As we approach mid-year, assess your sales pacing to determine if you are on track to make your sales budget. A key to selling more 00H faster is to plan for a sufficient prospecting/sales cycle. 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 to post.
Now is the time to prospect for the third quarter of 2023.
Below is a comprehensive list of hot categories for the third quarter. To sell more faster, identify the top 10 categories from this list for your market, then determine the top 3 to 4 advertisers within that category and you now have your third quarter prospecting paybook.
- Auto parts/accessories
- Auto sales (new and used)
- Auto service
- Beer and wine (makers and retail)
- Bridal stores
- Building materials/building equipment
- Charity thrift stores
- Cigar stores
- City park/recreation departments
- Colleges/universities/trade schools (many public institutions are on a July 1 budget cycle)
- Computers
- Congressional Member’s Representational Allowance (MRA). Each member of Congress has MRA funds to pay ordinary and necessary expenses in support of the member’s official duties. These funds may advertise important initiatives and outreach in the district.
- Conservation groups (Ducks Unlimited, Pheasants Forever)
- Dermatologists
- Education (all levels)
- Financial services
- Fireplace stores (new, service and parts)
- Footwear stores
- Furniture/household furnishings
- Government agencies/programs(Most begin their fiscal year and new budgets on Jul 1)
- Home improvement
- Hot tubs
- House painting
- Housing rentals
- HVAC
- Kids classes (swim, tennis, golf, etc)
- Labor salutes/recognition
- Landscape companies
- Lawn maintenance services
- Lawn services
- Mattress stores
- Office supply stores
- Pet stores
- Public transportation
- Quick serve restaurants
- Real estate
- Recruitment (extensive categories including all student related activities)
- Resale/consignment stores
- Resorts
- Retail sales
- Roofing contractors
- September = Octoberfest Celebrations
- September = Recycle Awareness Month
- September = Suicide prevention month
- Sporting goods
- Sports betting
- Storage facilities
- Supermarkets
- Tech stores
- Tourism
- Toy and hobby stores
- Trucks (new and used)
- Tutors
- TV stations/networks
- Vacations/Resorts
- Water parks
- YWCA/YMCA
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