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In This Issue
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1.
Subscribe
2. Time Management
3. Book Announcement
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Time Management Tip
What is your time
worth?
Most people want to
make more money. But have you ever thought about what your time is really
worth? They say that you will be compensated by the value that you
bring to the marketplace. To be able to make more money, you have to focus
your efforts on things that pay the most. For a quick look at what you
should be focusing on, decide how much you want to earn per year, then
divide it by 2000 working hours in a year (50 weeks x 40hrs per week). Let
suppose you want to earn $100K per year, divided by 2,000, then your
hourly rate is $50. Then decide to only spend time doing things that
pay $50 an hour. Would you pay $50 an hour to chit chat on the phone
with friends, drop off the dry cleaning or get a haircut? How about $50 an
hour for chit chatting in the break room or browsing the internet for fun
or personal matters during business hours? The moment you commit to
only doing things that pay $50 an hour, your income will begin to
increase. Things like networking at high level events, researching for
information you can use in presentations, or writing thank you notes and
letters to prospects and clients. And of course, the three most important
things that pay $50 or more per hour in sales are the foundation of all
sales success: Prospecting, Presenting and Following-up.
Click here to download
a free time grid to plan and account for your work week!
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The Ultimate Guide to
Success in Media Sales!
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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THE FINAL
QUARTER...ARE YOU READY?
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The Final Quarter
As we enter the final quarter of the year,
business gets tougher and tougher. With all the front page
headlines, it is no secret that we are headed for challenging times.
As I have written before, challenging times cal for your best performance.
Will you fight or flee? Recently, I
have received calls from people in other industries that are affected by
the current economic conditions wanting to get into the business of
marketing and advertising. I have also been consulted by people who
are considering leaving the media and advertising business because of the
challenging times we are heading into. Do you fit into any of these
categories? Let me suggest you step
it up and fight harder. Be more creative. Be more dedicated. Decide to be
the best in your field, and everything will take care of itself. I
have always been a believer that places and industries don't make the
person. Your success depends on you. The old cliché of "being at the
right place at the right time" only holds true for about 10% of your
success. Perhaps you are already at the right place at the right
time and you have been too blind to even notice.
So step it up and bring out your "A" game. |
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Are you a Drama Queen
or King?
We all have many stories about our
successes and our failures. However, how we tell the stories and how
we get emotionally attached to them can be very interesting. We can be
very casual and non-descriptive, or we can be long winded and detailed
about our journey.
Are you the kind of person that takes
twenty minutes to explain how you won or lost the sale. Or are you
the kind that very casually shares in two minutes or less how things
happened. May I suggest a balance here.
My favorite way, is to very excitedly tell
a success story in an expanded fashion, and tell a very brief story of the
sales that were not. You see, if you wallow in telling the sad story
of how or why you lost a sale, you begin to justify, embellish and even
feel sorry for yourself for losing the sale. Of course you can learn a
lesson from the story, but repeating it over and over is not going to
change the past, and certainly won't help you in the future.
So celebrate your successes and brush-off
your failures. After all we are in this business to win.
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Taking Care of the Details...
In sales, you are ultimately responsible
for your success. All the energy and effort that you put forth will reap
rewards for you and your company. With that in mind, you have to make sure
that everything you do is as perfect as you can.
In a perfect world, everyone in your
organization would do their job perfectly every time. They would be
proactive and look out for you and make sure every little detail is taken
care of so your sales can be completed to perfection. But in
reality, things fall through the cracks. In today's working
environments, where everyone is overworked and overloaded, even the best
efforts and intentions to make sure everything is perfect, people can make
mistakes.
Unfortunately this is the reality of
companies big and small in all industries. Now, I am not justifying
that people make mistakes, miss deadlines and screw things up and not be
accountable for it. However, I am suggesting that you take personal
responsibility and stake in your sale and make sure you take care of and
follow-up ion every single detail. A mishap in even the tiniest
thing can damage your sale and your relationship with your clients.
Then you have to start over again. |
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