© by Wayne ENS
My friend Bill Dawkins at Magic FM, told me about a ‘magic’ call formula the folks at Val Pak, the coupon envelope people, use when selling local advertisers.
Bill told me he had bought a Val Pak franchise a number of years ago, but did not believe their call formula. He set out to prove they were wrong, but he could not.
Since Bill told me about the ‘magic’ formula, we’ve used it at several of our stations, and it really does work!
So here it is for you; 10/7/4/1……that’s the formula.
If you make ten phone calls, you’ll reach seven decision-makers, confirm four appointments and make a minimum of one sale. It sounds too easy and too good to be true, doesn’t it?
Well, there is a catch. You need to do your homework so that you have a Valid Business Reason for every call and every appointment. A Valid Business Reason is a reason for the call that benefits the prospect.
That reason may be some local research about the prospect’s category, a proven marketing concept that has worked for that category in other markets, or anything else that establishes your intent to help your prospects increase sales from the very first appointment.
We have worked with hundreds of media sales teams across North America and have discovered numerous ‘magic’ formulas which we have tested and proven to increase sales.
Click here if you would like to talk about becoming one of our successful stations.