Hampton CVB

Take

Advantage of

This

Recession

Historically, recessions are

relatively short and they're

usually followed by long periods

of prosperity

―Most firms in our

analysis cut their

[marketing] budget in

a recession.‖

―Companies that have been looking at

marketing as an investment, and not an

expense are the ones that are going to

come out of this [recession] really,

really well.‖

This is not the time

to cut sales and

marketing!

It is well documented that

companies that increase sales

and marketing during a

recession, when competitors

are cutting back, can improve

market share and return on

investment at lower cost than

during good economic times.

John Quelch is Senior Associate Dean of Business Administration at

Harvard Business School.

― I have yet to

see any study

that proves

timidity is the

route to

success.‖

Studies consistently

have proven that

companies that have

the intelligence and

guts to maintain their

overall marketing and

advertising efforts in

times of business

downturns will get the

edge on their timid

competitors‖

.

J. Welsey Rosberg Senior VP, Meldrum & Fewsmith’s

McGraw-Hill Research analyzed 600 businesses.

Those specific companies that maintained or

increased their sales, marketing and advertising

expenditures during a recession averaged

significantly higher sales growth, both during the

recession and for the following three years, than

those that eliminated or decreased advertising.

Sales from companies that

remained aggressive during

recession enjoyed a 256% increase

in overall revenue- during the first

three years of the recovery

•You

•Your Career

•Your Success

It’s About The

Relationship Stupid!

How Soon Adults Forget

• 1 hour:

55% loss

• 9 hours:

62% loss

• 31 days:

80% loss

We tend to remember…

20% of what we hear

30% of what we see in pictures

50% of what we both hear & see

70% of what we explain to someone

―Whenever there

has been an

economic

downturn,

consumers have

kept travelling‖

only a modest decline of 1.3 percent in pleasure travel for 2009. only a modest decline of 1.3 percent in pleasure travel for 2009.

Only a 1.3 % Decline in Leisure Travel Nationwide

a modest decline of 1.3 percent in pleasure travel for 2009.

―American families are not

canceling travel…but they

are traveling closer

to home‖

GREAT NEWS FOR YOU !!!

Good News for Hampton

―We’ve concentrated on

targeting guests who will

travel 2 to 4 hours from their

home‖

This one is just a breeze

You have a specific skill

set that is in tremendous

demand now …and will

only become more

essential each year for

the foreseeable future !

$8 trillion in 2008

$15 trillion by 2018

A Loaded Question

These New ―Sales‖

CEOs Have Delivered

Great Returns !

1. Sales and Marketing

Sales Cures All !

Mark Cuban, Owner, Dallas Mavericks NBA Team

…

Your career will take off

the millisecond you

establish the reputation

of always exceeding on

your annual sales targets

75%or less

$ 20,000.00$ 8,000.00

People Pay for Performance

Sales is…

• Too

Time Consuming

• Too

• Demanding

• Too

Stressful

A

Brilliant

Move

The Average North

American Car

Sales Person …

• Works 50 hours a week

• 48 weeks a year

• Sells one car every 40 to 50

hours

• Sells 4 to 5 cars per month

• Sells 48 to 60 cars per year.

Joe Girard

• 50 hours per week

• Worked 48 weeks per

year

• Sold 1 car every 2.8

hours.

Joe Girard sold 13,001

cars during a 15-year

career. - one at a time.

• Sold an average of 867 cars

per year vs. 48-60

• He holds the World Record

for the most cars sold in one

month— 174, approximately

one car every 1.2 hours

―The rest of us

seem pretty darn

sure why the best of

us are so

productive‖

College Drop Outs

Experience

Or Years Of

Service

This is Just Too Simple!

Attitude

―Attitude is not a

feeling, it is a self

induced state of mind!

In fact, it is one of the

few self imposed

blessings‖

"Our attitude

toward life

determines life's

attitude toward

us"

ATTITUDE

NOT Aptitude

―Your attitude right

now - is only as

positive as you

decide it will be‖

They will know to the last

dime what their 2009 sales

targets are and they have

every intention of not only

hitting those goals …. but

exceeding them !

If they do not find the

circumstances easily

accessible for success

….they will create their

own.

No questions asked!

Jason

http://www.youtube.com/watch?v=1fw1CcxCUgg

― 80% of Your

Success Comes

From Attitude And

Only 20% From

Aptitude‖

― Selling the exact

same product at the

exact prices in the

exact same markets

‖

The only

difference

between the two

groups was in

their attitudes

People are always blaming their

circumstances on their on their

lack of success.

________________

The people who get on in this

world are the people who get up

…and look for the circumstances

they want …

And, if they can’t find them, make

them.

______________________

Start thinking

and acting like

the person you

want to become.

―How would the

person I’d like to

be, do the things

I’m about to do?"

― The number one problem that

keeps people from winning in

North America is a lack in belief

in themselves‖… A.L. Williams

If you don't

program your

success, your

life will

program you.

Sometimes you have

believe in their

vision until your

attitude catches up.

Hire For

Attitude

First

74%

Infectious attitude

PMMFI

Unwavering

Bias For

Action

Ready – Fire - Aim

They have an

unrelenting focus

on doing things

that produce

revenue!

"The critical ingredient is

getting off your butt and doing

something. It's as simple as

that.

A lot of people have ideas,

but there are few who decide to

do something about them now.

Not tomorrow. Not next week.

But today! "

53 vs 8

Double Your

Sales

Performance

Professional

Persistence!

You Have To Touch A New

Prospect At Least 8 to 11

Times

• 1.8 = Average

• 44% Stop After 1

• 24% Stop After 2

• 14% Stop After 3

• 12% Stop After 4

• 4% Stop After 5

― I Miss 100% Of The

Shots I Never Make‖

― What separates the

successes from the

failures is the ability to

carry on when the clients

say no.‖

SW-SW-SW-SW

Because they did

not feel appreciated.

70% of corporate

buyers would switch

vendors today if they

could find someone

more fun to do

business with.

☻

Fun = 127% More Productive

The simple act of incorporating fun

into your sales plus your employees jobs had

just been designated

as on of the best business ideas ever.

― To those of you who are never in

a hurry, who say what’s the rush.

Who believe that when it comes to

taking action that we have plenty

of time.

Well, I’ll do my best to be as polite

and delicate

as possible.‖

You are an idiot.

There is no time. There is

always a rush. You don’t

have all the time in the

world

―HURRY UP!‖

The End -Thank You !