Media Ad Sales: TGIF!!


When is the best time to make a prospect call? Carl shares his secret to success.

When I graduated from Miami University in Ohio, there was no back up plan. (My adoring mother decided to live her own life by getting out of Cleveland and moving to Florida.) I sent out hundreds of resumes, determined to land a fine job in marketing. In the meantime, I had to eat, so I took a job for a few weeks at TGI Friday’s. So many red-and-white-striped shirts!

I shared this story with my wife recently. As Niche Media’s Content Wrangler, she’d also been bugging me all week to write an ad sales blog post. Then it hit me……..

I LOVE Fridays! I’ll tell you why.

All during the week, clients have mountains of emails to answer, office issues to solve and tons of meetings to attend. Where does your sales call fit in? Do you think the prospect is in the optimum frame of mind to listen to what you have to say? Probably not.

Most ad sales reps have dedicated days/times throughout the week when they make sales calls. Cold calls, calls to prospects, calls to existing clients for new business, etc. Do you have a sense about what day of the week might be the most productive for you?

Here’s my secret: Friday is the very BEST day to make calls. When I call clients on Fridays, guess what? I get more responses. You know–when actual people actually answer their phone. They are more likely take my calls and spend time having a good conversation with me. Maybe it’s because they are more relaxed, having made it through their work week. Sure some studies say Mondays are out, Wednesdays and Thursdays are best. But I’m challenging you to be counterintuitive and shed the herd thinking.

Go ahead and take my Friday challenge. Then write me when you make those sales!


P.S. Yes,  I call my prospects. Instead of a long email chain back and forth, blah, blah, blah, I pick up the damn phone.



carl_headshot_2015More about Carl: Carl Landau is Grand Poobah of Niche Media. In his past life, Carl launched 5 successful niche magazines. He is a media/event guru, SF Giants fan, podcast host and part-time blogger. His 15 minutes of fame took place in the mid-eighties when he launched his famous, “Buy an Ad, Get a Cat” ad campaign. He has long since patched things up with the SPCA.


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