In 1960, British designer Kenneth Grange had one of the best opportunities of his career. He was pitching his design for a food mixer to manufacturer Kenwood. But time was running out and he realised he wasn’t going to be able to finish his full-scale model of the mixer to show the client. Rather than…
Here are some common mistakes many direct media sales people make when they try to make appointments and what to do instead. Mistake #1 – Call the client during trading hours I often see this when direct media sales people are calling an advertiser cold. They call during business hours. What to do instead: Phone…
We all strive for better client relationships in this industry. It is the backbone of what we do, and can often be the difference between clinching a deal and not. I know guys who play golf regularly with their best clients, others who lunch with them at least once a week and some who have…
A couple of weeks ago, Shaun and Mike did a great video where they discussed the importance of your clients being able to prove the claims they make in their advertising (you can see it below). The same goes for your clients and your claims as a sales person – why should they believe you?…
One of my business partners at NRS media, KM, always used to say – the best time to re-sign your client is at the “curve of gratitude”. Politicians call this the “honeymoon period”, a period in time where once you have been successful you get a “sweet spot to be forgiven and to build trust”. As a…
There has been a lot of discussion recently over Daily Deal sites with Groupon appearing to be the mother ship, followed by Living Social. Down under there is GrabOne, Cudo, Spreets, 1-Day, Jump on It and others out there vying for the space. Many media companies are building alliances with these sites to capture their share of the…
