Tag Archives: clients

7 Things You Should Know About Building Rapport

7 Things You Should Know About Building Rapport

Building rapport with your clients is one of you single most important sales tools you have. Here are 7 things you need to think about and do to make sure you are doing it right.Continue Reading

Should Clients Voice Their Own Ads?

Should Clients Voice Their Own Ads?

Oh boy, have I had some interesting discussions with PD’s on this one over the years. Because I’ve been around so long, the world of client voiced ads on radio has gone from “over my dead body”Continue Reading

Building Relationships in Good and Bad Times

Building Relationships in Good and Bad Times

Today while having some lunch I ran into one of this town’s best media sales reps. He was finding some time; I think, to catch up with his wife. After the normal greetings I asked him how business was. “Great…” he said. I believed him, and I’ll tell you why. One simple word. Before IContinue Reading

Small Ideas Count

Small Ideas Count

Developing new and fresh ideas every time isn’t easy. A great idea takes time (most of the time), and needs thought behind it. Yet something I hear a lot is “don’t spend too long on this, because it’sContinue Reading

Are We An Ideas Company, or a Media Company?

Are We An Ideas Company, or a Media Company?

Having dealt with thousands and thousands of advertisers globally for the last 20 years, I have found that small to medium advertisers have the same concerns the world over. They want solutions to their problems. The problem is that many media companies I come across are selling a product and not an idea. Advertisers WantContinue Reading

Sometimes Your Client Doesn’t Want To Hear You’re Number 1

In Shaun’s Fay recent post, he talked about the need for advertisers to “use positioning” in their advertising. We all know the positioning of major brands like Coke Cola, Pepsi, and Nike, but my question is what is your position, or your place in the market? I notice when working with clients around the world,Continue Reading

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