'Just in time' travel

As a business coach and frequent traveller, I have identified a phenomenon that hinders meeting productivity that is more common than not... I call it 'Just in Time Travel'.

I’m amazed how often business people fly interstate and expect to get to their first meeting by 9:00 am. With airline delays and morning peak hour traffic it’s stressful for both the person attending the meeting as well as the people at the other end waiting for the meeting to start.

Some try taking carry-on luggage as a strategy, or may even have a private taxi on standby. If airline delays do not frustrate or delay you the peak hour traffic will.

Don't risk it!

Business owners name business travel as one of the costs to the business that adversely affects the bottom line. Although business travel is often first to be frozen when the market slows, business leaders acknowledge that face-to-face is necessary to develop relationships and better understand your customers business. Oxford Economics, USA, has researched the effects of virtual vs face- to- face meetings. The study identified when it comes to meeting prospective clients face-to-face, your odds for success are increased to 85%. Source: The return of investment of US business travel by Oxford Economics, USA.

During my sales training workshops I emphasise the fact that sales staff need to prepare for their meeting. I have witnessed sales staff attending meetings late, hot and flustered, repeatedly apologising, thumbing their notepad and struggling to gather their thoughts.

In preparing for meetings there are four important steps:

1. Research the organisation – type of industry, competitors, offices, number of staff;

2. Who are you meeting? What is their title? How long have they been working for the organisation? What is their background?

3. Write an agenda;

4. Be mentally prepared - just like an elite athlete you need to be focused before kicking that goal, not flustered.

'Just in time travel' also occurs at the end of the day. Some start looking at their watch or even book a taxi half way through the meeting to get to the airport on time. Not a good look.

A few tips for a successful interstate meeting:

• Plan your trip agenda including a buffer to absorb any delays;

• Stay overnight to ensure you are fresh for your meeting;

• Take time to gather your thoughts and be in the right frame of mind before the meeting;

• Use a destination planner to plan your meetings;

• Pre plan your journey - taxi drivers are happy to pick you up usually by a quick text when you are ready to leave.

How do you plan for an interstate meeting? Share your comments below:

#Justintimetravel #RobertSavellis #ProductiveSalesandMarketing