The Art of Connecting

I have always been fascinated with why certain independent travel entrepreneurs are more successful than others. 

You know the ones I am talking about. They are surrounded by their network at every industry event.  Fellow independent travel sales colleagues, travel suppliers at every management level and industry representatives all trying to get a piece of their time. Yes, I agree, it has to do with their experience, but I think it has more to do with how they connect!  These professional travel agents/advisors and entrepreneurs have earned the trust, support, friendship and comfort zone of their network and have key relationships. 

It all starts with their daily interactions and their sincere PMA (Positive Mental Attitude).  Generally, there is no start or end to their day.  These go-getters are connecting 24-7. 

From the time they leave their house early in the morning, always quick to pass on a hello to a fellow neighbour, to making travel document house-calls at night, these professionals always have the big picture in mind – to make a connection.  They understand that connecting is not just networking at a cocktail party. One very successful home based independent travel entrepreneur (my mom Gloria!) has always reminded me that life is a stage and you’re always turned on! 

Gloria has been selling travel for 40-plus years and I always thank her for her advice and am constantly reminded of her strong specialty cruise industry brand.  I cannot help but think how she is her own walking-talking cruise brochure.  Every time I have seen her in public, she is wearing a cruise ship diamond broach or some form of cruising memorabilia incorporated into her wardrobe.

She looks like she actually works for the cruise line with her professional suits, wrapped scarves, jewellery, handbags, and brochures and business cards in hand.  Her brand says, “Talk to me about taking a cruise”.  Gloria is for sale everywhere she goes and her brand is recognizable to everyone where she goes.   

Most professional home based travel entrepreneurs have the critical skills to connect with a sincere and genuine approach to helping people find that travel experience of a lifetime.  What critical skills am I referring to? 

The Art of Connecting is all about establishing rapport.  Why do you think sales experts always say, “A sale is made or broken in the first 10 seconds of an interaction?”  They say this because we have an instinct about us that either likes someone or we don’t.  Independent travel entrepreneurs are 100 percent aware of this connection factor and use it to their advantage. 

They use it by making a powerful first impression all the time.  Remember what Gloria says, “Life is a stage and you’re always turned on!”  You have to be prepared at all times to deliver a brochure (with your business card stapled and stamped on the back).  You are armed with multiple cards ready to hand out because everyone is always looking for a professional travel professional (yes, even handing out laminated cards in the hot tub, beach or pool). 

Some say this is ruthless promoting and I would agree – but passion sells and people buy passionate people!  Gloria is passionate about her business ... are you?  How far do you go to sell you and your brand? 

Rapport can be so many things.  It’s a natural state yet it can be learned.  I sincerely believe that it starts with a plan every day to maximize on your every interaction.  You will achieve what you believe.  If you really want to connect with more people like Gloria, and the pros you see at industry events then set out to think and act like them. 

People who know what they want tend to get it.  Set a goal and set out to establish rapport with as many people as you can on a daily basis with the sole purpose to connect and add value.  Your objective in these encounters is to find out what makes these people tick.  Ask questions and open yourself up.  Be sincere and above all, be yourself!  It takes practice and is not the easiest thing at first, but with the intention to try it more often and experiment outside of your comfort zone, you will get it.  A smile and eye-contact leads to a returned smile and eye-contact. 

Open your arms and offer a firm hand-shake and you will get the same in return.  Speak clearly, slowly and positively and you will get the same in return.  Congruence inspires trust.  When your body, your eyes, your tone of voice and your words are all saying the same thing, people will trust you.  Trust leads to a relationship and relationships connect you to other people.  

The Art of Connecting with your customers and your network is a process and a life-long pursuit of harmonious communication.  Start with one interaction at a time and build your network.  If people are going to buy a vacation, they want to make sure it’s spent with the right travel professional. 

Connect and be the travel entrepreneur they spend it on.

Follow @CoryAndrichuk