ENS on Sales

ENS on Sales is Wayne's weekly media sales tip.  You can signup below to get your free copy in your email every week, and you are welcome to view our archives.

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Building Trust

          You may have seen this sales tip last week from John Potter, VP Training for the Radio Advertising Bureau.
          John said, “I used an insurance man for years.  He took me to breakfast for a review of my insurance needs every six months.  At the conclusion of reviews, more often than not, he said he thought my insurance matched my needs and he would call me again in six months.  I liked him.  I believed him.  I trusted him.
          Now I have a new insurance man.  He calls me often.  But every time he tries to sell me something.  I don't like him.  I don't think he has my best interests at heart.

          Contact your clients often.  Do not try to sell them something every call. Take them marketing information, ideas beyond advertising, information about their competitors. They'll like you. They'll believe you. They'll trust you.”
         
          This is exactly what our SoundADvice does for busy account executives. It puts marketing information, ideas beyond advertising, and useful business tips in front of them, along with your photo and call letters every week.
          Your customers and prospects will appreciate your SoundADvice. They’ll learn that you are not just a ‘spot broker’, but you are a marketing expert, and they’ll learn to trust you.
          Your investment for SoundADvice is less than you spend on your morning cup of coffee each day, and we have a special offer right now which includes our powerful, “How to Sell in the New Media Economy” workshop.
 
Interested? Reply here and I’ll follow up with a free online demo. 
Posted by Angela Barrey Fri, Aug 21 2009 7:54 AM
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