We know you ad sales professionals haven’t heard from our sage pug Wanda for a while. Wanda has just one piece of advice for you this week:
The dictionary defines being tenacious person this way:
- holding firmly: a tenacious grip
- that retains well; retentive: a tenacious memory
- that holds together strongly; cohesive
- that clings; adhesive
- persistent; stubborn: tenacious courage
Wanda personifies (dogifies?) these 5 qualities well. She firmly holds her bone, will memorize exactly every spot on the walk where you usually give her a treat, is so cohesive to you on the sofa you can’t move and will stubbornly try to pry open the dog food container, the fridge and the garbage can at every opportunity, every day.
Bear with us. If we ignore clingy #4 above (and the pug can be clingy), Wanda thinks you can apply the tenacious principle to your daily media ad sales routine. Here’s how:
- Don’t end a sales call without setting the next appointment to discuss the proposal. Stay firm! Be tenacious in your follow-up.
- Take client retention seriously and don’t let go. Let them know they have your unwavering support and help them every way you can—even after the sale.
- Reinforce to your clients how they are a good fit with your magazine on a regular basis. Nurture a cohesive, steadfast business relationship. Create opportunities to partner with them even more.
- Be persistent with new prospects. You can be friendly and helpful, but also let the prospects know you are patiently determined to get their business. The most successful salespeople do not let obstacles stand in their way…and neither does Wanda.
- Set goals for yourself. Don’t stop until you attain them. Wanda does this on a frequent basis with the sofa, the chairs, a low table…
Seriously though, well actually—no. Be tenacious in your sales practice but don’t forget to enjoy selling, have fun with it. Wanda is always up for a ball toss, for example.
Think about all the ways you can incorporate tenacity into your sales process, your approach and relationship building. Hold strong, be courageous and go for it!
P.S. Wanda has a bonding tip for you: Ask your ad clients about their pets, if they have any. Bring their pet a treat. Your clients will love you!
About this blogger: Diana Landau is the Content Wrangler for Niche Media. A former sales director and corporate marketing hack, she has now found nirvana in writing and wrangling quality content. Diana is a food, wine, art and SF Giants enthusiast…who sometimes gets carried away.
Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau–Niche Media’s Grand Poobah–also created a blog all about creating and marketing targeted events: blog.NicheEventNation.com Check it out!