Tune in to the Monday Morning Sales Meeting! 9am PST | Noon EST
4 Local Media president Damon Balch will share the 4 fundamental things you MUST do to win a new client order. There are 4 things you should do before trying to sell a prospective client an advertising campaign! Those things don’t include asking about the ad budget, or talking about your products!
#1: Find out something about the real decision-maker, and that may not be who you think it is. But when you do get the right contact, find out everything you can about that person. Everyone can use Facebook, but also use LinkedIn, Manta.com, and another resource called referenceusa.com. Great resources for small business prospecting.
#2: When you call to set up an appointment, explain the benefit of accepting the meeting. In other words, what’s in it for prospective client. “A media salesperson can introduce data on shopping habits, buying patterns and trends, or better yet, share an IDEA for their business! Trade that info for time with the client.” That information can often be found online from a number of media sources.
#3: Damon says it’s important NOT to ask for the budget. “Many clients don’t actually have a budget, or will lie about it”. “But all clients can find money for a ‘client acquisition and retention’ plan. And you should be able to explain how your media campaign can find and keep new clients.”
#4: Communication is KEY. Make sure you have a system for following up with your prospective client. The fortune is in the follow up. Most orders come between the 3rd and 5th call or meeting. Technology has changed the sales environment, today you should have more brief client touches, meaning more communication but shorter time periods. Gone are the days of 2 hour client meetings, today all meetings (phone, screen share or in person) should be no longer than 30min, MAX!
For more 1on1 sales and management training, contact Damon Balch at 4 Local Media at damon@4localmedia.com
www.4localmedia.com
4 Local Media president Damon Balch will share the 4 fundamental things you MUST do to win a new client order. There are 4 things you should do before trying to sell a prospective client an advertising campaign! Those things don’t include asking about the ad budget, or talking about your products!
#1: Find out something about the real decision-maker, and that may not be who you think it is. But when you do get the right contact, find out everything you can about that person. Everyone can use Facebook, but also use LinkedIn, Manta.com, and another resource called referenceusa.com. Great resources for small business prospecting.
#2: When you call to set up an appointment, explain the benefit of accepting the meeting. In other words, what’s in it for prospective client. “A media salesperson can introduce data on shopping habits, buying patterns and trends, or better yet, share an IDEA for their business! Trade that info for time with the client.” That information can often be found online from a number of media sources.
#3: Damon says it’s important NOT to ask for the budget. “Many clients don’t actually have a budget, or will lie about it”. “But all clients can find money for a ‘client acquisition and retention’ plan. And you should be able to explain how your media campaign can find and keep new clients.”
#4: Communication is KEY. Make sure you have a system for following up with your prospective client. The fortune is in the follow up. Most orders come between the 3rd and 5th call or meeting. Technology has changed the sales environment, today you should have more brief client touches, meaning more communication but shorter time periods. Gone are the days of 2 hour client meetings, today all meetings (phone, screen share or in person) should be no longer than 30min, MAX!
For more 1on1 sales and management training, contact Damon Balch at 4 Local Media at damon@4localmedia.com
www.4localmedia.com
