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In just a few weeks, back to school shopping will be over. Department stores will be re-imaged and restocked, and as quickly as you can blink an eye, you’ll see the Fall and Winter merchandise occupy the shelves. Yes, when it comes to retail, thoughts of ghosts, goblins, turkeys, snowflakes and sugarplums are already dancing in their heads.
If you have annual contracts with your clients, you are in good shape. But, we all have clients and prospects that buy advertising on an “as needed” basis. In these cases, the old analogy, “the early bird gets the worm” couldn’t be more true. Is now too early? Not at all. In fact, if you’re thinking Halloween, you had better hurry.
We all know that one of the worst feelings in the world is having to come back to the station and tell your manager your client placed the buy with your competition. Retailers are planning earlier, so it only makes sense for us to start to plan earlier as well. While your salespeople are still enjoying the summer, as Sales Managers, it’s our job to give them the tools and the gentle reminders that there is no time like the present!
We suggest presenting your seasonal packages earlier. Make them fun, make them special, make them early! If you haven’t done this before, it’ll be a refreshing surprise. Go BIG, dress up in a Halloween Costume (I understand the T’Challa Black Panther costume is expected to be a hit along with Wonder Woman and Michael Myers) or have Santa Claus come to the meeting bearing gifts.
You might get some push back from the reps saying it’s too early, but really, wouldn’t you rather be a bit early than too late?
If you would like to see ENS Media’s 12 Tips and Tactics For a Successful Early Christmas Sales Meeting, click here.
One last gentle reminder, January and February are typically your worst two months of the year. When you present your holiday proposals, you may find it easier and more successful to plan, present, and sell the post-season sales and events as part of your package NOW! Even if they are an “as needed based” advertiser. It’s worth a shot!
Also, if you want to increase your local-direct revenues in 2019 and beyond, email [email protected], or make an appointment to see him in the Consultant’s Corner at the RAB Radio Show in Orlando in September.
If you’re a regular reader of our ENS on Sales, you know that one of the topics we continually write about is the importance of learning, training, and “GETTING BETTER” every day!
One of the best opportunities to learn and “GET BETTER” each year is only eight weeks away. It’s Radio Show 2018, presented by RAB/NAB. This year’s Radio Show is being held in Orlando, Florida, September 25th-28th. Not only is it a great place to learn, but a great place to mingle with our peers. If you are the outgoing type, I suspect you can learn as much in the hallways as you will in the meeting rooms.
ENS Media is excited to announce that Rick Fink has been extended an invitation to speak at the Sales Consultants Series. This session will be held on Wednesday morning, September 26th at 8:00 a.m. Rick, along with four other trainers and consultants, will offer sales and management tips that you can take back to the office and implement immediately.
We always welcome any opportunity to meet our ENS on Sales readers, so if you are planning on attending Radio Show, let us know!!! We would love to arrange a time to visit and say hello!
Hope to see you in Orlando – and in the meantime – Never STOP Learning!