{"id":1766,"date":"2020-02-26T17:10:06","date_gmt":"2020-02-26T17:10:06","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=1766"},"modified":"2020-02-26T17:10:06","modified_gmt":"2020-02-26T17:10:06","slug":"turning-intangible-into-tangible","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/turning-intangible-into-tangible\/","title":{"rendered":"Turning Intangible into Tangible"},"content":{"rendered":"

The primary difference between\u00a0tangible\u00a0and\u00a0intangible\u00a0is\u00a0tangible\u00a0is something which a person can see, feel or touch, whereas,\u00a0intangible\u00a0is something which a person cannot see, feel or touch.<\/h4>\n

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Selling radio advertising has long been described as selling an intangible, and by definition, it\u2019s a fair description. But, it\u2019s only an intangible if you allow it to be. If the only tangibles your clients receive from you or your station is an invoice, you\u2019ll soon become \u201cintangible\u201d to them!<\/h4>\n

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Most small to medium-sized business owners are always weighing in their minds and wondering if what they are currently doing for advertising is the right thing, and they\u2019re typically looking to try something different.\u00a0At cutback time, the media rep with the most\u00a0tangibles\u00a0in their clients\u2019 files, more often than not, escapes the chopping block.\u00a0How thick are your clients\u2019 files of your tangibles?<\/h4>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0Do they have more than just one-page proposals and packages?<\/h4>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0Do they have presentations that clearly define what you proposed to do for their business?<\/h4>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0Does it include photos of the events and scripts and\/or audio copies of the ads that ran?<\/h4>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0Have you delivered articles about their industry that can help them grow their business?<\/h4>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0What about helpful business and marketing tips like our\u00a0ENS Media SoundADvice\u00a0program provides, complete with your photo and station logos?<\/h4>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0Do they have wrap-up reports, post-campaign analyses or annual recaps, showing what they purchased compared to what you delivered, or better yet, over-delivered?<\/h4>\n

King of Sales Jeffrey Gitomer says it best, “Dude, you’re going to lose all of your customers if you fail to reach them with a message of value every week.”<\/em><\/h4>\n

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Become an asset to your clients and prospects by doing more than just selling them ads.\u00a0Be the media rep that provides\u00a0tangibles.\u00a0Then, instead of being just a \u201csalesperson\u201d, you\u2019ll be on your way to being a well-respected media rep that will survive the chopping block.<\/h4>\n

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NEW\u00a0–\u00a0Our 3 and 4-part SoundADvice radio e-marketing branding programs are now being offered to individual media reps!\u00a0If you would like to see an example and learn how SoundADvice can position and brand you, or an entire sales team, as advertising professionals in your market,\u00a0click here<\/a>\u00a0and we’ll send you a complimentary sample of one of our most recent weekly SoundADvice series.<\/h4>\n","protected":false},"excerpt":{"rendered":"

The primary difference between\u00a0tangible\u00a0and\u00a0intangible\u00a0is\u00a0tangible\u00a0is something which a person can see, feel or touch, whereas,\u00a0intangible\u00a0is something which a person cannot see, feel or touch. Selling radio advertising has long been described as selling an intangible, and by definition, it\u2019s a fair description. But, it\u2019s only an intangible if you allow it to be. If the only […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[22,388,109,9],"class_list":["post-1766","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-advertising","tag-business","tag-clients","tag-radio"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1766","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=1766"}],"version-history":[{"count":2,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1766\/revisions"}],"predecessor-version":[{"id":1768,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1766\/revisions\/1768"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1766"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1766"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1766"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}