An excellent book that I have had tucked away in my library for some time is called Spin Selling by Neil Rackman (affiliate link). I decided to drag it out again and go through the notes I had taken. Here are some tips that you will find useful. In this book he maintains that there is…
With the cost of acquiring new customers mounting, many media companies’ customer bases are shrinking due to lost confidence of advertisers and consumers alike. Referrals are often one way to get your additional advertising sales without too much additional work. If you learn these three simple referrals systems you’ll avoid the disappointment of cold calling,…
Summer was fast approaching and I had celebrated the warmer weather with an impromptu barbecue. As I scraped the dirt and grease from my ageing barbecue – or sausage incinerator as some of my friends rudely refer to it – I resolved it was time to get a new one. No holds barred, I promised…
I was advising a leading sports organisation recently who was finding it difficult to sell season passes to their regular season members. Sports ticketing and season membership programmes are a lot like selling media. A seat in a stadium is similar to selling an advertising spot on TV, a radio advertisement or even space in…
What is a testimonial worth these days? I think it is worth a lot of money if it is done correctly. One media company used a book of testimonials as a sales tool for their direct media sales people. Over the years they had collected 200 testimonials from their clients. Once they had received these…
I was reading some information on mail order selling dating back to the early forties. The belief at the time, and I still think it is valid today, is that the first sale must build the second sale. No one really makes money on the first sale. In mail order this is very important, and it…
