{"id":1742,"date":"2020-01-15T18:09:07","date_gmt":"2020-01-15T18:09:07","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=1742"},"modified":"2020-01-15T18:09:07","modified_gmt":"2020-01-15T18:09:07","slug":"the-cookie-lady","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/","title":{"rendered":"The Cookie Lady"},"content":{"rendered":"

As an advertising sales rep, what are you known for?\u00a0Is it for providing great customer service? Coming up with brilliant business strategies and ideas for promotions, sales events, or ad copy?\u00a0Is it for helping your clients in other areas of their advertising beyond your medium, like digital, social, core customer mailings, etc.?\u00a0 Or\u2026 is it for being the sales rep that delivers cookies and treats, i.e., \u201cThe Cookie Lady\u201d?<\/h4>\n

<\/h4>\n

There\u2019s nothing wrong with being nice and delivering goodies to your clients and prospects – once in a while!\u00a0Just don\u2019t become known for it! \u00a0After all, people buy from people they like, and who doesn\u2019t like someone that brings you cookies!<\/h4>\n

<\/h4>\n

When you become known as the \u201cCookie Lady (or Man)\u201d that delivers great cookies instead of the \u201cAdvertising Expert\u201d that delivers great ideas, the problem isn\u2019t that they won\u2019t buy from you, it\u2019s that they will never buy\u00a0as much\u00a0from you as they can or should.\u00a0Why? Because you\u2019re known for delivering cookies and not ideas and results!<\/h4>\n

<\/h4>\n

There\u2019s a true story behind this that I have used many times to make a point about being a professional advertising expert.\u00a0Many years ago we had a rep that loved to bake, and she was very good at it.\u00a0She baked often and delivered these fresh baked goodies to her clients. They loved the treats, and her, because of it.\u00a0We finally had the conversation with her about this and the fact that many of her clients bought from her only because of the cookies.\u00a0She didn\u2019t agree, until one day while making calls with her, we walked into a business and the person at the front desk hollered out loud to the other employees\u2026 \u201cHey, the Cookie Lady is here\u201d.\u00a0I didn\u2019t have to say another word and going forward, she saved a lot of money on sugar, butter, and flour, and her sales improved too.<\/h4>\n

<\/h4>\n

The moral of this story is… become known as an \u201cAdvertising Expert\u201d.\u00a0Deliver VALUE to your clients by providing strategies, ideas, and solutions that in turn give them positive results on their advertising investment.\u00a0They\u2019ll love you every bit as much, or even more, than if you deliver cookies.<\/h4>\n

<\/h4>\n

On the other hand, if you would like to deliver\u00a0me\u00a0some cookies, M&M are my favorite, and my address is below!<\/h4>\n","protected":false},"excerpt":{"rendered":"

As an advertising sales rep, what are you known for?\u00a0Is it for providing great customer service? Coming up with brilliant business strategies and ideas for promotions, sales events, or ad copy?\u00a0Is it for helping your clients in other areas of their advertising beyond your medium, like digital, social, core customer mailings, etc.?\u00a0 Or\u2026 is it […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[22,388,109,493],"class_list":["post-1742","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-advertising","tag-business","tag-clients","tag-expert"],"yoast_head":"\nThe Cookie Lady - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Cookie Lady - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"As an advertising sales rep, what are you known for?\u00a0Is it for providing great customer service? Coming up with brilliant business strategies and ideas for promotions, sales events, or ad copy?\u00a0Is it for helping your clients in other areas of their advertising beyond your medium, like digital, social, core customer mailings, etc.?\u00a0 Or\u2026 is it […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/\" \/>\n<meta property=\"og:site_name\" content=\"ENS on Sales\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/ENSMediaUSA\" \/>\n<meta property=\"article:published_time\" content=\"2020-01-15T18:09:07+00:00\" \/>\n<meta name=\"author\" content=\"ensonsales\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"ensonsales\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/the-cookie-lady\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/the-cookie-lady\\\/\"},\"author\":{\"name\":\"ensonsales\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/person\\\/74b922927ea9a0ddb2c3c3211c970180\"},\"headline\":\"The Cookie Lady\",\"datePublished\":\"2020-01-15T18:09:07+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/the-cookie-lady\\\/\"},\"wordCount\":408,\"publisher\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\"},\"keywords\":[\"Advertising\",\"business\",\"Clients\",\"expert\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/the-cookie-lady\\\/\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/the-cookie-lady\\\/\",\"name\":\"The Cookie Lady - ENS on Sales\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#website\"},\"datePublished\":\"2020-01-15T18:09:07+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/the-cookie-lady\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/the-cookie-lady\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/the-cookie-lady\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"The Cookie Lady\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#website\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\",\"name\":\"ENS on Sales\",\"description\":\"All About Radio Sales\",\"publisher\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\",\"name\":\"ENS on Sales\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/Ens-Media-logo-square.png\",\"contentUrl\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/Ens-Media-logo-square.png\",\"width\":1000,\"height\":1000,\"caption\":\"ENS on Sales\"},\"image\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/logo\\\/image\\\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/person\\\/74b922927ea9a0ddb2c3c3211c970180\",\"name\":\"ensonsales\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g\",\"caption\":\"ensonsales\"},\"description\":\"Duane Christensen leads ENS Media and is the owner \\\/ operator of 9 Yards Marketing. For more than 20 years, he\u2019s worked alongside local radio stations, advertising clients and media sales teams\u2014helping businesses communicate better and helping salespeople become more useful to their customers. He writes ENS on Sales with one goal: practical ideas radio and media sellers can actually use.\",\"sameAs\":[\"https:\\\/\\\/www.ensmediausa.com\\\/\",\"https:\\\/\\\/www.facebook.com\\\/ENSMediaUSA\"],\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/author\\\/ensonsales\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"The Cookie Lady - ENS on Sales","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/","og_locale":"en_US","og_type":"article","og_title":"The Cookie Lady - ENS on Sales","og_description":"As an advertising sales rep, what are you known for?\u00a0Is it for providing great customer service? Coming up with brilliant business strategies and ideas for promotions, sales events, or ad copy?\u00a0Is it for helping your clients in other areas of their advertising beyond your medium, like digital, social, core customer mailings, etc.?\u00a0 Or\u2026 is it […]","og_url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/","og_site_name":"ENS on Sales","article_author":"https:\/\/www.facebook.com\/ENSMediaUSA","article_published_time":"2020-01-15T18:09:07+00:00","author":"ensonsales","twitter_card":"summary_large_image","twitter_misc":{"Written by":"ensonsales","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/#article","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/"},"author":{"name":"ensonsales","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/person\/74b922927ea9a0ddb2c3c3211c970180"},"headline":"The Cookie Lady","datePublished":"2020-01-15T18:09:07+00:00","mainEntityOfPage":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/"},"wordCount":408,"publisher":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization"},"keywords":["Advertising","business","Clients","expert"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/","name":"The Cookie Lady - ENS on Sales","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#website"},"datePublished":"2020-01-15T18:09:07+00:00","breadcrumb":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-cookie-lady\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.ensmediausa.com\/ens-on-sales\/"},{"@type":"ListItem","position":2,"name":"The Cookie Lady"}]},{"@type":"WebSite","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#website","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/","name":"ENS on Sales","description":"All About Radio Sales","publisher":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization","name":"ENS on Sales","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/logo\/image\/","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-content\/uploads\/2026\/08\/Ens-Media-logo-square.png","contentUrl":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-content\/uploads\/2026\/08\/Ens-Media-logo-square.png","width":1000,"height":1000,"caption":"ENS on Sales"},"image":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/person\/74b922927ea9a0ddb2c3c3211c970180","name":"ensonsales","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g","caption":"ensonsales"},"description":"Duane Christensen leads ENS Media and is the owner \/ operator of 9 Yards Marketing. For more than 20 years, he\u2019s worked alongside local radio stations, advertising clients and media sales teams\u2014helping businesses communicate better and helping salespeople become more useful to their customers. He writes ENS on Sales with one goal: practical ideas radio and media sellers can actually use.","sameAs":["https:\/\/www.ensmediausa.com\/","https:\/\/www.facebook.com\/ENSMediaUSA"],"url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/author\/ensonsales\/"}]}},"jetpack_publicize_connections":[],"jetpack_shortlink":"https:\/\/wp.me\/peKYOs-s6","jetpack_sharing_enabled":true,"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1742","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=1742"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1742\/revisions"}],"predecessor-version":[{"id":1743,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1742\/revisions\/1743"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1742"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1742"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1742"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}