{"id":321,"date":"2007-12-05T22:15:38","date_gmt":"2007-12-05T22:15:38","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/5\/171538.html"},"modified":"2007-12-05T22:15:38","modified_gmt":"2007-12-05T22:15:38","slug":"opportunity-is-knocking-2","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/opportunity-is-knocking-2\/","title":{"rendered":"Opportunity Is Knocking!"},"content":{"rendered":"

The four most common problems we uncover in the media marketing audits we conduct are;
\n1. Media sales reps seldom make an effort to contact decision-makers.
\n2. Your competitor’s rates are not as low as you have been told they are.
\n3. Advertisers do not trust their media reps.
\n4. Customer-focused sales presentations are practically non-existent.
\n          Our audits include, among other things, a telephone advertiser perceptual study, as well as sending “mystery shoppers” into your market to solicit presentations from you and all of your competitors.  In the markets we have audited these four truths keep rearing their ugly heads;
\n            Reaching Decision Makers<\/u><\/b> – Even though our mystery shoppers make it clear they are NOT the decision makers, less than 20% of the media reps we see, make an attempt to get to the decision-maker.
\n          The other 80% rely upon the mystery-shopper messenger to sell their product for them.
\n          Competitor’s Rates<\/u><\/b> – Our mystery shoppers push hard for bottom-line rates. It appears that media reps find it easier to persuade their sales managers the competition is selling lower than it is to persuade prospects of rate card value. And clients are also adept at making you believe they can buy cheaper elsewhere.
\n          Relationships?<\/u><\/b> – With all of the talk about customer-relationships, we still find that nearly 90% of advertisers feel their media reps are little more than space or time brokers.
\n          And yet our research reveals that clients desperately want to find someone they can trust to help them make their advertising decisions……..I guess that is why so many unqualified small “ad agencies” are able to thrive across North America.
\n          Customer-Focused Presentations<\/u><\/b>– Our mystery shoppers tell every media rep we contact exactly what the marketing strategy and target market will be. But more than 75% of the resulting “presentations” are generic media kits or off-the-shelf packages that hype the media with little or no attention paid to the needs we express.
\n          Would you believe that more than 10% of advertising sales people never make a presentation when asked to…..or never return our phone calls?<\/font><\/span><\/span><\/span><\/p>\n

          <\/span>OPPORTUNITY<\/span><\/b> IS KNOCKING!<\/span><\/b>  <\/span>If your organization is willing to build a culture where sales people know how to get to the real decision-makers, have rate integrity, build trust with prospects and make customer-focused presentations, there is undoubtedly lots of room for dramatic growth at your station<\/font><\/div>\n","protected":false},"excerpt":{"rendered":"

The four most common problems we uncover in the media marketing audits we conduct are; 1. Media sales reps seldom make an effort to contact decision-makers. 2. Your competitor’s rates are not as low as you have been told they are. 3. Advertisers do not trust their media reps. 4. Customer-focused sales presentations are practically non-existent.           Our audits […]<\/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-321","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\/321","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=321"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/321\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=321"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=321"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=321"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}