Simple Two Step Approach to Get Advertising Customers
Hi Everyone,
As an extension to the previous post I just wrote, here is a twist of the same concept.
There will always be occasions when you can’t get the deal over the line, or the client won’t make a decision on the day. The majority of the time they’ll love the idea/concept… so why aren’t they buying?? It’s because they don’t really know you or your business.
So what could you do to combat this ‘procrastination’ situation?
You need to build their trust and get them into your pipeline before you walk away. The more people in your pipeline means more long-term business and money for you. Some salespeople will walk away after the first approach never to return… don’t do this!! Have a plan B up your sleeve to deploy ‘on the initial day of rejection’.
This is your plan B. Offer them a free interview/business profile on your website there and then! Using this marketing approach will demonstrate that you’re not a fly-by-night operation and you are in the game long-term. You are going to make them more offers in the near future. You might decide to email them every two weeks with ’stats’ on how many people have read their online profile… with an offer attached. By staying in contact you are slowly elevating yourself to their ‘top of mind awareness’, so when they want to find low cost ways to get more customers, you’ll be the first to pop into their mind… eventually you’ll hook the fish.
It’s the one’s who stay in the advertising game long-term that win. If you want the ’sale or nothing’ on every sales presentation, you won’t last long. Make sure you push through the early stages of the business and have a plan B in all situations, because eventually you’ll come up with a winning formula of what to say to get clients over the line.
All good!
Thoughts and feedback always welcome.
Dean
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