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written byUSA Today columnist and best-selling small business author

Small Business Travel

brought to you by Your team on the road. Get more tips and tools online.www.MarriottSmallBusiness.com www.visa.com/smallbiztravel

Smart Small Business Travel by Rhonda Abrams 2

Table of Contents

All advice and opinions expressed in this guide are those of Rhonda Abrams, not Marriott or Visa. Practice recommendations are intended for informational purposes only and should not be relied upon for marketing, legal, financial, or other advice. The actual savings and benefits may vary based upon your specific business needs. Marriott and Visa make no representations and warranties as to the information contained herein.

Introduction ............... 3

Get Out There!

Travel Grows Your Business

Before You Go ............. 5

Define Your Wins

Turn One Trip into Multiple Wins

Know Your Customer

The Many Benefits of Loyalty

While You’re There ...11

Must-Have Mobile Apps

Mobile Cash Flow Management

How Credit Helps Enhance High-Return Travel

Keep Engaged with Your Team

Your Hotel as a Second Office

Inspired on the Road

27 Ways to Get Fresh Perspective

When You Return .... 20

Your High Return-on- Travel Plan

Workbook .............. 22

7 Growth Opportunity Questions

Define Your Wins


Build Your Local Intelligence

What to Do when You Return

My High Return-on- Travel Plan

Resources ................. 28

www.MarriottSmallBusiness.com

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Get Out There!How many times have you thought about how to grow your business; or how to keep customers longer and get bigger orders; or how to land new prospects? Then get out from behind your desk and out of the office. It’s time to take a business trip!

Travel is one of the most effective tools you have for growing and sustaining your company. It deepens your relationships with existing customers and helps you find new ones. Travel enables you to work with strategic partners and it enhances your knowledge and contacts.

Even in a world where technology makes communication possible at the touch of a button, nothing beats the impact and effectiveness of face-to-face interactions.

As a small business owner and

frequent traveler, I understand both the

importance—and challenge—of business

travel. Pressing duties at the office are

always competing with opportunities

“out there.”

I created this Smart Small Business Travel

Guide in partnership with Marriott and Visa

to help other small business owners—like

myself—better use travel as a tool to grow

and sustain their companies.

What kind of business traveling do I do?

I own a publishing company and I’m a

public speaker. I’m out there every month

meeting with clients and distributors,

attending industry events, and socializing

with referral sources.

But I’m always watching my bottom line.

I need to make the most of every business trip

I take. And I know you do, too. So this guide

is to help you think of travel strategically—

to be a smart small business traveler.

from Rhonda Abrams ...

Big bang for your travel buck: Every $1 invested in business travel returns an average of $9.50 in increased revenue and $2.90 in new profits.

Source: U.S. Travel Association

Return on Travel: Travel is an investment—of your money and your time. Like any other business investment, you want to get the highest return for the money you spend. Fortunately, with just a little bit of planning, you can significantly increase the positive impact business travel can have on your bottom line.

Why Business Travel?

• In-person visits close sales

• Prospects are more likely to convert to customers

• Existing accounts want to see you

• Socializing with customers deepens relationships

• Industry events help you stay current in your field

• You can find new strategic partners or distributors

• Personal relationships lead to future referrals

• You can investigate new markets, expand your sales territory

• Your competitors are out there, possibly calling on your customers





Doing business face-to-face isn’t just a matter of sealing a deal. It’s also critical for doing business with suppliers, partners, contractors, and remotely located employees.

Travel Grows Your Business

In business, personal relationships make things easier, faster, and, yes, more profitable.

Customers want to know you’re paying attention to them and that they are important to you. When you visit them in person—traveling to see them—they realize they are valuable to you and they appreciate the commitment you’re making. Later, if a challenge arises on the business side, you know and understand each other personally. That makes it more likely you’ll weather any problems and continue to do business successfully.

Most small business owners don’t take enough advantage of the business-building opportunities of travel. Why is that? First, they feel like they need to be on premise to run their business. Second, they haven’t figured out where to travel to make a positive impact on their business. Finally, they view travel only as a cost, and not as an investment.

The reality is that today, these barriers to travel have been greatly reduced. Technology has made it possible to be a connected mobile entrepreneur. There are more resources to help you identify opportunities. And, there are higher returns for working in-person with contacts and customers.

Throughout history, people have done business by ‘breaking bread together’—sealing deals

by shaking hands. Yes, modern technology has made it easier to communicate across the country

and across the globe. But we, as humans, have an innate need to connect with people in person.”

Are You Traveling Enough?

Top 3 Excuses for Not Traveling

Nothing is as effective in landing a customer—and keeping a customer—as doing business face-to-face.

I need to manage everything at the office

No place I need to go

It costs too much

RHONDA’S TRAVEL INSIGHT

“

In the U.S., 49% of business prospects turn into sales with in-person interactions, but only 32% without.

Source: World Travel & Tourism Council Business travel findings





• Before you go – allow for thoughtful planning to help you make the most of your trip

• While you’re away – ensure that you’re productive and meeting your goals

• When you get back – capture the successes you’ve achieved from your trip and outline your next steps

This guide takes you through each stage, providing advice, tips, resources, and hands-on worksheets to help you strategically plan your business travel.

Think of Your Trip in Three Stages:

There are two types of business trips—those you have to take and those that, although not pressing, can truly help you grow your business. Clearly, you travel when a good customer calls. But what about when they’re not calling? Avoid missing the chance to discuss other opportunities, make new sales, expand your contacts, and learn about what’s happening with their business. And, most important, strengthen the relationship.

Consider all those other opportunities you miss if you only travel out of immediate, pressing need. What about attending, presenting at, or exhibiting

Do You Travel Only When Necessary? Responsive vs. Proactive Travel

at industry conferences and trade shows? There’s a high concentration of potential customers, referral sources, vendors, and consultants at these events. And you’ll learn about new trends and get new ideas. See the table below for more examples of proactive trips.

Challenge yourself to take more proactive trips. Think of how you can use travel to build your company.

Before You Go

• Servicing an existing account

• Answering a customer’s request

• Working with remotely located employees

• Calling on new prospects

• Evaluating new markets

• Exhibiting at/attending trade shows

• Finding new distributors, sales reps

• Securing new vendors, contractors

• Attending training or educational events

Maintaining Your Business Growing Your Business RESPONSIVE PROACTIVE

JUMP TO WORKSHEET 7 Growth Opportunity Questions

Consider flying from alternate airports. Going to Miami, Washington, D.C., or San Francisco? Check fares to Fort Lauderdale, Baltimore, or San Jose. Lower-cost airlines often run flights from secondary airports, driving prices down on all airlines.

MONEY-SAVING TIP





Define Your Wins

Even if your next trip is about something you must do, consider ways to turn an obligation into an opportunity. For example, the purpose of your trip may be to exhibit at a trade show. But a win at that trade show could be one of the goals in the chart below.

Win Plan for Achieving the Win

Meeting with a big prospect Line up dinner with that prospect before you leave

Finding a new supplier Take a number of referral sources and clients to an evening sporting event

Gaining three new referral sources Carve out time to walk the trade show floor

Getting ideas to solve a business problem Attend educational sessions

• What are your business goals for your upcoming trips?

• What’s a success with this customer, supplier, or trade show?

• How can you lay the groundwork for a future success?

Keep these questions in mind as you fill out the worksheet “Define Your Wins.”

Ask yourself:Remember: There’s a difference between the purpose of a trip and a win. Clearly identifying your goals ensures that each and every trip delivers value.

JUMP TO WORKSHEET Define Your Wins

Source: World Travel & Tourism Council

Percent of executives that rank business travel as either “essential” or “very important” to:

75% 74% 70% 70%Boost profits Increase sales

Develop partnerships with suppliers Spark innovation

Whenever possible, expand the number of contacts you have at each client company. Other divisions may have additional opportunities. And your current contacts may change jobs. Get to know additional decision-makers.

TRAVEL SAVVY TIP





Every Add-on Win Increases Your Return on TravelA lot of business is built on trust. Trust

comes from working and being together.

Person-to-person encounters help create

trust. Share a meal, have a drink, even

take a walk together.”

For every additional opportunity you tack on to your trip, you have the potential to increase the return on your travel investment. Let’s say you spend $1,000 on a trip and sign a new contract. That’s clearly a win for your business.

But what if, with a little advanced planning, you lined up another prospect? Stay one additional day, your costs go up a small amount. However, if you secure an additional deal, you’ve just increased your return on travel considerably.

Of course, in the real world, the equation isn’t always simple. You may just be laying the groundwork for a future deal, wining and dining an important referral source, or discovering a new operational efficiency. But it all adds up to help build and sustain your business.

Retu

rn o

n Tr

avel

Add-on Wins

Schedule Add-on OpportunitiesWhat else can you accomplish? Who else is located at or near your destination that would be good for you to spend time with face-to-face?

• Other customers

• Former clients

• Prospects

• Referral sources

• Potential vendors or contractors

• Industry colleagues

• Competitors



Outline multiple wins you can get from future trips on this worksheet.

JUMP TO WORKSHEET Turn One Trip into Multiple Wins

“




MULTIPLE WINS1 TRIPG R O W I N G P A S S

Flight: SBO2W1N Date: 16Jun2014 Boarding: 1025A SBO2W1N/16Jun14

SFO to JFK/Seat: 7A

Boarding: 1025AFlight: 1055A–726P

Depart: San Francisco 1055A Arrive: New York JFK 726P Seat: 7A

Foster new strategic partnerships

SEEK NEWVENDORS

Interview potential talent, employees or

contractors

Organize a STRATEGY SESSION

with your team

Attend a TRADESHOW

or industry event

CHECK OUT THE COMPETITION

Pitch potential investors

EXPLORE NEW MARKETS

Meet face-to-face with a customer

Take orders. Collect payment

ONSITE.

PAID

Turn One Trip into Multiple Wins You’re off to pitch new business, visit a client, or attend an industry conference. Consider adding one more opportunity to your agenda to further your business.

SCOUT OUT NEW LOCATIONS

OPENING SOON HAVE SOME

FUN

Check out local operational INNOVATIONS

Connect with industry

colleagues






If you live in a small market area, consider expanding your sales to a larger city or region to

reach additional customers. Take an exploratory trip to evaluate market conditions and call on

prospects.”

Another good reason to find out more about your destination is to save money. By taking public transit rather than renting a car or relying on cabs, your savings can really add up. Do a bit of research and check out the routes before you arrive.

Learning more about your destination may be important—especially if you serve that market or are thinking of expanding. Information such as the demographic makeup or median income helps you understand the market.

Fortunately, you have lots of free information right at your fingertips—primarily from the U.S. Census Bureau’s website. There, you’ll find statistics on population, income, housing patterns, education levels, and so on.

Sources of Free Local Information:

• U.S. Census www.census.gov

• U.S. Census dwellr app http://www.census.gov/mobile

• American FactFinder http://factfinder2.census.gov

• County Business Patterns www.census.gov/econ/cbp/index.html

• State & County Quickfacts http://quickfacts.census.gov

Build Your Local Intelligence

Know Your Customer

JUMP TO WORKSHEET Build Your Local Intelligence

Knowledge is power—especially in business.In the rush to get out the door for travel, we may forget to do some basic background work that can turn a routine meeting into a rousing success.

Before you meet with your customers or prospects:

• Review past customer orders, payments, inquiries, and complaints.

• Evaluate purchasing patterns for changes and opportunities.

• Check your calendar: When was the last time you saw this customer?

• Follow them on social media and check out their LinkedIn profile.

• Any changes in the company? Check its website and search for news.


“MONEY-SAVING TIP



http://www.census.gov/

http://www.census.gov/mobile/

http://factfinder2.census.gov/faces/nav/jsf/pages/index.xhtml

http://www.census.gov/econ/cbp/index.html

http://quickfacts.census.gov/qfd/index.html#


Smart Small Business Travel 10by Rhonda Abrams

Marriott Rewards® Premier Business Credit Card

• 5 points for every dollar spent at Marriott• 2 points for every dollar spent at office supply

stores and on Internet, cable and phone services, plus restaurants, car rentals, and airfare

• No foreign transaction fees• Elite status• Annual free night • Annual fee waived for the first year• Free employee cards

Frequent business travelers usually choose a few providers, join their loyalty programs, use them repeatedly, and stick with them. Why? To reap the many benefits—both tangible and intangible—from staying with providers they know.

• No time for surprises. You want to know you can rely on the basics—the quality and cleanliness of your hotel, the availability of your rental car, and so on.

• Travel easier and faster. You get things done faster when you’ve already registered online with a specific airline, hotel, or rental car company. Booking is a matter of a few clicks.

• Fewer decisions. You spend your time working on your business instead of surfing the Web searching for options.

• It feels comfortable. When you use the same hotel provider repeatedly, a room can start to feel more like a home; renting the same type of rental car means you know how everything works.

• Earn and redeem rewards. Perhaps some of the biggest benefits come from the many rewards you can earn: free nights at hotels; upgrades; points you can use for other products or services, for your business or for pleasure.

The Many Benefits of Loyalty

Visa SavingsEdgeGet travel-related discounts by enrolling in Visa SavingsEdge. Register your valid Visa Business credit and check card to get automatic discounts on qualifying purchases, including car rentals, restaurants, and gas. Fifty plus merchants participate in the program and discounts go beyond travel to include everyday purchases: office supplies, fuel, shipping, and the like. The discounts can range from 1% to 15% and they will be automatically credited to your account. Register your valid Visa Business card at www.visasavingsedge.com.

Enroll in travel and business credit card reward programs to build points and get benefits to further build your business.

Save time and money with Marriott’s Look No Further® Best Rate Guarantee. You’ll get the best rate available when you book directly at Marriott.com.

TRAVEL SAVVY TIP



http://www.visasavingsedge.com

http://www.marriott.com/default.mi



Business applications in the cloud are hosted over the Internet as opposed to being installed on your on-premise business computer or servers, liberating you from your workplace. There are cloud applications for virtually every aspect of your business:

• Customer relationship management

• Team collaboration

• Document sharing

• Accounting

• Inventory management

• Communication

• Money management

• Marketing automation

Stay Connected with the CloudTo maximize the return on your travel investment, you need to make the most of your time at your destination. And as a small business owner, you need to stay on top of things back at the office.

While You’re There

Wherever you are—at home or traveling—you want to be able to run your business. It’s a 20th century notion that there’s life “at the office” and life “away from the office.”

Fortunately, new technology makes it possible to run

your business and be connected while you’re out on the road.

It’s empowering! You now have the ability to take advantage of opportunities to grow your business, which often means being out of your office, while still running payroll, managing inventory, answering customer inquiries, and overseeing schedules.

Today’s Mobile Entrepreneur Use your frequent flyer miles for expensive business trips rather than inexpensive leisure travel. It costs much more to fly cross-country midweek on short notice than it does to book a flight to Disney World months in advance.

MONEY-SAVING TIP





Build Your Intelligence

Cloud Connection

Loyalty Benefits

Mobile Manager

Transit

Must-Have Mobile Apps Rhonda’s Recommendations for Small Business Owners on the Go

Dwellr: Local stats in the palm of your hand. Learn important demographic information about the town in which you’re doing business.

Evernote: The days of scribbling ideas on napkins are over. When your fresh perspectives give you great inspiration jot it down for use later.

Asana: Teamwork without email—on the go! Stay on top of projects and get things done on your teams without 100s of emails back and forth.

QuickBooks: Invoices, time tracking, bill pay, payroll, and receipt storage all in one place. Go from laptop to mobile with all systems synching.

AwardWallet: Get all of the rewards you earn and track them easily! AwardWallet will even alert you when your miles or points are about to run out!

Visa SavingsEdge: Save money while you travel! Find participating merchants any time and see the latest nearby offers so you can save when you use your enrolled card at gas stations and rental car companies, for example.

Marriott Mobile: Travel is easier for Marriott Rewards members. Remote check-in and check-out, easy tracking of your reward points and local area guides.

Dropbox: What beats carrying 35 folders and three binders of photos to your meeting? Storing them in Dropbox. Access from any device.

Hootsuite: Manage your social media accounts in one place. Keep up with followers in record time. Bulk upload or schedule posts any time.Refresh: Get a quick and thorough dossier

on prospective clients and important contacts delivered to your phone right before your meeting.

Expensify: Expense reports made easy. Change the way you and your team log travel expenses, request approval, and integrate into accounting.

LocalEats: Impress your clients with knowledge of the local flavors. Research by type, ratings, and reviews. Make reservations and schedule a taxi.

TripIt: A master itinerary that is easy to share. All of your flight, hotel and car rental information in one easy to access location.

Uber: Reserve a pick-up anytime! From simple to lux, get a ride from the airport or a town car to impress your new client.

Waze: Get real time directions to your destination. Waze updates constantly and can direct around accidents and get you to your meeting on time.

Build Your I

ntelli

genc

e Cl

oud

Connection

Loyalty Benef ts

Mobile M

anager

Transit



https://www.dropbox.com

https://refresh.io/


http://quickbooks.intuit.com/

https://awardwallet.com/

https://www.waze.com

http://www.localeats.com/localeats-mobile

http://evernote.com/

https://asana.com/

http://expensify.com/

https://hootsuite.com/

https://www.visasavingsedge.com/members/home.php?sid=92XXdKrlo92&popup=t

https://www.tripit.com/

http://www.marriott.com/marriott/mobile-apps.mi

https://www.uber.com/



The first three rules of small business money management are “cash, cash, cash.”

Sure, it’s necessary to be profitable, but “profit” is a number that shows up at the end of the year. Cash in the bank enables you to keep your doors open and pay your bills.

To maximize cash flow, think about ways you can get paid faster, and decrease time between expenses and income. Maybe you complete onsite work for a client in July, but don’t get paid until October. Consider using a mobile solution for payment acceptance so you can request payment

on the spot. This will save you the time of going back to the office to create an invoice, waiting three months for payment, and following up if necessary. It also gets money in your account faster. And when cash flows faster, you can do more with your business.

Sales ≠ Cash Flow

And just as with other aspects of business, money management is now more mobile than ever. Even on the road you can closely manage financial matters and:

• Check balances

• Get paid on the spot

• Use remote deposit

• Track and categorize expenses

• Pay bills

• Run payroll

• Get credit when you need it

Money is always at the heart of your business.

Mobile Cash Flow Management

Know what’s happening with your money. Some credit card companies offer alerts for when your card balance reaches a certain level or when it is used for transactions above a set amount. That keeps you better informed.

TRAVEL SAVVY TIPThere’s a hidden cost of cash. Time spent handling and managing cash often means that accepting credit cards is actually better for your bottom line. See David Silverglide explain why Split Bread sandwich shop is a credit card only business.

MONEY-SAVING TIP

Maximize cash flow and smooth out the bumps.



http://www.youtube.com/watch?v=qq_m6weXVy4&feature=share&list=PLT2SVMeAUXPUQlSEAov0Bb8PPTJ0rNm2l&index=4

http://www.youtube.com/watch?v=qq_m6weXVy4&feature=share&list=PLT2SVMeAUXPUQlSEAov0Bb8PPTJ0rNm2l&index=4

http://www.youtube.com/watch?v=qq_m6weXVy4&list=PLT2SVMeAUXPUQlSEAov0Bb8PPTJ0rNm2l&feature=share&index=5


Track expenses as you go and throughout the year, with reliable monthly and year-end record keeping

Purchase protection, auto rental collision waiver, lost luggage reimbursement, travel discounts, roadside assistance and concierge services (Certain restrictions and limitations apply. Please consult your card issuer website for more details on your specific card benefits).

THE HIDDEN COSTS OF CASH & CHECKS

• Increased handling and transaction time

• Decreased financial tracking capabilities

• Increased account reconciliation time

• Slower cash-flow clarity

Using online payment solutions, mobile banking, or apps

Zero liability, real-time fraud monitoring, mobile alerts and emergency card replacement

Use a card that makes it faster to earn free nights, flights, and more

Mobile payment acceptance solutions put money in your account now, not later

How Credit Helps Enhance High-Return Travel

Earn and redeem REWARDS

Manage your CASH FLOW

Travel CONFIDENTLY

Get paid ON THE SPOT

Pay bills from ANYWHERE

Be protected FROM FRAUD


When you want to keep a close eye on your cash flow, use credit to make and receive payments. It’s faster, cheaper, and more secure than using cash. And it’s an easier way to keep track of what you’re spending and where you stand financially. Here, seven ways using credit can benefit your bottom line. It pays to know which benefits your credit card offers.





Mobile productivity isn’t just about operations.

When I travel with my team members, we make it a point to do some fun things.

In New Orleans, we went on a ghost walk. In San Diego, we treated team members and

key clients to a Padres game.”

It’s also about communicating with and managing your team while you’re growing your business on the road. Here again, a little bit of advanced planning can pay off. Set up team briefings before, during, and after your trip. Schedule a virtual staff meeting from the road.

Keep Engaged with Your Team

When appropriate, bring some team members with you. It’s good to show clients that you have a “deep bench”—a team working to take care of their business. And you benefit too—your employees understand your business better, help you with the work you’re doing, and it helps increase staff retention. After all, we need to deepen relationships with our team as well as our customers.

However, when possible, reserve separate rooms for staff. Small companies often try to cut travel expenses by having staff double up. After long trade show days, non-stop meetings, or entertaining, you and your staff will appreciate having a comfortable, private space to decompress and recharge.

Bring Your Team with You

“RHONDA’S TRAVEL INSIGHT

If you’re attending a conference or trade show, be sure to check the event’s website for attendee promotions set up with airlines, hotels, airport shuttle services, or rental car agencies.

MONEY-SAVING TIP





As a small business person, you need to use every resource at your disposal, so it’s time to rethink how you use your hotel.

• Book necessary conference calls for times you know you’ll be in your room—early morning or night

• Use gaps in your schedule to answer email, make phone calls, check in with the office

• Take time for yourself and use the workout facility, ask about walking or running paths

• Cut down on drive time by using the hotel bar or restaurant to entertain clients

• Pack the appropriate cables for hooking up your laptop to the hotel TV

• At the end of each day, enter your new contacts into your CRM

• Charge all of your devices every night— your phone, laptop, and tablet

• Check out comfortable areas in the lobby where you can meet with clients, or make your “office”

Hotel Productivity Tips

Consider your hotel as your base of operations and the staff as your extended team. By looking to the hotel to meet your various needs, you can be more productive and save time that can be lost in transit.

The Evolving Hotel—Designed for Today’s Mobile Business OwnerSmarter hotels have responded to the needs of the different ways people work today. For example, you may be seeking a working space in the lobby or somewhere to meet a prospect or a restaurant to host a client dinner. Look for hotels that meet your wide range of needs, including:

• Lobbies set up for working and meeting, with access to Wi-Fi

• Options for entertaining or socializing

• Flexible, comfortable spaces to work alone or in a small group

Your Hotel as a Second Office




Grab coffee or breakfast

Reserve a conference room to plan for the client meeting

Use workspace in the lobby to prep for the day

Entertain a prospect

Tip: Consider your hometown hotel for this too.

Hold a working lunch with a colleague

Relax with a workout or walk the local neighborhood

Secure a meeting room for a team strategy session

Find quiet space in the lobby to catch up on voicemails

Check in with the home team. Sleep well.

TODAY, YOU’LL FIND: More comfortable workspace—both free and paid · More Wi-Fi

Your Hotel = Your Headquarters on the Road


Hotels are evolving to better serve small business travelers. Look to your hotel as your partner. Whether you’re local or on the road, think of your hotel as an extension of your headquarters—there to serve your needs.





Five Tips to Stay Healthy on the GoOne of the biggest benefits of travel is often overlooked. You get to recharge your company’s most important asset: YOU.Take the opportunity to renew your creativity, vision, ideas, drive, and ambition.

You gain fresh perspectives and recharge your own personal batteries by getting out of your daily routine.

Travel helps you think about what you want to do—not just what you have to do. It’s a key way to increase your return on travel.

1. Eat a good breakfast. Traveling isn’t the time to skip the most important meal of the day. Start off right with a good breakfast—fresh fruit, yogurt, eggs, and hot cereal are all good choices.

2. Snack smart. Having healthy snacks on hand means good choices will be much easier while on the move. Pack or buy fruit, nuts, trail mix, hard cheeses, olives, crackers, and veggies.

3. Stay hydrated. When you’re busy on the road, staying hydrated can be a challenge and air travel can make it worse. Pack a water bottle, take it with you everywhere you go and refill throughout the day.

4. Work out. Daily exercise increases mental alertness and energy levels. Take a walk or run, hit the gym, or work out in your room.

5. Get enough sleep. At the end of a packed day, you might find it difficult to fall asleep. Take time to wind down.

Inspired on the Road

I’m always more excited about my business when I get back from a trip than I was when I left.

Travel sparks new ideas for me and regenerates my ambition. It’s one of the biggest business benefits

I get from travel.”


“

For small and medium business travelers, a 2012 survey revealed that, in the following year:

86% would travel the same amount or increase travel by up to 24% | 6% would travel 25% moreSource: American Airlines



to Get Fresh Perspective When You Travel27

WAYS

C Do a 30 min “blue-sky” brainstorming VCreate a vision board 0 Wake up early L Write down your first business ideas while your mind is fresh g Grab the hotel lobby seat with the best vantage point for people watching k Introduce yourself to a stranger

C Check out a local small business a Read the local newspaper

O Unplug. Get off electronics. H Catch a live band P Indulge your inner foodieG Treat yourself to a massage 7Look for an inspired local marketing idea5 Carve out time to think, not just do 1 Take the scenic routeLKeep a brilliant-business-ideas journal w Consider the big picturel Check out a competitor—notice something they do right f Seek out a mentor or a business advisor 9 Mingle at the meeting GAsk the front desk for a nearby walking path A Send your team a picture of something inspiring l Write down 5 things you’re doing right Q Hold a brainstorming breakfast at the hotel 8 Enjoy that someone else is making the bed and cooking

m Look for a local team-building exercise 5 Create a wish list, not just a to-do list







When You Return

• Create a master trip “follow-up” document. Keep a running list of all the things you want to or need to follow up with. Share this with your team.

• Delegate. You don’t have to do everything yourself when you return. Enlist and engage your staff to help with the follow-up items.

• Evaluate what worked and what didn’t. You want to continually improve your travel savviness. Did you make appointments too late, too close together, or too short? Did your pitch work? Did you need more time or an extra day at your destination to accomplish what you hoped you would?

• Act fast! You want to contact all leads as quickly as possible. They’re busy, and it’s easy for them to forget about you.

• Fulfll your promises. If you’ve told a customer or prospect you’d send them something on your return to the office, make sure you do that the first day you get back.

• Brief your team. Assembling everyone for a trip update is more efficient than repeating yourself in emails, one-on-ones, and so on. Share what inspired you. Use the opportunity to be strategic.

Your first inclination when you get back to the office is to jump right in to tackle anything that’s accumulated while you’ve been away. Wait! Schedule an hour or two—or even a day—just for trip follow-up. Completing the following worksheet ensures that you make the most of your trip and that your trip action items actually do get taken care of.

In some ways, the most important part of your trip happens when you return. You’ll probably have generated many leads, sales, and ideas—now it’s time to follow up.

If you’re traveling by plane, use the flight home to write all your follow-up emails. As soon as you’re connected to the Internet, they’ll get sent and you’ll have them checked off your to-do list.

JUMP TO WORKSHEETWhat to Do When You Return


In my office, to keep new ideas in the forefront, we write them on giant Post-It Notes that we stick

to the wall. Create a visual reminder for ideas you generated on your trip so you don’t forget about

them. You’ll be more likely to act on them.”

“TRAVEL SAVVY TIP





Now, let’s get planning. It’s time to create your own personal business travel plan to make the most of your travel investment.

Create Your Trip PlanUse this worksheet to evaluate potential trips and develop the travel plan that’s most profitable for you.

Travel Is StrategicEven if your focus is primarily on maintaining your business rather than growing it, remember the reality: If you’re not growing your business, you’re shrinking. Customers or clients move away, their needs change, contracts end. That’s all part of the business cycle, so always be looking for new opportunities to deepen relationships with existing clients. Travel maintains and grows your business.

7 Growth Opportunity QuestionsAs you create your travel plan for the next quarter, ask yourself and your team these questions:

1. Of your top 25 customers, who have you not seen in two years?

2. Which key customer have you never met? Which key vendor has never met you?

3. At which company do you have only one or two contacts?

4. Which customers have had staff changes?

5. Which of your second-tier customers could become top-tier?

6. At which industry event could you poten-tially meet five new customers, two new vendors, or one new investor?

7. Could you make a presentation or exhibit at an upcoming industry event?

Change your mindset, grow your business

Think about the ways you can free yourself from the restrictions that prevent you from traveling more. Can you think of a trip you’re reluctant to take and evaluate the potential upside and long-term impact on your business? Can you entrust team members with more of the daily operations so you can focus more on business development? Can you adopt cloud solutions and apps that allow you to be a more effective mobile manager?

To spark ideas about travel opportunities that will sustain and grow your company, ask yourself the seven questions on the right.

Your High Return-on-Travel Plan

JUMP TO WORKSHEETMy High Return-on-Travel Plan

Plan for bigger returns

Think about your travel plans for the next three to six months. How can you be more strategic and create opportunities for higher returns on your travel investment? What are the add-on opportunities at each of your destinations?

Use the worksheets on the following pages to formulate a travel strategy designed to make a big impact on your bottom line.

• Travel is an investment that can grow your business

• Thoughtful pre-trip planning can lead to big returns

• Every single trip can lead to multiple positive wins

• Out of your daily routine, you’re inspired by new ideas




Smart Small Business Travel by Rhonda Abrams Fillable PDF



WORKSHEET: 7 Growth Opportunity Questions Not Seen in 2 Years Never Met in Person

Customer

Customer

Customer

Vendor

Vendor

Vendor

You Know Only 1 or 2 Contacts Recent Staff ChangesCompany Name

Company Name

Company Name

Second-Tier Customers with Potential for First-Tier StatusCompany Name

Company Name

Company Name

To Meet New Customers To Present or ExhibitEvent

Event

Event

As you create your travel plan for the next quarter, ask yourself and your team the following questions to help you fill out the tables to the right.

1. Of your top 25 customers, who have you not seen in two years?

2. Which key customer have you never met? Which key vendor has never met you?

3. At which company do you know only one or two contacts?

4. Which customers have had staff changes?

5. Which of your second-tier customers could become top-tier?

6. At which industry event could you potentially meet five new customers, two new vendors, or one new investor?

7. Could you make a presentation or exhibit at an upcoming industry event?









WORKSHEET: Define Your Wins

Trip:

Contact:

Date:

PURPOSE MY WINS ex: Customer support Extend contract ex: Exhibit at tradeshow Generate 200 new leads

Your trip has both a “purpose” and a “win.”

Take the time to define your wins —whether they immediately affect your bottom line (sales) or set you up for future success—because a little pre-planning can lead to big returns.









WORKSHEET: Turn One Trip into Multiple WinsYou’re off to pitch new business, visit a client, or attend an industry conference...It can pay to extend your stay by a day, add one or two strategic to-dos to your agenda, and build your business even more.

ADD-ON OPPORTUNITIES MY ACTION ITEMS

Interview potential talent, employees, or contractors ____________________________________________________________________________________

Organize a strategy session with your team ____________________________________________________________________________________

Check out the competition ____________________________________________________________________________________

Take orders. Collect payment onsite. ____________________________________________________________________________________

Foster new strategic partnerships ____________________________________________________________________________________

Pitch potential investors ____________________________________________________________________________________

Meet face-to-face with a customer ____________________________________________________________________________________

Explore new markets ____________________________________________________________________________________

Scout out new locations ____________________________________________________________________________________

Have some fun ____________________________________________________________________________________

Seek new vendors ____________________________________________________________________________________

Attend a tradeshow or industry event ____________________________________________________________________________________

_________________________________________________________________

_________________________________________________________________

____________________________________________________________________________________

____________________________________________________________________________________

____________________________________________________________________________________ _________________________________________________________________

_________________________________________________________________









WORKSHEET: Build Your Local IntelligenceBefore arriving at your destination and meeting with customers and prospects, to prepare, do some research and then fill out this worksheet.

Name

Past Orders

Changes in Purchasing Patterns

Date of Last In-Person Meeting

Social Media Profile Updates (Company and/or Customer)

News on Company Website

Info from Online Search

Target Market Demographics

Major Industries in the Area

Possible Activities for Entertaining

Getting Around (public transportation, cab companies, walking and jogging paths)

Landmarks/Points of Interest

CUSTOMERS OR PROSPECTS DESTINATION

Sources of Free Local Information:

U.S. Census: www.census.gov U.S. Census dwellr app: http://www.census.gov/mobile American FactFinder: http://factfinder2.census.gov County Business Patterns: www.census.gov/econ/cbp/index.html State & County Quickfacts: http://quickfacts.census.gov





http://www.census.gov/


http://factfinder2.census.gov/faces/nav/jsf/pages/index.xhtml

http://www.census.gov/econ/cbp/index.html

http://quickfacts.census.gov/qfd/index.html





WORKSHEET: What to Do when You ReturnComplete the following worksheet to ensure you take care of your trip action items.

TRIP-INSPIRED ACTION ITEMS Deadlines

_______________________________________________________________________________________________________________________________________________________

_______________________________________________________________________________________________________________________________________________________

_______________________________________________________________________________________________________________________________________________________

_______________________________________________________________________________________________________________________________________________________

_______________________________________________________________________________________________________________________________________________________

_______________________________________________________________________________________________________________________________________________________

What Worked (to Repeat)

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

What Didn’t (to Avoid)

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

Topics to Brief Team

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

Promises to Keep

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

New Leads to Contact

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________

__________________________________ __________________________________









WORKSHEET: My High Return-on-Travel PlanUse this worksheet and scoring system to evaluate potential trips and develop a plan that maximizes your investment.

Trip Destination & Date Primary Purpose of Trip Possible Trip Wins & Upside

Maintaining or Growing?

Add-on Opportunities?

Location Appeal

Location Ease

Trip Tally

1-5 points, more for high-potential trips with big business benefits.

Add 1 point for maintenance trips, 2 for go-to-grow trips.

Add 2 points for every add-on opportunity.

Add 1 point if there’s something fun to do.

Been there before? Familiar with the hotel? Rewards points adding up? Add 1 point if yes.

Total all points.







Resources

Recognized as one of the foremost experts on small business, Rhonda Abrams writes USA Today’s small business column and is the author of 19 books on entrepreneurship. Rhonda’s books have been translated into over 30 languages, and adopted by more than 1,000 business schools. Her books include the bestselling business plan guide in the U.S.: Successful Business Plan: Secrets & Strategies.

To receive Rhonda’s free email newsletter on starting and growing a successful business, sign up at PlanningShop.com.

© 2014 by Rhonda Abrams

Published by PlanningShop

All rights reserved. No part of this document may be reproduced, transmitted, stored in an information retrieval system, or used in any form or by any means, graphic, electronic, mechanical, photocopying, recording, or otherwise without the prior written permission of the publisher.

MarriottMarriott Small Business: MarriottSmallBusiness.comWorkspace on Demand: workspaceondemand.marriott.comMarriott Mobile App: marriott.com/marriott/mobile-apps.miMarriott LinkedIn: Linkedin.com/company/marriott-international

VisaVisa Small Business Facebook: facebook.com/visasmallbizVisa Small Business Twitter: @VisaSmallBizVisa Small Business Resource Center: visa.com/businessVisa SavingsEdge: visasavingsedge.comVisa Signature: https://usa.visa.com/visasignature

PlanningShopRhonda’s Facebook: facebook.com/RhondaAbramsSmallBusinessRhonda’s Twitter: @RhondaAbramsWebsite: planningshop.com

Small Business ResourcesSmall Business Development Centers (SBDCs): asbdc-us.orgSCORE: score.orgUnited States Hispanic Chamber of Commerce (USHCC): ushcc.comU.S. Small Business Administration (SBA): sba.govUnited States Chamber of Commerce: uschamber.comIndustry and Trade Associations: planningshop.com/associationsMinority Chambers of Commerce (MCC): minoritychamber.netSmall Business Entrepreneurship Council (SBEC): sbecouncil.org

Rhonda AbramsSources:

Page 3. Business travel return. “The Role of Business Travel in the U.S. Economic Recovery.” U.S. Travel Association, 2013.

Page 4. Conversion rate. “Business Travel: A Catalyst for Economic Performance.” World Travel & Tourism Council Business travel findings, 2011.

Page 8. Business executives. “Business Travel: A Catalyst for Economic Performance.” World Travel & Tourism Council Business travel findings, 2011.

Page 18. SMB travelers. “American Airlines Second Annual Travel Trends Survey Shows Small Business Travel And Economic Outlook Positive Despite Mixed Economic Indicators.” PR Newswire, June 28, 2012.



www.PlanningShop.com

http://www.marriott.com/hotel/small-business-travel.mi?stop_mobi=yes

workspaceondemand.marriott.com

http://www.marriott.com/marriott/mobile-apps.mi

http://Linkedin.com/company/marriott-international

https://www.facebook.com/visasmallbiz

https://twitter.com/VisaSmallBiz

http://usa.visa.com/small-business/index.jsp?ep=v_sym_business

http://www.visasavingsedge.com

https://www.facebook.com/RhondaAbramsSmallBusiness

https://twitter.com/RhondaAbrams

http://planningshop.com/

http://asbdc-us.org/

http://www.score.org/

http://ushcc.com/

http://www.sba.gov/

https://www.uschamber.com/

http://planningshop.com/associations/

http://www.minoritychamber.net/

http://www.sbecouncil.org/

http://traveleffect.com/sites/traveleffect.com/files/reports/Role_BizTravel_U.S.EconomicRecovery_2013.pdf

http://traveleffect.com/sites/traveleffect.com/files/reports/Role_BizTravel_U.S.EconomicRecovery_2013.pdf

http://www.wttc.org/site_media/uploads/downloads/WTTC_Business_Travel_2011.pdf




http://www.prnewswire.com/news-releases/american-airlines-second-annual-travel-trends-survey-shows-small-business-travel-and-economic-outlook-positive-despite-mixed-economic-indicators-160707535.html





www.facebook.com/RhondaAbramsSmallBusiness

www.twitter.com/RhondaAbrams

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