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.