Tag Archives: new business

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

The Easiest Way To Find Prospects

The Easiest Way To Find Prospects

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 inContinue Reading

Treat Every Campaign Like It’s New Business

Treat Every Campaign Like It’s New Business

When you get a new business client on board, how do you treat them? If you’re anything like most reps, you want to hit a home run with that first campaign, make sure it delivers and then some. It gotContinue Reading

Make That Call

Make That Call

I have always admired media sales people. It’s a tough gig guys, and I’m sure it’s not getting any easier. As a ‘creative’ guy I avoid ‘making that call’ like the plague. “Hey, I’m soContinue Reading

Telemarketing – Yes or No?

Telemarketing – Yes or No?

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 certainlyContinue Reading

3 Ideas for Generating New Business – Pt 3

3 Ideas for Generating New Business – Pt 3

Last week I covered two ways to generate new business, namely looking at smaller value opportunities to put to your clients and also looking at what I call “associated verticals“, those that rely onContinue Reading

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