Thanks to Clayton Stark of Porlier Outdoor for asking about the best sources of prospects during the pandemic. These strategies work for any challenging economic time. For the Dot-com bubble/recession, the mortgage crisis/recession, the formula was the same. I believe in the Ying/Yang theory; a strength is a weakness, and […]
I’ve written before about the importance of relevance in selling out of home. Several reps have asked me “how can I be relevant?”. Here are 6 ways to be relevant when selling out of home. Get in your prospect’s customer stream. Sign up for the customer’s website notices, get their […]
By Kevin Gephart I believe personal branding is critical to us as “INTRApreneurs” The idea of “a personal brand” is unusual to some people (i.e., you see this practiced among successful realtors). There are many great resources for how to build your personal brand (Wikipedia is one, as is the […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he discussed 5 overlooked out of home prospecting techniques. Today he discusses 4 more overlooked prospecting techniques. Today I’ll finish my list of 9 overlooked out of home prospecting techniques. Many of […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he discussed how to use social media to sell out of home. Today he discusses overlooked prospecting techniques. For the next few weeks I’ll discuss 9 sometimes overlooked for out of home […]
By Kevin Gephart In previous posts I’ve talked about prospecting via social media. Today I’ll talk about generating prospects via associations, Dun and Bradstreet and client referrals. Associations: Pros: They can lift your profile and add credibility especially as a new sales rep. If you are inexperienced, associations are a […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he gave 3 tips for effective out of home prospecting. Today he’ll discuss how social media fits into out of home prospecting. Some of the ideas in this column require you to […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he discussed the importance of being relevant to customers. Today he discusses prospecting. In order to sell out of home you need to figure out who you want to sell to. That’s […]
By Kevin Gephart Last week I wrote that persistence is the key to selling out of home. But relevance is important as well, because persistence without relevance is annoyance. We’ve lost sight of relevance through all the mass sales training and all the initiatives that come down from corporate. In […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he talked about his proudest out of home sale. Today he talks about the importance of persistence. Billboard Insider reader Tom Giesken asks “what’s the most important thing to teach a new […]
