Analyzing Closing Ratios By Appointment Type Delivers Insights Into Improvement Opportunities

The way in which an appointment to present an advertising program face-to-face with a prospective clients is set (outbound vs. inbound lead, etc…) will impact your expected closing ratio. Gazing at your outcomes and hoping they change is not something … Continue reading Analyzing Closing Ratios By Appointment Type Delivers Insights Into Improvement Opportunities

“Touch Method” Walk In Blitzes Offer Respectful, Highly Effective Approach To Prospecting

Touch prospecting methodology differs from traditional “Cold Calling” in that the primary objective of a touch is to make a prospect request more information about how your advertising medium can help grow their business. These questions from prospects start meaningful conversations … Continue reading “Touch Method” Walk In Blitzes Offer Respectful, Highly Effective Approach To Prospecting

Make Your Prospective Advertiser Database A Powerful “Secret Weapon”

Your Prospect Database is your most valuable “secret weapon” as a Media Sales Professional. It allows you to focus your sales efforts on prospective clients who are already advertising in  media similar to yours. Copies of ads that prospects are placing … Continue reading Make Your Prospective Advertiser Database A Powerful “Secret Weapon”

“Touches” Best “Cold Calls” In Starting Conversations That Lead To Quality Ad Sales

What is a Touch? Touches are personal, written and electronic communications to prospective clients with the purpose of creating interest in growing their business with an advertising program in your media outlet. Touches are communications to Start Conversations that lead to sales. Objectives … Continue reading “Touches” Best “Cold Calls” In Starting Conversations That Lead To Quality Ad Sales