What does “I’m not interested” really mean? A subscriber recently wrote to me about her struggle to turn cold calls into appointments. She is new to the radio sales business, and has been surprised and a bit disheartened at the rejection she’s faced. I have never done sales before and while I have no issues […]
“There are two reasons why customers don’t buy more product from you: they don’t know you have it, and, you don’t ask.” — Jim Domanski, Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls A few days ago I got an email from Terry Douglas, who reads my “Sales […]
Why don’t customers show up on time for meetings? Over the past week, I’ve spent nearly 90 minutes waiting for clients who weren’t at their offices or stores when we arrived. One forgot about the meeting and stayed home from work. One wrote 10:00 on his calendar when we thought it was at 9:30. One told […]
Last month, the United States Supreme Court made same-sex marriage legal throughout the United States. If you sell advertising, there’s money in this. Before the ruling, Business of Fashion reported that the economic impact of gay marriage was huge: Out Now Consulting, a marketing agency specialising in targeting gay and lesbian consumers, estimates that if same-sex […]
In Montana, I once sent a television salesperson to a doctor’s office for a white coat. We were working on a proposal for a doctor who wanted to market a procedure she had developed. I’d written a script in which the doctor would deliver the message herself on camera, and wanted to show her how the ad […]
