{"id":217,"date":"2008-10-20T13:10:03","date_gmt":"2008-10-20T13:10:03","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2008\/10\/20\/091003.html"},"modified":"2008-10-20T13:10:03","modified_gmt":"2008-10-20T13:10:03","slug":"goes-through-an-agency","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/goes-through-an-agency\/","title":{"rendered":"Goes Through an Agency?"},"content":{"rendered":"

      <\/span>Goes Through an Agency?<\/o:p><\/b><\/font><\/span><\/p>\n

 <\/font><\/o:p><\/p>\n

          <\/span>I was shocked last week when I asked an account executive for the contact name at one of her clients.  <\/span>Her reply was, “That goes through an agency now so I no longer have a contact at the client level.”<\/font><\/p>\n

          <\/span>Are you kidding me?<\/font><\/p>\n

          <\/span>It’s time to wake up and smell the coffee!<\/font><\/p>\n

The only justification for local reps handling agency accounts is because they do have a relationship with the client and intimate knowledge of the account.       <\/span><\/font><\/p>\n

1.) All media buys are ultimately approved by the client.<\/font><\/p>\n

2.) The client will fire the agency (they always do).<\/font><\/p>\n

3.) No agency can sell your station to a client as well as you.<\/font><\/p>\n

4.) Many ‘agencies’ are merely graphics design houses, web-design companies or TV production houses, selling strategies that give them, not your clients, the most profit.<\/font><\/p>\n

5.) You can’t make relevant presentations to the agency if you don’t know what the client is thinking.<\/font><\/p>\n

6.) On occasion, you will have a station promotion which might not fit the agency’s plans but does dovetail with something the client is doing.<\/font><\/p>\n

        <\/span>I’m not usually big on rules, but here is one every station should implement;<\/font><\/p>\n

          <\/span>All agency accounts are to be handled by our national or regional reps unless the local reps make a valid* business contact with the client directly a minimum of once per quarter. <\/o:p><\/font><\/i><\/p>\n

 <\/font><\/o:p><\/p>\n

* A valid business contact is any contact in which you deliver something of value to the client.<\/span><\/font><\/p>\n

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

      Goes Through an Agency?             I was shocked last week when I asked an account executive for the contact name at one of her clients.  Her reply was, “That goes through an agency now so I no longer have a contact at the client level.”           Are you kidding me?           It’s time […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-217","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/217","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\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=217"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/217\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=217"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=217"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=217"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}