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In the political world, politicians are rated two ways, by approval ratings while serving their term, and then ultimately at election time when their constituents either vote to keep them in office or send them packing.
In our world, advertising sales, we too are rated by our constituents, better known as our clients and prospects. How they perceive you will ultimately determine whether they choose to do business with you in the future, continue to do business with you, or increase the amount of business they do with you.
So, what’s your approval rating with your clients and prospects, and what are you doing to ensure that it’s not only strong now, but growing stronger?
If the only things your clients ever receive from you are proposals and invoices, your approval rating is probably low. If so, at some point, they’ll use their voting power by saying “no” to you!
The key to creating and maintaining a strong approval rating is by being something more than just another media sales rep. Are you educating them? Are you a resource for them and their business? Do you bring value to their business? Do you care only about their advertising or do you show concern for their overall business?
When you walk through their doors, do they make excuses to not see you, try to hide, or try to put you off? Or do they stand up and greet you warmly knowing that you are there to help them and not just sell them?
One of the products that we offer at ENS Media is called SoundADvice. SoundADvice is designed to do exactly what we are talking about today. It’s a four-part e-Marketing program sent each week to your clients and prospects on your behalf. It includes the media rep’s photo and the station logos, positioning them and your stations as the “advertising experts” in your market.
SoundADvice covers a wide range of topics related to running a business. Topics such as employee motivation, hiring and firing, customer relations, promotions, sales, all forms of marketing and advertising, and everything else related to running a business. Nearly all issues have a well-disguised spin on radio and advertising that provides an opportunity for you to start a conversation with your clients and prospects.
If you are interested to learn how the SoundADvice program can help you and/or your sales team increase your approval ratings with your clients and prospects, and ultimately increase your sales, click here to see samples with brief explanations of each part.
To see the true test of how effective SoundADvice is and how it can help you, click here to see testimonials from sellers and managers.
For a more detailed explanation of the SoundADvice program, additional examples, and pricing, call (605) 310-2062 or email [email protected].
Are your clients’ businesses ready to open when they say, “GO”?
By nearly all indications, businesses will be reopening sooner than later. When they do, the sound of doorbells and cash registers will once again be heard ringing throughout the cities and towns across North America. It’s going to be a BEAUTIFUL sound!
The title of this week’s SoundADvice, our weekly e-marketing letter sent to thousands of business owners on behalf of our clients’ media reps, is the same as above. The only real difference is that it is directed to business owners and managers.
We asked the business owners the same question…”Are you ready to reopen when the starter says GO?” The article offered 11 tips for them to consider when reopening; things like the health and safety of their customers and employees, retraining and motivation of employees, confirming vendor relations are still intact, store signage, making sure they will comply with city and state laws, analyzing their business model, and ultimately creating and promoting a reopening promotion.
Are your clients planning on reopening quietly, or are they planning on taking advantage of the situation and creating a promotion and celebration?
Over the past seven weeks of “stay at home”, “social distancing” and “quarantining”, there has been a lot of pent-up demand for many products and services. A large number of people will be ready to shop and spend money! It will quite literally be a race for the consumer’s wallet.
As a media rep, it’s your responsibility to visit with your clients and prospects about considering a reopening promotion. It’s also your job to help them come up with ideas and assist in executing the promotion. The bigger the better! Make the promotion and offers fun, exciting, and attractive as possible.
During this re-entry of commerce, business owners are not only in competition with “like” businesses, but also with every other business category that has been stagnant since late February. There is only so much money to go around so make sure your clients are prepared to capture their fair share.
Don’t wait for the official “GO”. Start talking to your clients and prospects today!
If you would like a FREE copy of the 11 Tips to Prepare for Business – Post Coronavirus, click here. Feel free to share this with your clients. Three of these 11 tips are potential reasons to advertise with your stations.
Stay Safe – Stay Healthy – Stay Strong!
“King of Sales” Jeffrey Gitomer was quoted as saying, “Dude, you’re gonna lose all your customers if you don’t reach them with a message of value every week”. That statement is always true, but now more than ever. Are you reaching your clients and prospects with a message that provides value to them… every week?
When the storm we’re currently facing settles, those that had a quality relationship (a relationship of value) with their clients and prospects will reap tremendous rewards over those who didn’t. This scenario is no different than the businesses that continue to advertise versus those that don’t.
We are very proud to say that the ENS Media clients that participate in our SoundADvice program have been providing their clients with a “message of value” every week for years now. How do you think they will weather this storm? We’re 110% confident that they will do far better than most.
Business owners really only want a few things from media reps and I’ll give you a hint, it’s not low rates and great ratings. They mainly want IDEAS and to know that you CARE about the success of their business.
Far too often the only time media reps contact a client or prospect is when they are trying to sell them something, or at minimum, show and tell them how great radio is. “Messages of value” are all the other things that pertain to and are important to their business; such as motivation and retention of employees, hiring and firing, sales promotions, vendor relations, strategy, point of purchase, messaging, community involvement, and marketing and advertising from every angle imaginable. Things that can help them run their business easier, smoother, and as profitable as possible.
If you or your team is extremely organized and dedicated, it’s possible to do this on your own. But if you want your relationship with your clients and prospects to NEVER miss a beat and provide them with information that is timely, relevant, and professional, I recommend you check out ENS Media’s 4-Part SoundADvice program. SoundADvice is market exclusive and available to individual reps or entire sales teams. It will be the least expensive and highest return CRM program you’ll ever find.
If you have the courage to do what you’re asking your clients to do, which is to continue to promote and brand yourself, we’ll make it easy for you. Start your SoundADvice program now and you will not be invoiced until the pandemic has ended and life is headed back to normal. This could be one, two, three or more months absolutely FREE. If you take advantage of this NOW, you and your team will be on the road to providing your clients and prospects with a “message of value” every week.
Whether you choose to consider our SoundADvice program or not, we urge you to deliver a “message of value” to your clients and prospects on a regular basis.
Contact us to receive samples of past SoundADvice issues and full details.