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by cold calling prospective clients.The term cold calling reminds me of annoying aggressive telemarketers who always call at the worst possible time.Consequently becoming a pushy over-bearing desperate sales personwasnt something I wasexcited to accomplish. My first cold calling experience went just as I suspected it would horrible I sounded robotic unnatural and cold. My only relief was when the call ended. Thus my first cold call sales blitz was a complete failure. I began to question my career move and myself. Maybe I wasnt cut out for sales. A few days later I got a fortune that read If you are never scared embarrassed or hurt it means you never take any chances. It is then that it occurred to me that the only thing that was preventing me from success was my own fear.I believe in the Gateway Clipper product and what we have to offer so why should I be afraid to share that with prospec- tive clients I ditched the script and changed my mindset. Now with every call Im able to communicate that I am here to provide solutions for their event needs. This new outlook has resulted in great conversations with prospects new professional relationships and consequently new business for the Gateway Clipper Fleet. Priority Number One A Happy Client BY STEVE ANDERSON I started my career at GCF as a Cruise Director working on many events both public cruises and private events. My experience both on and off the boat has lead me to the same conclusion a client that is provided with clear communication personal attention and a positive CAN DO attitude is a happy client. However the real struggle is to balance the time between keeping a client happy and finding more prospective buyers. A day of countless emails phone calls and meetings with current clients can truly derail my focus on finding new business. While it is okay to realize this it is not acceptable to fall back on the Im too busy line as an excuse not to find new business.So with a positive attitude hard work dedication to our events and the knowledge that a happy client is always the end goal I refocus the next day to present this wonderful product to other prospective brides and grooms or more Happy Clients. Pipeline The First Building Block of Sales BY JILL JOHNSON Experience has taught me that every sales professional needs a winning mindset positive attitude and ORGANIZATION For me however organization was not a strong point at the beginning of my time with the Gateway Clipper. I decided early on that I needed to manage my time by creating time blocks to accomplish my tasks. I prioritize to ensure I know that a certain time period is set aside for prospecting while another for detailing events etc. My daily schedule keeps me on track to accomplish my main objective finding more customers. MAY 2016 FOGHORN 11 FOGHORNFOCUS FOOD SERVICE Navigating your risks day and night. As the owner of a passenger vessel you face tough decisions every day from hiring qualied crew to making sure your vessel is in prime condition. At Aon we spend day and night thinking about your maritime risks so buying insurance doesnt have to be another tough decision. We work with you to develop creative approaches and customized solutions that deliver more efficiencies improved protability and greater value. For more information please call 1.800.730.7053 or visit passengervessel.commember-resources.htmlinsurance Risk. Reinsurance. Human Resources. Navigating your Aon Risk Solutions Marine