad personal reasons that they chose not to share with you. Instead go with the assumption that they will possibly use your services in the future. Thank them for giving you the opportunity. Let them know that you will continue to keep in touch and hope to be able to be of service the next time.
Focus on the Possibilities: Accept the challenge of finding new business, clients and opportunities. But this means getting out there and always trying something new. It can be scary, but also exciting to imagine what can happen next.
Fearless: Getting unstuck requires taking action and having courage. Contact that customer who rejected your last quote. Schedule a meeting with the pied piper who you think you have found the perfect trip for. Take on that project that you’ve been thinking about for the last years. Get yourself a “can do” attitude.
Fortune is out there waiting for you to claim it. Don’t let hesitation about doing something that is out of your comfort zone stop you from achieving it.
Anita Pagliasso’s passion has always been about all aspects of educating travel advisors, especially in the areas of marketing. You will find her columns relevant since they come from her own personal journey of turning a one-person home-based agency business into a thriving enterprise. She provides inspiration, encouragement, motivation and, most of all, shows how to keep the fun alive while selling travel. She is the author of “From Home Based to POWERHOUSE!” She currently serves as vice president of industry relations for KHM Travel Group, the large host agency; president of PATH (Professional Association of Travel Hosts); vice president of CCTO (California Coalition of Tourism Organizations, CLIA STARBoard and trade relations co-chair; and is a member of the ASTA Board of Directors.
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