I have the great pleasure of attending the Texas Community Newspaper Association conference over the weekend. I got to listen to many great presentations and to talk to many successful sales people and publishers. One session was on selling CO-OP ads. The presenter, Cahty Mills suggests a more proactive approach to CO-OP. Instead of asking currents accounts about CO-OP, she looks at the companies with the est CO-OP plans and then locates their dealers. This effectively turns CO-OP into a lead generation process. Asking "Did you know XYZ company can help you pay for advertising?" would make a powerful call opener.
Keep Smiling, Keep Selling!
Thanks
Jim Busch
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