It’s easy for us salespeople to kid ourselves. What Does “An Appointment” Mean? When I get to the end of a Revenue Initiative with a television station sales department, I ask each Account Executive to write up and send me their follow-up plans for each client we met with. Among the questions they are to answer: “Do […]
“Big doors swing on little hinges.” – W. Clement Stone The $11 Decision A Small Customer Service Story I needed some shirts laundered in London, Kentucky. It was the middle of a multi-week road trip, I was in a Hampton Inn, and it was time. I knew the drill — the laundry form is always […]
Last month, after 22 years and millions of sandwiches, Chic-fil-A fired its agency. This came as a shock to many. The Richards Group introduced the “Eat Mor Chikin” cows in 1995. As AdAge reports, Chic-fil-A has become the top chicken chain in the United States, with $6 billion in annual sales. In spite of all that, […]
The first time you contact a new prospect, that customer has a buying decision to make. The decision doesn’t involve money… it involves time. Are We Delivering ROI On Our Customers’ Time? A Sales Attempt That Failed Not long ago I was supposed to accompany a television station salesperson to see the owner of a roofing […]
If you work in media sales, the advice you give should benefit your clients. But it will also benefit your employer, and you. A new study indicates that there’s a good reason to display your bias proudly. In my day job, television station sales departments present me to their clients as an outside advertising consultant. My business […]
