{"id":2070,"date":"2021-07-20T11:09:19","date_gmt":"2021-07-20T11:09:19","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=2070"},"modified":"2021-07-20T11:09:19","modified_gmt":"2021-07-20T11:09:19","slug":"be-prepared-for-no","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/be-prepared-for-no\/","title":{"rendered":"Be Prepared for \u201cNO\u201d"},"content":{"rendered":"

There are three things you need to know about business owners. They are savvy, they are extremely busy, and they are nice\u2026 most of the time!\u00a0Oh, and they are extremely busy!<\/h4>\n

<\/h4>\n

Because they are nice (most of the time) but busy, over time they have evolved and come up with four of the \u201cmost common\u201d ways to stop radio reps in their tracks by saying\u2026<\/h4>\n

<\/h4>\n

1.\u00a0\u00a0\u00a0\u00a0\u201cMy budget is set for the year. Come back next year.\u201d<\/h4>\n

2.\u00a0\u00a0\u00a0\u00a0\u201cWe are so busy we can\u2019t handle any more business.\u201d<\/h4>\n

3.\u00a0\u00a0\u00a0\u00a0\u201cSend me your media kit.\u201d<\/h4>\n

4.\u00a0\u00a0\u00a0\u00a0\u201cI tried radio once. It didn\u2019t work.\u201d<\/h4>\n

<\/h4>\n

\u00a0\u2026and because they are savvy and can adapt and evolve faster than the average human, their latest and greatest objection, post-COVID is,\u00a0\u201cWe can\u2019t get any product, so there is no reason to advertise\u201d.<\/h4>\n

<\/h4>\n

Number one is rarely ever true. If you\u2019re talking to the right person who establishes the budget, they can change that budget whenever they want to. Don\u2019t buy this objection.<\/h4>\n

<\/h4>\n

What he\/she is really saying is, \u201cI don\u2019t know you. I don\u2019t trust you and I have no reason to believe that what you offer will get me an adequate return on my investment\u201d.\u00a0If they did trust you or believe you, they would agree to see you. Or, if you were presenting to them and asking them to buy, they would either revise their budget or pay for the schedule with the additional business your idea would bring to their business.<\/h4>\n

<\/h4>\n

Number two is also rarely ever true, as most business owners will always say,\u00a0\u201cdoing great is never good enough\u201d. They ALWAYS want more. If in the rare case it is true, you now know a category where there are one or more competitors that you can approach and help capture the business \u201cMr.\/Mrs. Busy\u201d can\u2019t handle.<\/h4>\n

<\/h4>\n

Number three, the media kit, is just a polite way of saying\u00a0\u201cGet lost\u201d, \u201cI\u2019m not interested\u201d,\u00a0and\/or, \u201cyou\u2019re a nice person, I just don\u2019t believe you\u2019re here to help me\u201d.\u00a0Besides, no one has ever bought advertising based on a \u201cpretty\u201d media kit.<\/h4>\n

<\/h4>\n

When a prospect asks for a media kit, a seasoned professional will respond by opening the door to more productive questioning.\u00a0The professional media rep will be prepared and tell their prospect that they don\u2019t want to bombard them with irrelevant information and then dig into what they would specifically like to see in the \u201cthe media kit\u201d.\u00a0The questions and answers that follow can result in delivering a customer-focused presentation instead of a generic media kit.<\/h4>\n

<\/h4>\n

\u2026and number four,\u00a0\u201cI tried radio once and it didn\u2019t work!\u201d\u00a0There are several reasons why it may not have worked. You need to be prepared to walk them through\u00a0why\u00a0it may not have worked.<\/h4>\n

<\/h4>\n

If you would like to learn how to build a positive, professional relationship, and build trust with your suspects and prospects so they won\u2019t say \u201cNO\u201d,\u00a0reach out to us<\/a>. We can help show you how.\u00a0The investment to do so is\u00a0much\u00a0less expensive than one \u201cNO\u201d a year!!!<\/h4>\n","protected":false},"excerpt":{"rendered":"

There are three things you need to know about business owners. They are savvy, they are extremely busy, and they are nice\u2026 most of the time!\u00a0Oh, and they are extremely busy! Because they are nice (most of the time) but busy, over time they have evolved and come up with four of the \u201cmost common\u201d […]<\/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":[439,556,43,89],"class_list":["post-2070","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-business-owners","tag-investment","tag-media-kit","tag-no"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2070","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=2070"}],"version-history":[{"count":3,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2070\/revisions"}],"predecessor-version":[{"id":2073,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2070\/revisions\/2073"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=2070"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=2070"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=2070"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}