IT’S SELLING SEASON!
It will be September in a couple of weeks — in the ad sales business that means it’s selling season. Very soon your customers will be preparing their advertising budgets for next year. If you want a good chance of getting their business, you need to have a customized, fully integrated media proposal on their desk during the budgeting process.
The goal of doing these proposals for your customers and prospects is that you will get signed contracts for the year, for 60% to 70% of your sales goal, before the calendar year starts. When you have that much business already signed, it leaves plenty of time during next year to prospect and to sell individual issues. [Read more…]