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…
If you’ll indulge me this post, I thought it was time I used a media analogy to explain something about media sales. I was listening to the radio this evening and the song Rolling in the Deep by British singer Adele came on. I didn’t mind this song when it first came out, in fact…
Any media sales person will tell you that business is tough for many of their advertisers. We would all agree that the economy is still recovering and slowly getting back on its feet. The recent floods and tornadoes in Queensland Australia have not helped us down under. Winter in the USA and other countries certainly…
I was recently being interviewed by a business coach who teaches owners and operators how to set up a valuable business they can either sell or generate passive income, and we were talking about different ways to target new clients and to make it a fun in the process. Wall of clients I was reminded…
Every year, all over the world, media companies will lose about 20% of their clients off direct media client lists – guaranteed. We call this the “conveyor belt theory”, where clients simply fall off client lists for a number of reasons and don’t come back on. It might be to have a break for a…
