“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

Phone Prospecting: Make Calls, Get Appointments, Close Deals

Working in local media sales over the past 2 decades, I’ve noticed one thing that hasn’t seemed to change much over the years: most new client relationships are the result of a set appointment to discuss advertising, either on the phone or in person. Continue reading Phone Prospecting: Make Calls, Get Appointments, Close Deals