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 […]
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 […]
