While you are proposing the ideas and elements of an advertisers’ OOH campaign, particularly to a new prospect, in the back of their mind their biggest concern is, “will I be satisfied?” You can alleviate fears and close the deal is by putting your service and fulfillment plan in a […]
Sales
What’s In a Good Out of Home Sales Contract?
What’s in a good out of home sales contract? There’s a tension between keeping a short term ad agreement to one page and the need to avoid conflict by being specific. Here’s a one-page static billboard ad contract. We’ve added our comments in italics explaining the importance of each section. […]
Across the Desk: OAAA OOH Marketing Mix Modeling (MMM) and Attribution Working Group Co-Chairs
By: Karin Baatsch-Deboulet, EVP Operations US, Kinetic Worldwide & Mark Costa, Chief Digital Officer, JCDecaux North America What were the key takeaways for brands and marketers from the OAAA OOH MMM and Attribution research findings? These 2 findings from Sequent Partner’s interviews that were presented in the webinar stood […]
Collecting Delinquent Out of Home Accounts
By Kevin Gephart Part of being a good out of home sales rep is knowing when and how to turn up the heat on an account. Here’s a sequence of collection letters which does that in a thorough and direct way. AFTER 45 DAYS: Dear (client): Thank you very much […]
11 Rules for Sales Driven Team Meetings
Highly effective sales meetings require critical management self-examination: a.) would you attend your sales meetings if it wasn’t required? b.) consultants determine everything they need to know about a sales team by attending a sales meeting, what does your sales meeting say? These meetings belong to your team, not you. […]
Apple privacy update means no more training wheels for CMO’s
By James Munnerlynn, President and Co-Founder, Blip Billboards Apple released the much-anticipated iOS 15 in September, and with it came a number of user privacy features. Although advertising and marketing professionals and even the platforms – including Facebook and Instagram – are concerned about how this will impact their long-standing digital ad […]
Four Reasons To Recruit Specialized Sales Reps
Most of your sales staff should be composed of generalists but having a couple of key specialists in advertiser categories can be very profitable. Newspapers have practiced this for years. Muscle-build your sales team with 1 to 3 key specialized sales reps. Strategically identify and target your top five advertiser […]
OAAA Sales Tip: Holiday Shopping and Travel 2021
The 2021 holiday retail season presents enormous opportunity for retailers, especially as they look to make up ground lost in the pandemic. Consumer mobility is at or near COVID-era highs, and OOH has a unique position to engage consumers when they are most likely to act – at or near […]
Leveraging Management to Help You Sell
High performing out of home sales reps use all the sales tools at their disposal. One under-utilized tool is management involvement in the sales process. Including your manager in important presentations/sales calls isn’t a sign of weakness, rather the opposite; it demonstrates you are prepared, confident, and smart enough to […]
Gephart on Handling a Renewal on a Past Due Account
By Kevin Gephart My post on Handling Handling Collections During a Disrupted Market generated this question from a reader. I have a client that has had a perm’d billboard for a while. Because this past year was especially rough they have fallen behind in payments and their annual contract is […]