Testimonials Go along Way When Selling Advertising – Here’s the Fastest Way to Get Them!
Testimonials Go along Way When Selling Advertising – In a recent post I wrote a checklist of ideas you must have answers for to help you in the sales process. You can read it here if you missed it, then come back to this idea.
You’ll see point #5 and how it says “people will buy other people’s opinions of your business”. This refers to testimonials in particular. So how can you get some testimonials under your belt to help sell your advertising space faster?
Well firstly, you need to give away alittle first. Here’s what I mean…
Let’s just reverse the situation here and put yourself in the buyers shoes. For the sake of this exercise, lets say your name is Peter and you sell lawnmowing services. If I came up to you and said….
“Hi Peter, my name is Dean Cowley and i’m starting a new advertising business in the area. What i’m looking to do is get some testimonials from business owners, and what i’m prepared to do for you is offer you FREE advertising for one month in return for a testimonial. All you need to do is give me some of your business cards to display in my dispenser (You would have the display with you of course so he can see what you’re talking about). How does one month free advertising in a high traffic location sound to you?”
Now, what would you say to someone who said that to you? I know I would say “No problem – Yes!”. Some of you might say “what’s the catch”, and if this is the case, I would say to you “there isn’t any catch, just give me 50-100 business cards and i’ll place them straight into my display…nothing to sign…nothing. All I ask for is a testimonial at the end of a month if you’ve had calls…fair enough?”
This is an easy way to get in the door, and an easy way to get your displays looking busy fast! Think about it… if you can get your displays 80% full very quickly, then you’ll get calls from people who see the display who want to pay to advertise! Even if the particular business that you asked for a testimonial doesn’t start paying you after a month, or they don’t give you a testimonial, you’ll get other fresh advertisers faster because your display looks busy!
As you start filling your display with paying advertisers, then slowly remove the ‘non paying’ advertisers out. But make sure you try to sell them into your displays first obviously.
OR…..
Lets say this your first approach is a direct approach for the money up front. If you don’t get the deal, then CERTAINLY use this above idea as a plan B. You can’t lose by doing this! No matter what, just get your displays located and busy at any expense to begin with…and the money will come in month two. Don’t knock back anyone when getting started…you never know how many of your displays they’ll pay to advertise in long-term!
Really think about this suggestion, because in my opinion you should get every single person you approach into your displays by doing this.
Any further suggestions on how to get displays looking busy as fast as possible?
Dean
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