The human heart creates enough pressure when it pumps out to the body to squirt blood 30 feet. This information can be found at a website that is full of useless facts. You know what else might be full of useless facts? Your station’s Media Kit. We tend to grab pages from the Media Kit without thinking much about the […]
When you work on a marketing campaign, how can you make sure you’re targeting “the right people” with your message – the people who are most likely to do business with you? Advertising salespeople have access to a variety of research tools to make some educated decisions about the kind of people who are listening to, reading, […]
Some reasons to ponder come courtesy of a Roy Williams’ Monday Morning Memo essay, from way back in 2008. Read the whole thing here. Every point he makes is still valid today. Here are a couple: 2. reputation. Consider the people who don’t buy from you. Are they buying elsewhere because they haven’t heard about your company, […]
Have you ever gone to a client’s website and gotten lost? What did you do about it? If you’re a media advertising salesperson, it’s your responsibility. Photo by iQoncept/dpc I spent last week on the West Coast meeting with advertisers in partnership with a television station sales department. Preparing for the week, I spent time looking […]
We work in the persuasion industry. As advertising sellers, first we must persuade a prospect to meet with us… and then consider our proposal… and then buy. Then we must design a campaign that persuades our client’s prospects to take action. Here are five books that will help you develop the sales skills to persuade… and […]
