Monthly Archives: May 2020

Ideas and Plans = Courage

“You have plenty of courage, I am sure,” answered Oz. “All you need is confidence in yourself. There is no living thing that is not afraid when it faces danger. The true courage is in facing danger when you are afraid, and that kind of courage you have in plenty.”  
– L. Frank Baum, The Wonderful Wizard of Oz

For most small and medium-sized business owners, advertising during normal times takes a certain level of courage. In our current situation, let’s be honest, in many cases, business owners will need to dig deep and find some “extra” courage to start advertising again.

By definition, courage is “the ability to do something that frightens one”, and/or, “strength in the face of pain or grief”.

Spending money on advertising now without fully knowing what the future holds or brings can certainly cause anyone fear and trepidation.

In the immediate future, meaning the next 4 to 6 weeks, the most common objection that you will hear from decision-makers is going to be, “Not now – I am going to ‘wait and see’ what happens”.

As media reps, how can you help provide some “extra” courage or take away some of their fear? This can be answered with two words: IDEAS and PLANS.

If we simply start calling on businesses and asking them if they are ready to start advertising again, we will hear NO, nearly every time!

However, if you provide them with an IDEA and a PLAN on how to execute the idea, you will certainly take away some of the fear, and by doing so you will instill HOPE! The better the idea, and the more well-thought-out the plan is, the more COURAGE you will provide!

“Inaction breeds doubt and fear. Action breeds confidence and courage.
If you want to conquer fear, do not sit home and think about it.
Go out and get busy.” – Dale Carnegie

Now go out and get busy! Have an idea for every client, with a plan on how to execute the idea, and you will turn a “No” into “Maybe”, and a “Maybe” into “YES”!

Stay Safe – Stay Healthy – Stay Strong!

This Moment!

Oprah Winfrey clarifies the point we are trying to make today with her quote that says,

“Doing the best at this moment puts you in the best place for the next moment.”

-Oprah Winfrey

This “moment”, in your case, is the next 30 to 60 days; the time when commerce reopens and you, as a media rep, get back to seeing your clients and prospects face to face.

This moment is a sprint. What you do in the next 30 to 60 days will determine how productive, effective, and successful your next moment will be – the remainder of 2020!

This moment is not a sprint to see how quickly you can sell, but a sprint to make sure you are in front of your clients and prospects with ideas and solutions that will help them get their business back on track!

This moment is also an opportunity. It’s your chance to be a hero to your clients; to show them that you are there to HELP them and not just sell them.

This moment, the one in front of you as businesses reopen, is a sprint. Work hard, work fast, work diligently, work smart, be compassionate, be patient. Bring IDEAS!

If you approach this moment with a well thought out plan and dedicate yourself to doing everything you can to accomplish your plan, your next moment will be easier and more successful, and it will prepare you for the next moment.

While we are not suggesting that the next moment will be a walk in the park, we do offer that you’ll have more time to think. There will be more room for error and more time to make a wrong, right. You can work smarter, not harder.

Doing the very best you can for the next 30 to 60 days will put you in the best place for your next moment!  GO GET ‘EM!

Stay Safe – Stay Healthy – Stay Strong!

To Advertise or Not to Advertise – That is the Question

I’m hoping Mr. Shakespeare does not mind us stealing one of his famous lines and putting our twist on it, however, the question is real. This is exactly what many business owners are asking themselves…Should I advertise, or shouldn’t I?

As frightened as business owners were when the whole COVID-19 crisis started, in some ways, they are equally scared and confused now. In addition to the question, “Should I or shouldn’t I?”, they are most likely following it up with, “If I do, when do I start and what do I say?”

We all have opinions on when and how people will react and what it’s going to look like as we begin to reopen. The truth is, no one really knows, and we will not know until we get there.  Being prepared and ready to pull the trigger when the time is right is key. If they snooze – they will certainly lose!

As we speak, the debate is ongoing as to what to say. Some say, stick with your “pre- COVID-19” message, others claim a message with a Coronavirus theme of thanks and gratitude will get a better response. Either will work, but only if they air it!

Where you say it is not as important. However, we strongly suggest they stick to the same stations/mediums as they were using before. Regardless of the message, the audience will be familiar with them.

The key to selling advertising as we creep back to “normal” is this… have an IDEA! An idea for your clients and prospects will make it easier for them to say YES! You must have an idea, or help them create an idea so when it comes time to answer the proclamation of, “To Advertise or Not to Advertise”, they answer, “Let’s Advertise!”

Stay Safe – Stay Healthy – Stay Strong!