This review of media choices is for your own edification. Use leading questions in the data gathering stage to determine dissatisfaction with any of their current media choices. “Is (name an OOH attribute) important to you?” “Does (name a competing media weakness) frustrate you?” Many OOH companies teach reps to […]
With all of the pandemic gyrations businesses need OOH now more than ever. Virtually every business is being stymied by the labor shortage. OOH can help in a way that no other medium can. The quantity of job candidates isn’t determined by the size of an ad budget but rather […]
My thoughts about dealing with ad agencies are confined to local agencies. Ad agencies are not clients; they are spokespeople for clients. They are due all the respect, ideas, follow-through, and accountability afforded any spokespeople. Agency/advertiser relationships tend to be very temporary. The constants are you (the media) and the […]
By Kevin Gephart In my last column 5 more sales objections and how to handle them I asked readers to identify sales objections. Thanks for all the comments. I’ll address the objections which readers raised today. People don’t want a drill, they want a hole; advertisers don’t want advertising, they […]
By Kevin Gephart Last week I discussed the top out of home sales objection – it costs too much. Today I’ll discuss 5 more out of home sales objections and how to handle them. I need more time to tell my story “Your 7 to 10 words on billboards doesn’t […]
By Kevin Gephart If you’re batting 1,000 you’re playing in the little leagues. Objections are minimized with thorough data gathering and an effective proposal, but there will always be some unforeseen hurdles. Effective objection handling increases your closing ratio and lays the groundwork for future business. It’s never no…it’s only […]
Last week I reviewed the first 4 parts of a killer OOH sales proposal: Needs and Objectives Rationale. Why Out of Home Why Your Company Today I’ll cover the last four parts of a killer sales proposal. 5. Creative Clients spend 80% of their efforts on “where” to advertise and […]
Selling is the changing of minds; a sales proposal is the playbook for that change. After the data gathering meeting return with a proposal for the client within 2 to 4 business days. Get the client’s agreement about timing. The impact of your proposal declines every day you delay. If […]
Last week I discussed the importance of sales call preparation. Today I identify 35 high gain sales questions you can use in your first meeting with a prospect. As you prepare questions for your initial call organize your note pad into three sections (use Post-it notes as tabs) General questions/notes […]
Experience is a great teacher but the tuition is too high. Sales managers expect you to get out and “sell something!”. I don’t know any sales manager who challenged someone to “get out and solve some problems. On an early sales call I was excited about selling. I wanted to […]
