By Kevin Gephart When you get the feared cancellation call, don’t overreact! Most OOH company’s contracts don’t allow for cancellation. The reality–it is very tough to hold a client to a contract, especially if you want to get paid. Be focused on winning the war not the battle. Take a […]
Closing a sale isn’t a magical recipe of words/phrases; it is a strategic conclusion to a specific process. Identify the decision-maker, ask good questions, design an intelligent solution, use spec creative, include a service contract, display a concise summary page and the close should be natural. State in your proposal […]
If the thought of delivering a presentation makes you nervous, you’re in very good company. Beyoncé, Barbara Streisand, Prince Harry, Tiger Woods, and Adele all have stage fright. It’s natural to be uneasy, it’s up to you if you stay uneasy. The value of your ideas and your ability to […]
Today’s podcast guest is John James, the founder of SignBird. Today John talks about selling billboards for Lamar, his proudest out of home sale and what your website needs to effectively market your signs. On getting into out of home My first job out of college – I was working […]
Pete Hautem has spent 44 years selling out of home. Here are are 4 questions he thinks are high gain when talking to a prospect.. I have always said you can ask your way into a hell of a lot more sales than you can talk your way into. If […]
With all of the pandemic gyrations businesses need OOH now more than ever. Virtually every business is being stymied by the labor shortage. OOH can help in a way that no other medium can. The quantity of job candidates isn’t determined by the size of an ad budget but rather […]
By Kevin Gephart In my last column 5 more sales objections and how to handle them I asked readers to identify sales objections. Thanks for all the comments. I’ll address the objections which readers raised today. People don’t want a drill, they want a hole; advertisers don’t want advertising, they […]
By Kevin Gephart Last week I discussed the top out of home sales objection – it costs too much. Today I’ll discuss 5 more out of home sales objections and how to handle them. I need more time to tell my story “Your 7 to 10 words on billboards doesn’t […]
Pete Hautem has 44 years experience in selling out of home. Here are a couple of his keys to effectively selling out of home. Billboard Insider asked Pete to talk about selling digital billboard ads. How is selling digital different from selling static.? Overall, selling Outdoor ads is basically the […]
Can an out of home client refuse to pay if there is a delay in posting a billboard or if they allege that a sales rep misrepresented benefits of the advertising? No. That’s the lesson of OUTFRONT Media vs Hart and Associates. Here are the facts In May 2016 the […]
