Tag Archives: 2020

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!

Set, Ready, Grow!

There are a lot of great things about being in media sales; every day is different, you’re not stuck behind a desk, you work with many different types of businesses and people, outside sales offer a level of flexibility, and for the most part YOU are responsible for what you earn. But my favorite is that you get to experience the satisfaction of helping businesses grow with creative strategies, ideas, and solutions!

The downside, if there is one, is that the pressure is always on! Ten times out of ten, ownership and management expect you to grow from one year to the next. The old expression, “If you aren’t growing, you’re dying”, is as true in sales as it is in any other walk of life.

2020 is here! Are you Set, and Ready to Grow?

What are you going to do in 2020 to be better than you were in 2019?

Are you going to work harder? You really shouldn’t have to unless you didn’t work very hard in 2019. Work smarter instead!

Are you going to read more? Just 15 minutes a day will change your world. Become more educated on advertising and marketing. Exercise your brain every day!

Will you be a better resource to your prospects and clients than you have been in the past? Bringing more knowledge and value to your clients is one sure way to get them to spend more with you.

Today, business owners want to work with media reps that are cutting edge; reps that offer ideas and solutions to their needs. Whether you are in sales or management, are you Set and Ready to Grow in 2020?

We look forward to bringing you weekly topics that will help stimulate your brain and offer ideas to help you have a great year!

If you are looking for ways to grow revenue, build better relationships with your clients, or you would like outside help in training yourself or your team, send an email to [email protected]. We would love to visit with you.

You’ve Been Lied To

Have you ever had a business owner tell you after you made your presentation that they don’t have the budget? Sure, you have.

If you are dealing with the true decision-maker, you have just been lied to!

It’s not a lie in the sense that it was meant to hurt you. It was more of an excuse because they would rather say that than, “I don’t like your idea”, “I don’t think your station is the right fit”, or one of several other excuses that would ultimately put the blame on you and potentially hurt your feelings!

There are several lessons to learn from this example:

  1. Make sure you are talking to the decision-maker from the very beginning.

  2. If they are absolutely the decision-maker and they use this objection, dig deeper and find out what the real objection is. You might reply with something like, “Mr./Mrs. Business Owner, with all due respect, you are the person that makes all budgeting decisions. If you really liked the idea I presented and felt it would help grow your business, you would find the budget, correct? So, can I respectfully ask why you don’t want to move forward with this plan? I can assure you I won’t be offended by doing so.”

  3. If you come up with a strong enough idea that they are convinced will give them a strong ROI, they’ll find the money. Side Note: Ask for what the idea is worth. Good ideas are worth Good money. Great ideas are worth Great money. If you have a GREAT idea, don’t be afraid to ask for a BIG budget!

Your job is to uncover the real reason why they said, “It’s not in the budget”. It’s then your job to tweak your plan accordingly, or if needed, re-load and come up with an altogether new proposal based on their feedback.

It’s not an easy question to ask, and it’s one you can and should practice prior to it ever happening. By not asking, you are simply prolonging them from ever buying from you.

Planning for 2020? To learn more about our TOMA Surveys and Seminars, SoundADvice e-Marketing Program, and our new Radio Recruitment Advertising Seminars, go to our website at www.ensmediausa.com.