How much will your client pay to BUY a Customer?How much will a business pay to acquire a new customer? If they could go to a 'customer store' and buy one, what kind of customer would they buy? Buying ad space is THE SAME as BUYING A CUSTOMER. Help your clients to see this.
The Purpose of a BusinessAs well as investing money to make or buy a product to sell, a business ALSO has to buy ATTENTION. It's part of the cost of the product. The most cost effective way to buy attention is to advertise in the right media
Handling Objections TodayClients are objecting to you more often. But they still need to advertise -- or go out of business. So you need to deal with their objections by MATCHING your offer MORE CLOSELY to their needs .... to the REULTS they are looking for. Here's how:
How to sell ad space in this tough marketUsing bonuses and the word 'Because' to sell ad space in hard times
Using Emotional ProofEmotional proof and testimonials (social proof) are more effective in persuading people to take action than the 'hard' proof of data, facts and figures. Use emotional proof first, then move to data.
How to Make an Ad Space Sales CallThe structure of a sales call to sell advertising space to sell advertising. How to expose a prospect's 'pain' and then offer a cure for it.
The Best and 'Easiest' Referral Gathering TechniqueHow to generate more referrals by offering a Free Gift for the person you are reffered to. Referrals are the BEST sales leads possible, because you can use the trust and authority of the referrer when making the sales call
