Know what you are selling

The name of this blog and my business is Ideas and Eyeballs. This rather odd title comes from my belief that this is what we advertising folks really sell. We offer good ideas to move customers products and deliver them to the "eyeballs", the people they want to reach. As a rep you should prepare a "dossier" of the people in your market area. You should know the ages, incomes etc. of the areas where your publication is delivered. You can get this information from local chambers and business groups or from the web. A good place to start is melissadata.com Their ""free look ups" include detailed demographics by zip code. Having this information allows you to talk intelligently about the market and the value you deliver to the customer.

Keep Smiling, Keep Selling!

Thanks

Jim Busch

A pictures worth a thousand sales

In school they called them visual aids, in sales they're called presentation binders or sales collateral. No matter what you call them they can help you make more sales. Most people are visual learners yet most sales people try to persuade them using words rather than pictures. Research has found that if you use a verbal argument in conjunction with a visual presentation tool the prospect is much more likely to make a purchase. If your company provides sales collateral use it, if not make your own. You should make specific sales aids for your territory, even for specific customers. Computers have made producing graphics quick and easy. You have no reason not to use this powerful tool of persuasion on every call.

Keep Smiling, Keep Selling!

Thanks Jim Busch