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…
I have always admired media sales people. It’s a tough gig guys, and I’m sure it’s not getting any easier. As a ‘creative’ guy I avoid ‘making that call’ like the plague. “Hey, I’m so good it should come to me”. Well guess what, it does some days and doesn’t others. Last week I ‘made…
Media has often got a bad rap for things like long lunches and expensive junkets, and during the tougher times of the last few years these have become less and less common – you would expect. Unfortunately, there is still a contingent of people who slam their expense accounts with these at least once if…
In my last post I talked about the need to create a referral culture in your media company. I have in the past found referrals difficult but was taught this little secret early in my sales career. Before I go into the secret, I will tell you what I used to do. I would run…
