ENS on Sales

ENS on Sales is Rick's free weekly tip for Media Reps and Managers.  We provide short, useful advice every week to help guide media reps and managers to become better at what they do.  Many managers tell us they find the tips as useful topics for sales training, and media reps find some of the topics useful as client leave-behinds.  We address topics such as:

• Time Management
• Ad Writing and Creativity
• Creating Strategy
• Effective Advertising
• Prospecting
• Motivation
• Goal Setting
• Best Selling Practices
• And much more

Sign-up to get your free copy in your email every week.  You are also welcome to view our archives on the right.

Current ENS on Sales Issue:

Your First Draft SHOULD Be Too Long

When I write a 60-second radio script, my first draft is sometimes closer to two minutes.

The first draft is where I dump out an idea, start writing, and see where it leads.

The next few drafts are where I decide which words deserve to survive.

Speaking and communications coach Phillip Humm calls a common communication mistake “spray and pray.” We give people every detail. Every feature. Every reason. Every teeny-tiny nugget we’re afraid to leave out.

Then we hope something sticks.

It happens in sales presentations too.

You’ve got 37 slides, research, coverage maps, ratings, demographics and enough charts to make your PowerPoint need a cigarette afterward.

But what’s the ONE thing you want the prospect to understand?

Humm recommends a great exercise: explain your idea in two minutes. Then one minute. Then 15 seconds.

You’re not practicing how to talk faster. You’re forcing yourself to decide what matters.

Try it with your next radio script.

Write everything you might want to say. Then start cutting.

Creative is too important to treat the first draft as the finished product. Kill the weak sentence. Lose the second-best benefit. Remove the clever line that doesn’t move the idea forward.

Keep the strongest words, images, emotions and specifics. Specific details give listeners something they can actually see, hear or feel – which makes them much harder to forget.

Great writing usually isn’t created by adding more. It’s uncovered by removing what doesn’t belong.

Most advertisers will happily give you 90 seconds of information they think absolutely has to be in the ad. Your job is to protect them from themselves (which should be a topic on its own).

Whether you have :60, :30, or :15… your job isn’t to fill the time…
Your job is to make the time matter.

By the way, this article was at least 25% longer when I started.

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