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 of the mass sales training and all the initiatives that come down from corporate. In my office we would have to take an actual […]
The IBO held an online webinar earlier this month hosted by Beck Smith with special guest, Kevin Gephart. If you did not get a chance to sign up for the class, we wanted to provide a video of the discussion below. Having sales mentors, like Kevin Gephart, to help us […]
By Kevin Gephart Billboard Insider reader Tom Giesken asked me “what’s the most important thing to teach a new out-of-home sales rep?” The answer is persistence. Early in my career, I had a craggy old sales trainer. He said when you call on a new prospect, you look like a […]
By Kevin Gephart A big “thank you” to the 78+ who participated in the IBOUSA “Making OOH Sales Faster During a Recession” webinar last week. It was a big success! A very good question was asked after the session: “What do you say to a client when they ask how […]
An excerpt from The Ultimate OOH Sales Guide: Here is the top objection I hear to out-of-home. It costs too much. A vague statement that requires exploration. Prospects have no idea what out-of-home costs. They solicit pricing as a starting point to negotiate. Never negotiate price until you provide the […]
By Kevin Gephart Lots of talk whether the Federal Reserve’s efforts to raise interest rates and curb the money supply will put us in a recession. OOH is the Do-More-With-Less medium. As you meet with clients and prospects, ask the high gain question: “If we slide into a recession, how […]
On the 67th Billboard Insider podcast out of home sales expert Kevin Gephart talked about selling advertising on digital billboards. The up side of digital billboards. I think it’s all up side when it comes to digital. Because first of all digital can now be sold like broadcast in that […]
On today’s Billboard Insider podcast we talk with out of home sales expert Kevin Gephart. Kevin has 37 years experience selling advertising including 12 years selling our of home advertising. He co-published The Ultimate Out of Home Sales Guide together with Billboard Insider. Some highlights of our interview. On […]
Our Saturday Selfie is from Kevin Gephart. Since Kevin c0-authored the book, he knows the importance of having a valuable resource nearby at all times. You can hear him talk about The Ultimate OOH Sales Guide this coming week on our podcast. Interested in learning more? Order Your Copy Here! […]
Billboard Insider asked home sales expert Kevin Gephart to describe The Ultimate OOH Sales Guide and he said this: We tried to make it as systematic as possible. We start at the beginning. We talk about the needs analysis, we talk about solving customer problems, we take it all the […]
