Huntington Outdoor’s CEO Justin Powell gave a great talk at last week’s IBO show.   Here are his thoughts on selling out of home.

Keep your sales force focused.

Our company is working to kind of limit the number of things we’re asking our sales employees to do.  We are working on getting an art liaison.  Our sales people don’t have to work on art.  They’re going to hand it over to this art expert…Some of our sales people are spending two and three hours a week shuttling designs back and forth.   We take that out of their hands and give them two or three hours more sales time.

The best days for sales calls are Tuesday, Wednesday and Thursday.

We quizzed our sales people as to which three days are the best for cold calling.  They answered  Tuesday, Wednesday and  Thursday and then a couple of them answered Monday and Friday.  What does the research say? The research says is Wednesday is by far the best… followed by Thursday and then Tuesday.   Monday and Friday are not good…We were having meetings on Tuesday and Thursday, so we moved those over to Mondays and Fridays and we said listen, there should be nobody in the office on on Tuesdays and for sure Wednesdays and Thursdays.  All of your office work needs to be done on Mondays and Fridays.

A fast response to inbound calls means more success.

How many of you put up like some sign promos?  The longer you wait to respond to those call ins,  the less likely that they’re going to buy…We’re switching over to a system where if a salesperson doesn’t answer, an in-house sales person takes care of it and quotes a rate and tries to close right away.

If you want a copy of Justin Powell’s presentation email justin@huntingtonbillboards.com or call Justin at 937-321-9347.

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