{"id":251,"date":"2007-12-17T19:39:41","date_gmt":"2007-12-17T19:39:41","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/17\/143941.html"},"modified":"2007-12-17T19:39:41","modified_gmt":"2007-12-17T19:39:41","slug":"and-the-survey-says","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/and-the-survey-says\/","title":{"rendered":"And the Survey Says\u2026.."},"content":{"rendered":"<p><strong><u><span style=\"font-size: 14pt\"><o:p><\/o:p><\/span><\/u><\/strong><\/p>\n<p class=\"MsoNormal\"><span style=\"font-size: small\"><span style=\"font-family: Arial\">We had such an overwhelming response to last week&rsquo;s note about our Station Marketing Audits, that I thought I&rsquo;d share two of our key findings with my SoundManagement readers, no charge!<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">1.&nbsp; Our mystery shoppers push hard for low rates.<em> <br \/>\n<\/em><\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\"><strong><em>We have discovered <span class=\"GramE\">your&nbsp; competitors<\/span> are not pricing themselves as low as your clients or your sales people would have you believe.<br \/>\n<\/em><\/strong><\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">It seems clients feel they have a vested interest in telling you they can buy the competition cheaper. It&rsquo;s a negotiating tactic for some.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">It also appears some sales professionals find it easier to sell their sales manager on a low rate than it is to sell the client on the right rate.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">2. &nbsp;Our team makes it very clear when they ask for presentations from you and your competitors that they are only agents, they are NOT the decision maker.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\"><strong><em>In virtually every audit more than 80% of the media, (that&rsquo;s all media including radio, print, billboards, TV, coupon envelopes, online and transit) never try to reach the decision maker.<br \/>\n<\/em><\/strong><\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">It is incumbent upon you to find a Valid Business Reason to contact the decision maker if you want to increase your closing ratios.&nbsp;&nbsp;<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">Our SoundAdvice system gives your clients a new Valid Business Contact every week.&nbsp; For more information on SoundAdvice, <\/span><\/span><a href=\"mailto:angela@wensmedia.com?subject=I%20would%20like%20more%20information%20on%20SoundAdvice\"><span style=\"font-size: small\"><span style=\"font-family: Arial\">click here<\/span><\/span><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>We had such an overwhelming response to last week&rsquo;s note about our Station Marketing Audits, that I thought I&rsquo;d share two of our key findings with my SoundManagement readers, no charge! 1.&nbsp; Our mystery shoppers push hard for low rates. We have discovered your&nbsp; competitors are not pricing themselves as low as your clients or [&hellip;]<\/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-251","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>And the Survey Says\u2026.. - 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\/and-the-survey-says\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"And the Survey Says\u2026.. - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"We had such an overwhelming response to last week&rsquo;s note about our Station Marketing Audits, that I thought I&rsquo;d share two of our key findings with my SoundManagement readers, no charge! 1.&nbsp; Our mystery shoppers push hard for low rates. 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