This week focus on new business development for the second quarter. Don’t waste valuable, limited sales time pursuing new business with too short of a sales cycle. It’s unfortunate that management (for their own purposes) sometimes wants reps to chase sales too close to the week that they are going […]
Almost two-thirds of our readers omit prices in a ride sheet. On Tuesday Billboard Insider published comments from several readers in favor of posting prices. A midwest out of home executive explains the case for not putting prices in ridesheets. I saw your article yesterday about rate cards and voted […]
A reader asks: I have a question when it comes to ride sheets. Should you have your prices in them or not? If so what are the advantages and disadvantages? Do most operators have prices on ride sheets? Billboard Insider’s company, Circle City Outdoor, puts prices in our ride sheets. […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
