Be proact ive about Co-op

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

Don't ask for an "appointment."

I am a big believe in setting appointments with prospects and advertisers but I never ask for one. Instead of asking for an "appointment", ask the customer for a "meeting." This seems like an inconsequential matter but research shows that buyers are more likely to respond positively to this phrasing. Appointments, whether they are with your doctor, lawyer or accountant, usually are unpleasant and expensive. They are also usually one way affairs with the professional in total control. This causes many people to have a negative connotation when they hear "appointment." Meetings on the other hand imply an exchange of ideas and information. This is a more accurate description of what we do and much more welcoming to the prospect. In sales details matter and anything that increases your chances of closing a sale, no matter how small, is worth doing.

Keep Smiling, Keep Selling!

Thanks Jim Busch

How much are you investing in your future

The best way to build a financial portfolio is to invest something every payday. Even a small amount each week will add up to a tidy sum over time. the same is true when building a sales territory. Investing at least a little time and effort everyday in prospecting and closing new business will lead to a long customer list. Most sales people acknowledge this fact, but not many put it into practice. It is far too easy to skip a day here or find other things to do on that day. I recommend keeping track of the amount of time you spend focused on selling new business. Hard numbers are the best antidote for excuses. It is hard to blame the economy or "Stupid Customers" when your records say you haven't been doing the leg work. Good record keeping also helps you to see the relationship of your prospecting activities to your sales results. Tracking your activities is a terrific way to manage your time and ensure that you are spending the bulk of your time doing the things that matter most.

Keep Smiling, Keep Selling!

Thanks Jim Busch