Top OOH salespeople learn lessons from the past in order to propel their future. A good reason to learn about past recession case studies is to understand how they have shaped the ad world we see today. Detailed local advertising case studies are impossible to find therefore we need to […]
Tag: sales
OOH Founders Journey: Sales is a Problem, a Solution and Ears
Billboard Insider is running a series in which Arthur Outdoor’s James Douglas talks about starting, running, and selling an out-of-home company. In his last column, James talked about building signs. Today he talks about selling out of home. To succeed in sales you need to be able to handle rejection. I have […]
Kevin Gephart: What’s Important to Know Now to Sell More Faster In a Recession
Why this topic is important. A bold thought from Tony Robbins: “Winners anticipate, others are doomed to “re-act”. Your job as an out of home sales rep is to be the very best businessperson you can be that just happens to sell out of home. Be a sustaining resource for […]
Don’t make this out of home sales mistake
Inflation is running at 8.5% for the 12 months ended August 2022. If you aren’t asking for a rate increase when ad contracts renew your out of home company’s margins will shrink. Listen to Lamar Advertising CEO Sean Reilly on last week’s earning call: “We’re coming off of decades of […]
70 Categories to Sell More Faster in Q1
Typically, the first six weeks of every new year represents a sales slump for most OOH sales makers/companies. It’s believed to be due to client spending being down during those weeks. However, The Radio Advertising Bureau Statistics dispute that. They show overall client spending during January to be on par […]
Jim Lyke on Using In-Person and Social Networks to Sell Out of Home
Last week out of home sales veteran Jim Lyke talked about the personal touch when selling out of home. Today he talks about using in-person and social networks to sell out of home. In person networking. A lot of my local customers were in Rockford. I became a chamber ambassador […]
Jim Lyke on the Personal Touch When Selling Out of Home
Last week Jim Lyke reflected on 16 years of selling out of home for Lamar Advertising. Today he talks about the importance of staying personally involved with your clients. Staying involved with clients is key When I finished up at Lamar, the number of active customers I had was way […]
Jim Lyke on 3 Big Changes in 16 Years Selling Out of Home
Jim Lyke just retired from a media sales career including 16 years as an account executive in Lamar’s Madison WI-Rockford IL office. Billboard Insider will run a series of columns where Jim talks about out of home sales. Today he talks about getting into out of home and the importance […]
Selling Contract Renewals Faster
Just like the pumpkin spice lattes, contract renewal time is here. Begin the conversation with your client no later than 90 days before the end of the contract, allowing time for the process and, if need be, time to get the unit(s) back in inventory. Clients make up their mind […]
Industry Verticals Less Effected by Recession
Recession talk is in the air. At the IBOUSA conference last week Lisa and Dan Nausley highlighted industries that are less likely to be impacted by recession. They make good candidates to look to for advertising, especially if the economy cools off. To learn more about the sales training and […]