This is a question I am often asked... I usually reply "when they call you back"
Does anyone want to add to the conversation?
Mike
As long as they're asking questions they're interested. When they aren't interested is when the selling starts.
I had a grocer tell me once that he liked radio a lot when he was in the furniture business but didn't see how we could write and ad to sell groceries. I told him I took that as a personal challenge and that if he would seriously look at it, I would be back the next week at the same time for something for him to listen to. Three years later, he's one of my best clients and referral sources.
Nice Jack...
relationships... you had his trust... is
that a signal to?
Wow. Hope you're kidding. That's actually appalling. Incredibly passive. And supposes that the product you're selling is in such huge demand that you only have to pass out some packages or proposals and wait by the phone. Your clients and potential clients are under no obligation to call you - ever. You're asking them for their money and their faith that your stations will produce results for them. The onus is always on the salesperson. With regular, ongoing conversation with clients, the decision to buy will unfold in front of the client. I see a call from the client as a huge gift. Unless you know the client well - face to face is best - it's a simple courtesy for someone who has decided to trust you. And provides you the opportunity to actually close, to address any objections and assume any 'heavy lifting' so the client is comfortable with his/her decision.
Congrats to you, Jack. Your clients are lucky to have someone who steps in for them.
Diane
Thanks for the reply, of course I was kidding, totally agree with your view, one of the challenges for media sales people these days is that advertisers have stopped listening to the "pitch" and really many of our media sales people these days do not cut the mustard.
I think many of us have got away from the pride in the profession. If you or your team know it is about the heavy lifting and darn hard work then you are 99% there.
Mike
Mike
