By Kevin Gephart When you get the feared cancellation call, don’t overreact! Most OOH company’s contracts don’t allow for cancellation. The reality–it is very tough to hold a client to a contract, especially if you want to get paid. Be focused on winning the war not the battle. Take a […]
By Kevin Gephart A lot has been written about the making of a great OOH media sales pro…. Mark Natzke (known around the Green Bay/Milwaukee area as Mipps??!), who passed unexpectedly on Aug 25 at the age of 53 in his home in Wauwatosa, WI., embodied that and much more. […]
By Kevin Gephart Begin the renewal no later than 100 days before the end of the contract. It allows time for the process and, if need be, puts the unit(s) back in inventory no later than 60 days before the end of the contract. Always service as though the client […]
By Kevin Gephart Your renewal window starts now! How you execute your new OOH sale will competition-proof, and either secure or hinder, your renewal. Every client, in the back of their mind, wonders if the program will go off as planned. Build confidence by providing them a critical path which […]
Closing a sale isn’t a magical recipe of words/phrases; it is a strategic conclusion to a specific process. Identify the decision-maker, ask good questions, design an intelligent solution, use spec creative, include a service contract, display a concise summary page and the close should be natural. State in your proposal […]
Be sure you’re talking to the “true” decision maker. Some “decision makers” can decide an ad size but don’t have the authority to move print dollars to OOH. Help prospects buy. Advertisers only negotiate for what they want. They don’t want billboards; they want what billboards do. Assure them, based […]
These thoughts are adapted from a breakthrough book “A Technique for Producing Ideas” by James Webb Young. To paraphrase, we aren’t selling OOH space, we are selling ideas. Producing ideas is a very specific process based in some very deep, proven psychology. It is as specific as the production of […]
(For this column I surveyed some buyers of OOH about their “likes” / “dislikes” about market rides. A giant “thank you” for your contributions!) A big OOH sales competitive advantage is the market ride. Be it general market intro or review of proposed units, getting face time with key decision […]
If the thought of delivering a presentation makes you nervous, you’re in very good company. Beyoncé, Barbara Streisand, Prince Harry, Tiger Woods, and Adele all have stage fright. It’s natural to be uneasy, it’s up to you if you stay uneasy. The value of your ideas and your ability to […]
Roadside digital billboards are as old as US commercial TV was in 1971. Its mind boggling to imagine the growth ahead of us!! Sadly, little has changed with advertiser’s creative use of DOOH ad space. The future belongs to marketers who deliver Moment Marketing (real-time) to mass-reach audiences. (Search: Moment […]
