Keeping Your Focus

Jim Luff
Posted on April 28, 2010
NO MORE FEAR:  In these difficult economic times, we must concentrate and avoid falling into depression and fear. Stay positive and make it a GREAT day.
As I sat and had dinner with my son yesterday, we reflected on how horrible 2009 was for all of us in my family. I have talked with other operators that are worried, depressed, and saddened by their years of labor in the business only to have everything begin falling apart. We are in tough times for sure.
Last week I wrote about how negotiable we had become choosing to accept some money instead of none. I have empowered the people taking reservations to make deals. I have asked them to be proactive. If they provide a quote and the client doesn’t seem to bite, keep them on the phone and find out what it will take. When your people land the sale, this is the time to heap praise on them. Thank them for every order they land and let them know how very special they are and how much you appreciate their talents. Remind them daily to make this a great day.
Positive energy spawns positive approaches and we cannot sit around and mope about how it used to be, but instead talk about how we are going to get back to where we were. I believe it can be done. You have to stop and check every single rock now and turn it over to see if there just might be a sale underneath it. Talk to as many people as you can about what you do for a living. Network all the time. Be visible. Get involved in your community in a big way, such as with the Chamber of Commerce, Make-A-Wish Foundation, street fairs, car shows, and anyplace else you can think of.
Call your local radio stations and speak to the promotions manager. Let that person know that you are willing to do trade in exchange for radio exposure. Go to local restaurants and ask them how you can partner. It is not too late to find a restaurant that is doing a Mother’s Day Brunch and include yourself. Find out how much they are charging per person and add that to your own limo total. Make a package of four, six or eight people and then add your own total to it and start advertising it 24/7 on Facebook, MySpace, your Web site, and any place else you think is appropriate. Ask the restaurant to include table tents, flyers, or posters in the restaurant.
We cannot sit by the phone waiting for it to ring but instead need to focus on how to make it ring. If clients are not coming to you, you need to make them come to you by creating excitement. Once you get them on the phone, you and your staff must project excitement and fun. Befriend every client that calls. It is easy to make deals with friends, and you can never have too many of them.

— Jim Luff, LCT Contributing Editor

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Jim Luff Contributing Editor
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