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Your weekly guide
to achieve
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May
12, 2008
Issue #011 |
Ideas,
advice, tips and much more! |
PPlease forward this newsletter to all
your friends and colleagues across the country!
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In
This Issue |
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1.
Subscribe
2. Time Management
3. Book
Announcement |
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and stories to help you increase your sales. Even though this newsletter
is designed for sales professionals who primarily sell
advertising in media outlets such as radio and TV stations,
magazines, newspapers, etc., the ideas shared here are
universal in scope and will help any and all sales people make
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Time
Management Tip
The
Power of Planning
Your work week can be like
a movie. Like any production, first you need to plan,
script and then film the movie. You should do the same.
Every Sunday, take an hour to plan out your week.
Schedule your appointments, tavel time and all the
activities that you need to take care of throughout the
week. Make sure to include time for the three core
activities, prospecting, presenting and following up.
Then, when you get to work on Monday, you are ready to go with
all your plans perfectly laid out.
Click
here to download a free time
grid to plan your
week. |
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The
Ultimate Guide to Success in Media Sales!
This
Fall, Mediasalessuccess.com will be publishing the new edition
of "The Ultimate Guide
to Success in Media Sales." Stay tuned for further
announcements on the book release and the seminar tour coming
to a city near you. |
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What did you do
this week?
Have
you ever stopped to wonder, where did this week go? You
feel you worked hard but didn't accomplish much. In
today's fast paced environments, it's easy to lose track of
time and the things we need to do. And in sales, there
are really only three activities that count:
Prospecting, Presenting and Following-up. Everything
else is secondary if you want to succeed in sales. Then
the question is: How much time are you allocating each week to
these three core activities? Depending on your
experience, client base and growth objectives, you should be
spending between 30% and 80% of your time Prospecting,
Presenting and Following up.
May I suggest
you keep an accurate time log of your activities for at
least two weeks. In 15 minute increments, log in every
single one of your activities such as email, phone call, write
proposal, return calls, cold calls, presentations,
appointments, drive time, lunch time, visit with
co-workers, etc. Also, include minor activities such as
coffee break, bathroom break, call home, call friend,
etc.
At the end of
the week, highlight and calculate the real time spent in the
three core activities. You may be in for a
surprise. A busy week, does not necessarily mean a
productive week.
To start keeping track of
your time, Click
here to download
a free time grid and go for it. Let me know how it
goes.
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What have you
done for yourself lately?
One
thing that never changes is change itself. Every day
there is new information, new media, new competitors, new
people entering our business, and people exiting our
business. Even though it is very important to stay
up to date with all the changes, sometimes we spend too much
time focusing on external factors rather than internal
factors.
When was the last time you took time
out to rethink your personal strategy and goals? When was
the last time you picked up a good book about sales,
psychology, or marketing? When was the last time you
attended a seminar without the expectation that your company
should send you and they should pay for it? What you do for
yourself out of your own will is priceless. First and
most important because it is your own idea and you will
appreciate it and embrace it even more. Second, because
your education and self development is within your
forever.
You can stay with the company you are
with or you can go elsewhere, but the bottom line is your
knowledge is all you have. It's your most valuable
asset. Keep investing in it and the payoff will be
tremendous. |
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How well do you
know your product?
It's
been said that sales is a transfer of confidence. The
client trusts you because of who you are and the product you
represent. They give you money because they believe that
what you have to offer will make them better off than they are
now. And in the world of advertising sales, this is so
much more important than any other profession.
Most sales transactions involve a tangible good:
a computer, a house, a car, a suit, etc. However, in our
business we sell an intangible audience and product.
When they buy from us, they have nothing tangible to show for
it. They really must trust us to buy from us. That is
why you need to know everything about your product.
Whether it's a radio or tv station, print, or any other
medium, you need to have answers to everything the client may
consider asking you.
How well do you know
your personalities / writers? Where are they from?
What are their hobbies? How well do you know your
programming, or sections for print? Where is your tower
location? Who are some of your biggest
advertisers?
Many times, the prospect or client will
ask these kinds of questions because they have
adirect influence on whether or not they should buy your
product. However, many times they ask to see how well
you know your product. Savvy decision makers can smell a
fake or unprepared salesperson a mile away. And if they
don't trust you and don't believe you, you will never get the
order.
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MediaSalesSuccess.com
10807
Lasso Lane
Houston,
TX 77079
Phone:
832-202-6085 |
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