Dans la série "on ne peut pas gagner à tous les coups", une belle opération (plusieurs centaines de personnes) nous a échappé aujourd'hui. Je dis "nous à échappé", mais je ne parle pas seulement de nous, Original Consulting. Je parle aussi de la Grèce, de la destination.
Notre interlocuteur (l'agence) a été séduit (conquis d'après ce que j'ai compris) mais son client n'a pas suivi. Plusieurs raisons à cela :
D'abord un temps de transfert trop long : c'est vrai que c'est un problème pour réaliser une opération dans une île sans coupure préalable à Athènes.
Ensuite, le manque de visuels. Ce point est tout simplement impardonnable, car l'île en question est une des destinations les plus charmantes en Grèce. Si nous essayons autant que faire ce peut de nous substituer aux organismes (nationaux, régionaux, locaux) qui régissent le tourisme en Grèce, de combler certains manques en tout cas, nous n'y arrivons malheureusement pas toujours (on ne peut pas être partout !).
Fortes de reportages photos fréquents, notre photothèque grossit chaque jour un peu plus. Mais notre métier principale reste la vente, et nous n'avons pas toujours le temps de nous y consacrer. Dommage, les sessions de photos sont toujours de véritables bols d'air, un moyen de partager sa perception des choses.
Impossible donc de trouver des photos correctes (payantes) et de bonne qualité sur le web pour illustrer notre présentation!
Troisième point faible de notre dossier, qui rejoint finalement le point 2 : le manque de projection du client final. L'agence, qui ne connaît pas non plus la Grèce, a tout de suite décelé le potentiel du programme et de la destination. Le client final, pas du tout.
Il n'est pas certain que nous aurions remporté l'affaire si l'agence avait eu à sa disposition une photothèque plus consistante pour sa présentation. Mais au moins, nous aurions pu dire : pas de regret, ce n'est pas ce qu'ils recherchaient.
Nous essayons perpétuellement d'innover (dans le contenu des séjours, dans la présentation et les supports) afin de rendre plus facile la vente des agences. Mais sans visuels de qualité, point de salut.
Bon, soyons tout à fait francs... nous n'avons pas tout perdu. A défaut de convaincre le client final, nous avons réussi à gagner la confiance de l'agence. Ce qui, à défaut de payer les factures, contribue finalement à nous faire persévérer dans la voie que nous avons choisi.
On ne peut pas gagner à tous les coups... mais on peut ne pas tout perdre.
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Bonjour Matthieu,
Je connais Marie-Claude pour avoir travaillé avec elle par le passé :)
Ce post juste pour dire que votre approche est "nickel", il reste maintenant à concrétiser un maximum de projets ! Que la force soit avec vous !
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