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].