Monthly Archives: June 2019

Before Every Call, Ask Yourself This…

It seems simple, sales reps make sales calls, and we make sales calls for a variety of reasons. At the beginning of the sales process, we make cold calls to introduce ourselves. Beyond cold calls, we make calls to conduct the interview or the Q&A or CNA. We make presentation calls, follow up calls and calls simply… [Read More]

How to “Upsell” More

The most common time to upsell a current client is at renewal time. While this is an opportune time to do so, it’s not the only time that we should be looking to upsell. As media reps, it’s our job to look for opportunities to help our clients grow their business. The question is why don’t… [Read More]

The More They Know, The More They’ll Buy

The reason most business owners don’t like advertising is because they don’t understand advertising. Do business owners understand the importance of having Top of Mind Awareness (TOMA) in their business category? The more you educate your clients and prospects, not only are they more LIKELY to buy from you, but they will buy MORE from… [Read More]

The Powerful Point

7 Criteria to Effective Advertising Hopefully, over these past 4 weeks, you now have a better understanding of how to use and explain the 7 criteria to clients and help them better understand how important each is to advertising. In the first issue of this series, it mentioned we use this piece to make two… [Read More]