Andrea Messimer Henley has 20 years experience in out of home advertising sales. Today Andrea reviews winning strategies for the three types of out of home sales calls.
First appointment. The 1,2,3 strategy.
- Probe to find two needs and one want. Uncovering multiple client needs will always close the deal.
- Wants are great but they don’t always close the deal.
Customer Appointment.
- Always provide one or two new fresh ideas. This is the Nordstrom shoe sale strategy. They always bring you more selections than what you asked for. It’s really simple but spot on, you can’t purchase anything that you don’t know about.
Renewal Appointments.
- Win-Win Strategy. Increase the overall spend.
- Find out what their plans are for the next year. If you can offer a no increase incentive for their renewals, by simply increasing their overall media mix. You both come out ahead.
- Always ask for testimonials, case studies, or a 5 star review on your company or market FB page. Get Endorsements on your personal LinkedIn. Return the favor as well. I look at the OOH company individual websites frequently. I see lots of case studies on the corporate sites. There none on the individual market pages.
Keep things simple, fresh, and current. You are in a fast paced world stay ahead of it… In the industry of impressions make sure that you’re making a good one!
You can contact Andrea Messimer Henley at andreamessimer@gmail.com or 941-592-7200
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