{"id":214,"date":"2008-10-20T13:12:07","date_gmt":"2008-10-20T13:12:07","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2008\/10\/20\/091207.html"},"modified":"2008-10-20T13:12:07","modified_gmt":"2008-10-20T13:12:07","slug":"power-of-the-paper-trail","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/power-of-the-paper-trail\/","title":{"rendered":"Power of the Paper Trail"},"content":{"rendered":"

Harness the Power of the Paper Trail<\/o:p><\/font><\/span><\/b><\/p>\n

 <\/font><\/span><\/o:p><\/span><\/u><\/p>\n

If the only tangible your customers receive from you is a presentation and an invoice, you are missing the boat.<\/o:p><\/span><\/p>\n

          <\/font><\/span><\/p>\n

The value equation is simple;<\/font><\/p>\n

 <\/font><\/o:p><\/p>\n

Value =<\/b> Your Customer’s Expectation + or – Your Customer’s Actual Experience.<\/font><\/p>\n

 <\/font><\/o:p><\/p>\n

          <\/span>Here is the good news. YOU control both ends of this important equation. Value is a perception rather than a reality, and you have the tools to create realistic expectations and take credit for over-delivery on those expectations.<\/font><\/p>\n

          <\/span>Many sales people, however, in a frantic effort to capture a sale, make promises and build expectations they can not possibly exceed. And just meeting the customer’s expectation does not deliver the positive value perception you need to build strong customer relationships.<\/font><\/p>\n

          <\/span>What is even sadder, some sales people who do deliver an experience greater than the expectation do not take credit for doing so!<\/font><\/p>\n

          <\/span>Do you deliver an impressive written wrap up report after each of your major campaigns, complete with photos of customer traffic and outlines of what you did over and above what was contracted for? Do you conduct a post campaign analysis to make each campaign better than the last? Do you ALWAYS under promise and over deliver and have a paper trail to prove it?<\/font><\/p>\n

          <\/span>Radio has often been defined as an ‘intangible’. The dictionary defines tangible as ‘able to be perceived by a sense of touch’. <\/font><\/p>\n

          <\/span>Delivering comprehensive wrap up reports to your clients, with scripts, schedules, photos and more, can actually make their radio investment tangible!<\/font><\/p>\n

          <\/span> <\/span>Account executives who deliver tangible evidence of their over-delivery in the form of a written wrap up report soon find themselves immune to pressure from competitors who do not manage the experience side of the value equation.  <\/span><\/font><\/p>\n

          <\/font><\/span><\/p>\n

\n

Budgeting for next year?  <\/span>Consider including our ‘Making Radio Tangible’ seminar for your team!<\/font><\/i><\/p>\n<\/div>\n

 <\/font><\/o:p><\/p>\n","protected":false},"excerpt":{"rendered":"

Harness the Power of the Paper Trail   If the only tangible your customers receive from you is a presentation and an invoice, you are missing the boat.           The value equation is simple;   Value = Your Customer’s Expectation + or – Your Customer’s Actual Experience.             Here is the good news. YOU […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","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":false,"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":[],"class_list":["post-214","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\nPower of the Paper Trail - 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\/power-of-the-paper-trail\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Power of the Paper Trail - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"Harness the Power of the Paper Trail   If the only tangible your customers receive from you is a presentation and an invoice, you are missing the boat.           The value equation is simple;   Value = Your Customer’s Expectation + or – Your Customer’s Actual Experience.             Here is the good news. 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