Team Call Zones Pump Up Salespeople and Ad Sales



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Ad Sales: Get pumped up mid-summer with Team Call Zones.

Looking for a way to pump up sales this summer?  Team Call Zones might be the answer.

A client shared with me recently that their advertising sales reps lacked focus – they were dazed and confused. I immediately asked about daily call volume tracking and client tracking in their Customer Relationship Management tool. These CRM tools were not in place and would not be in place for several weeks, even if the ad sales manager liked the idea.

So here’s an idea that I have seen work in markets big and small–and  it has also worked well in consumer and B2B markets:

  •  Team Call Zones are set, specific times of the day where sales reps call new prospects or old clients for 35 minutes non-stop. 
  • They are allowed 2 minutes between calls to research the next call.   [Read more…]

Ad Sales Cold Calling for Fun and Profit



NO ONE likes cold calling.  Not true! I love it! OK, so maybe you don’t like cold calling, but if you handle it right it can be a terrific opportunity instead of a dreaded chore.

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It’s true! Cold calling CAN be fun!

Cold calling is the favorite part of my selling job. I use the opportunity as a reward for a hard day’s work of what I term regular calling—those everyday calls to touch base with current advertisers, track down ad copy, confirm space reservations, sell new offerings to old customers and follow up with previous contacts.  Where’s the fun in that?

Cold calling is more like detective work.  I search out new prospects from:

  • Web searches
  • Conference exhibitor lists
  • Advertising in other publications
  • Social networks

The Internet makes this pretty easy, and I can ALWAYS find a phone number.  Once I get to the receptionist, I identify myself (important to establish rapport) and ask if he or she can help me locate the person who handles advertising and marketing.  Most of the time, they are accommodating.  [Read more…]

Ad Sales People: Pick up the Damn Phone!



Carl Landau By Carl Landau, Niche Media’s Grand Poobah

 My biggest pet peeve with today’s new ad sales people is that they rely too much on emails! Hey, I love email. It’s a great way to communicate with many people in a fast and efficient way. Media buyers prefer emails as well. they love it because they can turn you down very quickly and efficiently in an email reply.

I know that it’s totally old school, but here’s an idea: Pick up the damn phone. The phone call is so outdated and underused that it’s become the new latest thing. Just think about how few phone calls we get now compared to 10 years ago. It is almost quaint these days to get a personal phone call. It’s much more effective in overcoming objections. You can endear yourself to new prospects and also to get a feel for the “tone” of prospects. You often can’t get that in an email. People misread the tone of emails all the time. When you actually call someone, breathing and laughing are really good vital signs.  ID-10063996

Use an opening email to set up a time to call prospects. They appreciate you asking them when is a good time to chat. I always tell them that I literally will only talk to them for 5 minutes and want to find out more about their product, company, plan, etc., and I have a few ideas that I think will work for them. Here’s the secret: I stick to the time limit and talk all about them on the first call.

I actually have one or two ideas for them other than advertising in our magazine or website. Advertisers appreciate my approach and are usually open to me talking to them for a longer time—provided that I’m sincerely interested in THEM and have some unique idea. Then I always follow up with an email. Every call.

See…”the phone call” is the new 40 and the new black rolled into one!!!

Have great ideas for using sales phone calls effectively? Tell us here or on Facebook or Twitter.

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