How Will Masters of Media Selling seminar help you?
What is Masters of Media Selling about?
Getting more of the right appointments at the right time
Being more persuasive
Closing more successfully
Blog
Facetime is Money: How To Get More Facetime With Ad-Sales Prospects
Dr. Arvey uncovered research attesting to the benefits of face-to-face meetings while preparing a report: “Why Face-to-Face Business Meetings Matter.” Studies indicate 85 percent believe face-to-face meetings are more likely to result in breakthrough thinking; and 82 percent believe that meetings bring out the best in people.
Voice Mail, Wherefore Art Though Voice Mail?
Getting ad-sales appointments for in-person or virtual meetings on the phone and/or online is the key first step. Without voice mail we’ll need new tactics.
How to “Show Up” to Make More Advertising Sales
Woody Allen said 80% of success is showing up. When it comes to successful media selling that is a good place to start. And it’s harder than ever to “show up.” Prospects don’t call back, or say they don’t need to see you. Client-side contacts say to see the agency who you already know hasn’t called back for weeks. How can you “show up” in our fiercely competitive world of media sales?
The Most Difficult Objection: “I don’t need to see you.”
All this is a preamble to this simple point: You better have a really good message when you ask for an appointment. If it works, you’ll win more appointments and ultimately win more business. If your message is so-so, you and your property will stay in the mental “circular file.”
How to Sell Advertising at Trade Shows
Attending and utilizing tradeshows for sales is a key skill for almost every kind of advertising sales person. If you sell national trade advertising, the trade shows in your industry are a key source of content and of leads, as well as a place to meet your prospects. If you sell local TV or radio or newspaper advertising attending the local “home-show” will be a source of leads and a great place to chat up potential customers.
Have an Agenda – Make More and Bigger Ad Sales
Preparing and proposing an agenda at the beginning of the ad-sales conversation has many positive uses. Proposing an agenda for your meeting or conversation can be done on the phone or in person, and works in informal situations as well as in formal presentations.
Negotiating for Advertising Dollars
Ad sales executives need to keep good negotiating practices in mind when the negotiation starts. When a client devotes time to an actual discussion of whether you can meet their price, it is a powerful signal your property is one of a few, not one of many choices.
I Was Wrong
As we should know from many other industries, when there is a lot of money available, very creative scams will be hatched. Recently Advertising Age ran this article explaining how more sophisticated scammers have developed technology that avoids bot blockers by appearing to be a human scrolling and interacting with a web page.
What I Learned at Masters of Media Selling
I learned something new last week in NYC when I taught my seventh 2-day, high-level advertising sales class: Masters of Media Selling. Sales people need training in how and when to entertain prospects and clients. Despite the “its all about the results” mantra we hear from advertising buyers, it’s not. […]
