Tag Archives: client

You’re a Genius, but Wait to Prove It

Here’s a scenario. You’re in a meeting with a potential client, and like magic, you come up with a “BIG IDEA” that you know is the answer to helping the client make a ton of money, no less yourself. In your enthusiasm to show the client how smart you are as a marketing and advertising professional, you blurt out your “BIG IDEA”!

You’re a genius, right? Wrong!

If you do have a good idea, as in this situation, and you throw it out spontaneously, the chances of it being excepted are greatly diminished.  There’s a much better time to reveal you’re a real genius. It’s when you make your presentation!

Ask yourself this question. Do you think your client would put more value on a great idea that someone came up with on the fly, or one that took a week or two to come up with after much consideration and brainstorming? The client will think, “Wow, they really put some time and thought into this idea!”

Instead of blurting out your “BIG IDEA” during the first meeting, say something like, “I think I may have some good ideas, but I want to do some additional research and give some extra thought to these ideas before deciding and making our recommendations”.

While most good ideas take time to develop, we also know that occasionally we get lucky and come up with that GREAT idea on the spot.

It’ll take discipline, bite your lip, but whatever you do, WAIT, and don’t give away that “BIG IDEA” so quickly!

Never Stop Learning – Get Better Every Day”

How Valuable Are You?

Have you ever walked into a client or prospect’s business and when they see you, they dash out the nearest door? Or when you ask to see a client, the person at the front desk returns with, “they’re busy right now”?

Granted, sometimes it’s legit and they really are busy. However, more often than not, it’s an excuse! I have always suggested that when we walk into a business and the owner looks up and sees us, they make an immediate conscious decision. It’s either, “GREAT, there’s Rick and he brings value to my business, I love talking to Rick”, or “There’s Rick and I don’t have time to waste today. I know he’s going to try to sell me something!”

Are you bringing value to your clients, and what constitutes value? It may be articles about their business category, how to keep employees satisfied, or healthcare regulations. Anything that pertains to the many hats they wear as an owner/manager. You can find information on any topic, just Google it. But, be careful not to deliver information about your product (radio) or your stations too often. And no, cookies DO NOT qualify!

How you deliver the value is equally as important. Always emailing or dropping it off, in the same manner, will lose its flair. If you know they are not in the office/business, drop it off and leave a short note, “Joe, I ran across this article and thought you might find it interesting”. Even using “snail mail” is a good option. Be CREATIVE!

I challenge you to be honest with yourself. Do you bring VALUE to your clients and prospects, or do they see you as just a “salesperson”? How much VALUE you bring to your clients will be in direct proportion to how willing they are to see you, and more importantly, how much they will invest with you!

Starting today, make sure you’re always increasing your VALUE!

Our SoundADvice E-Marketing system is the best way to bring value to your clients and prospects each week. It helps brand your reps and stations as the “Advertising Experts” in your market. If you would like to learn how to take advantage of SoundADvice, click here to see a few testimonials and let’s talk! SoundADvice is market exclusive, so be the first in your market to call.

Become the Expert!

Your prospects and customers prefer to do business with people they feel they can trust and that can bring value to their business. But, how do you gain the credibility to be known as the expert?

There are several different ways to build “Cred”, but here are a few ideas:

One – Testimonials. It’s one thing for you to tell a prospective client that you know what you’re talking about; it’s another thing to have someone else tell them. If you have testimonials, use them! You should do what you ask clients and prospects to do every day, and that is to market yourself. Put a portfolio together that talks about you, who you have worked with, what you have done, what you do to get better, and include testimonials. Then hand them out as a resume. After all, you are applying for a job to handle their advertising!

Two – Start writing and get published. There are hundreds of magazines, blogs, E-zines that are starving for good material. Contact them and offer to write articles.  Or, you could write your very own weekly or monthly newsletter/blog and send it to your customers and prospects. It doesn’t have to be long, just good! Write it and they will read it!

Lastly, and this one might scare the “Glossophobia” out of you (Fear of Public Speaking), but it’s very powerful and will establish your credentials as an expert. It’s public speaking!!!

The most important thing to remember about public speaking… it’s easier when you are speaking on something you are passionate about. What part of what you do are you the most passionate about? Speak to that and it’ll be much easier.

Becoming known as an “expert” takes extra effort, hard work, and moving outside of your comfort zone. If this weren’t true, everyone would be an “expert”.

If you would like help with becoming known as an expert, contact us to learn more about ENS Media’s SoundADvice program which is designed to brand your marketing reps and your station as advertising experts!

P.S. Rick will be at Radio Show in Orlando this week, so if you’re there, give him a call at 605-310-2062 and let him know. He’d love to meet as many readers of ENS on Sales as possible.