Everyone who sells advertising is in a hurry to sell advertising. That’s what we’re there to do, right? Unfortunately, it doesn’t work that way. If you come on too strong about how great your magazine or website is, then your prospect is going to try to get rid of you fast! And they won’t be taking your next call in a hurry, either. The truth is that the most important goal in your first magazine ad sales call with a client isn’t to sell them an ad right off the bat – it is to establish a relationship with them!
Here’s what you want to accomplish with that first call to a prospect: [Read more…]