It is 2013. The time is here to start the process all over again for the 13-14 Season ad sales campaigns. It's hard to believe it is upon us. YET, There are still considerable opportunities for the 12-13 Season program book ad campaigns. You must not lose sight of these opportunities. Yes indeed. For those of you out there that have multiple printings throughout the Season, you must treat each and every printed edition as a separate ad sales campaign. You must identify 1.INVENTORY AVAILABLE TO SELL, and 2. THE RATES. (Now that you have 1 & 2, you can set a sales objective!!!) You MUST revisit those businesses that were approached early on for the full Season that said "No Thanks. But please keep us in mind for next Season" or those businesses that said "We'd love to participate, but our budget has been spent for the year." You now have a compelling story. And guess what, the rates are lower now. (Why are the rates lower? Well, this is a partial Season buy." What a great way to "test drive" the power of this advertising medium at a fraction of the original investment." Then, (When they have received the results) You can approach them in a few weeks to set them up for a full Season purchase for the 2013-2014 Season. The sales cycle NEVER ENDS. There are ALWAYS opportunities. We are asked about how we track our advertising prospects. This is the key question. For if one neglects to follow up with prior prospects then the sales will be lost forever.
DON'T ALLOW POTENTIAL SALES TO BE LOST FOREVER!!!!. Use a contact management software package. +Sage ACT! Software Sales, Consulting and Training . This one is decent. Here is another www.goldmine.com Unfortunately which ever software package your organization chooses to use will only be as effective as the user. One must become proficient and use it religiously. If one is able to get their hands around those opportunities that "shot them down" earlier in the year, they can truly be a profitable tool. Good luck for the 2013 / 2014 Season!!!!
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