The most important task that you have to do is to persuade the decision makers of a particular company to advertise within your magazine (I am using print media as an example). While there are volumes written on how to persuade them, I have a neat trick that can actually increase your chances of making the deal without using the mind tricks. Research. Yes, if you can research and know which segment of the crowd reads your magazine and then target the companies which appeal to this crowd then, you have a very great chance of making the deal!
So, how do you know this? For starters, you can see your competitors and analyze which companies they are selling to. Then, all you need to do is call up the companies that are competing with these companies! In case, you are unable to find any other company, you can even contact these companies which are advertising and can get them a better deal!
Apart from this, if you are able to appeal to these people and make an irresistible offer then, you can close in more sales than you ever have. These people generally receive a lot of cold calls from people who wish to get them to advertise them in their companies.
There is one major understanding that you must develop before you approach these people. A human being chooses something because of logic and then tries to justify his purchase by logic. While most of the people that would be cold calling these companies would be trying to sell their benefits, you can actually get many more sales by selling your benefits and then backing them up with logic. What could this logic be? This could be anything but one of the easiest way to appeal to these people is to show the estimated ROI report of the people that have advertised with you or something like that. The reports would be easy to make and would be deemed official!
Now that you start building clients, the best way to do business would be to retain as many of them as possible. It is much easier to do business with people who are already your customers than it actually is to find new customers.
So, what you can do to retain them is to provide them more value. This can be done in many ways but the best (in my opinion) is to provide them an incentive to stay. This could be slightly reduced rates or detailed information on the market that they are reaching out to. Sometimes, you may need to take the initiative by working a bit harder to over deliver but, I can assure you that it is well worth the effort later as your job hours are drastically reduced.
By: Kelly Osborne
Posts Tagged ‘Target’
Cope With Your Media Sales Jobs and Find New Ones Fast
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October 10th, 2009
The first thing that you need to know is that you would be hired by the company as soon as they realize that you know enough about the job and can actually meet their targets. So what you need to do is understand what the company wants and simply give it to them (without them suspecting that you are doing this!).
Probably amongst the biggest mistakes that field sales jobs people make is that they pitch their benefits to the employers and vendors. Now, both of them get pitched all day long so, they find it a bit difficult to understand you. Here is another truth- People buy for the benefits but they justify their purchase by logic. Were you to only market your benefits, you would be unable to make enough sales. However, appeal to their logic as well and you would actually end up making more sales than you thought possible.
How exactly can you do that? Answer them exactly what you are selling and for how much. Then, let them know exactly why they should believe in you. To do this last part, you can actually present facts and figures. Facts and figures do not appeal to the emotions of people; it appeals to their logic. It could be the list of ROI (an estimate) of all the vendors that have actually for your particular product!
While doing this you need to make sure that you use persuasion to the best effect. People often confuse persuasion with negotiation. Both are extremely different and persuasion is definitely better because it allows people to believe that it is they who are making the decision.
A good way to persuade these people is by offering an incentive that is unavailable anywhere else. This does not mean that you need to spend money of your own pocket. You can use your services as well! For example, you could work out a special deal with the vendors that if they achieve a particular target, you would get them special rates from the company the next time around. Also, make sure that your company approves of this. This is just one way to do this! And there are endless ways.
Now, we would address how to make this thing run virtually on auto pilot after some time. The key is to build a word of mouth business. If you over deliver then, people would be willing to let others know that you are the best person to approach. And your customers include your partners or vendors with whom you deal.
Now, all that you need to do is bring across the interviewers that you know your job by stating some of this as your beliefs. And by stating that you would be willing to go the extra mile. In fact, go the extra mile! Learn a lot about the company before the job and get some knowledge on the demographics of the people that they attract (can be done easily! Take steps and you will soon be rewarded.
By: Kelly A. Osborne
