Make them famous!

One of my friends has been selling Pennysaver advertising for almost 30 years. Mike consistently ranks in the top five of our sales people. What is his secret? He concentrates his efforts on selling long term advertising agreements.

Mike tells customer's "My job is to make you famous and the only way we can do that is to keep you in front of your customers." He also trains his customers "not to expect any obvious results for at least six weeks, after that you will own the market." Mike's strategy is to get the customer to think long term and to get them used to advertising. One of the most interesting calls I've ever observed was with Mike. His customer said "Mike, we got some business out the ad this week." Mike responded "I doubt that, it is much too soon." The customer shot back, "Hey, I'm telling you the ad is working, I'm getting calls!" Mike acquiesced and went on with his call. Anytime you can get the customer to argue that the ad is working, you have them eating out of your hand. Talk to your customer's about making them "Famous" and you will be famously successful

Keep smiling, keep selling.

Thanks--Jim Busch