“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

Social Media Prospecting: Reaching Prospective Advertisers Via Facebook

Prospects are always on the go and get tons of phone calls and emails. However, they often monitor their business social media accounts on their mobile phone, making social media comments and messages an great way to reach out to prospective clients for your medium. Continue reading Social Media Prospecting: Reaching Prospective Advertisers Via Facebook

Creating a List of “Most Likely to Buy” Prospects

One of the biggest factors in a Media Sales Pro’s success is focusing their efforts on the prospects most likely to purchase advertising. Filling your sales pipeline with “most likely to buy” prospects is key to creating a large number of mutually profitable, long term business relationships and building a successful career as a Media Sales Pro. Continue reading Creating a List of “Most Likely to Buy” Prospects