Appointments & Relationship Building
Getting an appointment over the phone can be one of the hardest and most daunting things a media sales person has to do. Here are 10 tips to help smooth the process.
Appointments & Relationship Building · Prospecting & Lead Generation · Strategy & Customer Needs Analysis
This month’s guest contributor is Stephen Pead. He is a 30 year veteran in all things media. He has worked closely with Mike Brunel over the last 12 month conducting[...]
Appointments & Relationship Building
Still not getting any clients yet? The fact is that clients do not make logical decisions – often it is emotional. I related a story about a media company in[...]
Appointments & Relationship Building
I can recall when I first started learning how to overcome fear, and approach any client and get sales. There is nothing like that feeling that you have when you[...]
Appointments & Relationship Building
I used to find it hard to finish a conversation with a potential new advertiser or client that I had met at a networking function, or even in a social[...]
Appointments & Relationship Building
Selling any type of product in this economy is pretty tough right now, but it can be made easier if you learn to make their problems pay.
Appointments & Relationship Building
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[...]
Appointments & Relationship Building
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[...]
Most work days, I get off the bus about a kilometer from the office and walk the rest of the way, grabbing my morning coffee and a hitting shuffle on[...]
Appointments & Relationship Building
Trust, in my opinion, is the number one reason why a client buys from you. Think about that word trust in your own relationship. When you met your partner, did[...]
