Appointments & Relationship Building

Appointments & Relationship Building

7 Things You Should Know About Building Rapport

Building rapport with your clients is one of you single most important sales tools you have. Here are 7 things you need to think about and do to make sure you are doing it right.

Is Sales a Four Letter Word?

I was invited recently to do a keynote speech and workshop to a group of managers from a local storage company. The outcome of the speech and workshop was for the managers to accept that sales is not a four letter word. That in fact we are all in the business of selling and influencing…

How Do You Get Your Client’s Attention?

Here is a famous story about an American tourist who visited a camel market in Marrakesh. He was so taken by the strength and appearance of these beasts that he decided to buy one. The camel dealer went to great lengths to explain to the tourist how important and how necessary it was to treat…

When Half a Loaf is Better Than . . . Winging It

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…

7 Most Common Mistakes When Making an Appointment – and What To Do Instead

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…

How Much Do You Know About Your Clients?

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…