Tag Archives: Plan

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!

Are You Ready for Your Tomorrow, Today?

     Preparation is the key to success, right?  Abraham Lincoln understood the value of being prepared when he said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”  Will you be ready for your tomorrow before you leave the building tonight?

     Most of you reading this are in media management or sales, and if not, the rule of being prepared equally applies to everyone regardless of your profession. We certainly hope if we’re having a medical procedure tomorrow that the doctor is reviewing your charts and preparing today. The construction worker that knows what their tasks are tomorrow can order their materials and organize their tools before they leave tonight so they can hit the ground running in the morning. To be an effective manager or high performer in sales, you must be organized with better than average time management skills.

     How and when do you plan your tomorrow, or better yet, your next week?  Your Monday and Tuesday should be pretty clear before you leave the building on Friday.   If there are gaps, fill them in with prospecting or use that time to plan the rest of your week, sharpen your ax, so to speak.

     You can plan your week first thing on Monday morning or your Tuesday on Tuesday morning, but the mind is a funny thing.  If you plan it, write it down, and think about it, your brain will actually help you prepare in advance!

     Benjamin Franklin said, “By failing to prepare, you are preparing to fail.”

     Make it a habit, start preparing to plan your days and weeks…in advance! Never leave today, until you are prepared for tomorrow!  It’s a GOOD plan.

P.S.  If you are preparing to look for ways to grow your revenue in 2018 and beyond. ENS Media would honor the opportunity to visit with you about our programs that not only generate revenue but help train your sales team well into the future. It’s a good plan!

Click here if you would like to learn more about these amazing revenue-generating systems.

Make it Feel Like Christmas Now

While your salespeople are boating, golfing and enjoying the summer weather, it can be difficult to have thoughts of sugar plums dancing in their heads.

           But your clients and prospects are planning their Christmas campaigns NOW.

           You know, “the early bird gets the worm.”

           Yet many media account executives will be panicked and running around like frantic last-minute Christmas shoppers, trying to pick up the crumbs left by more professional account executives who captured their prospects’ Christmas budgets while they were still in the planning stages.
I can still recall my rookie days when I called on my prospects with our newly-released ‘Christmas package’ only to hear, “Sorry, but we gave our budget to the newspaper just last week.”
While it might no longer be “the newspaper”, you can bet there are countless traditional and new media reps who will be pounding the pavement around mid-October in the hopes of capturing lucrative Christmas advertising dollars.
If you want your competitors to hear that you have already captured their prospects’ Christmas budgets, you need to begin planning your Christmas sales meeting NOW.
A properly planned Christmas Sales Meeting can put your sales team in the mood to be the early bird, to be the first in the door to talk to their prospects about the important Christmas selling season.
You need to plan now, for your Christmas sales meeting the first week after Labor Day. And it needs to feel like Christmas!

          Click here to read some of the tactics we encourage the stations we consult to utilize during their early-September Christmas sales meeting.

 

[email protected]