Tag Archives: Client Lists

What To Do If You Notice Your Client List Decreasing

What To Do If You Notice Your Client List Decreasing

One of the many complaints that I get from direct media sales people is that all of a sudden their client lists are decreasing. Why are more falling off their lists than they are adding on they ask? We have written about this occurrence in the past, we call it the conveyor belt theory. EveryContinue Reading

Do You Suffer From Loss Aversion With Your Advertisers?

Do You Suffer From Loss Aversion With Your Advertisers?

You might be thinking “I sell advertising to SME either in broadcast, newspaper or online. Loss aversion – you are kidding me right”? It’s true that it is a well known phenomenon in the financial and economic sector. It’s when people look away from a loss, even on a stock or investment they might haveContinue Reading

Media Sales Hall of Fame

Media Sales Hall of Fame

If you’ve read The Desk Closest to the Door (I hope so!), you know I am a huge fan of getting client lists right. They are the life blood of any successful media sales personContinue Reading

How Safe Are Your Clients From Other Sales People?

How Safe Are Your Clients From Other Sales People?

We all know that most advertising is mass marketing. We work with clients to construct an advertising campaign, select the times, programmes or sections of the newspaper or website and away we go. WeContinue Reading

Discover the Fortune The Lies in Your Client List

Discover the Fortune The Lies in Your Client List

In media sales there is always a fortune to be had in dormant or non spending client lists. Why? Many media sales people, when they first start or are simply looking for more clients, ignore this list and I believe they do so at their peril. You may inherit an old dormant or non spendingContinue Reading

The Value of Your Time

The Value of Your Time

This is the final of Graham’s 3 post series. There is only so much time that you can spend with a prospective client, and while I would encourage all advertising sales personnel to assist with moreContinue Reading

Updates to Your Inbox

Receive notifcation of great new content on Talking Media Sales, our subscriber exclusive monthly Inside Media Sales and Call to Action newsletters, and be the first to know about exciting new products when we launch them.

As a thank you, you will also receive our latest report, "The 9 Most Dangerous Mistakes Media Sales People Make With Direct Advertisers."