Post on 26-Mar-2015
Hey ya’ll’Hey ya’ll’
Life’s a Life’s a PitchPitch
Selling is SimpleSelling is Simple
____________
____________
____________
Pre-CallPre-Call
R________
P________
The Sales CallThe Sales Call
High level sales call
Real world
Post CallPost Call
E_______
I________
ResearchResearch4 Things we need to know:
P______
P______
C______
C______
Research - Research - ProductProduct
Audience________________________________________________________________________________the best________________
FishingGym
Your ____________
Research Research - Prospects- Prospects
What is a prospect?
Everybody else is a ________?
MM
AA
NN
Research - Research - ProspectsProspects
How many do you need?
What is the working ratio?
Where do you find them?
- ____- ____SuspectsSuspects - ____ - ____ ProspectsProspects
- ____ - ____ ProspectsProspects - ____ - ____ SaleSale
-____ ____ - ____ - ____ ContractContract 3:13:1
List Prospects working – 100
•Mathernes GroceryMathernes Grocery
Go to your PlannerGo to your Planner
Research - Research - CustomerCustomer
What do we need to know about the customer before we make the call?
Name of the gatekeeper____________
Name of the decision maker or influencer
Know the name of the business owner
Know something about the business
Research Research - Customer- Customer
How do we get the information we need to know about the client?
_________________
_________________
Research - Research - CustomerCustomer
The best way to ask for information is to say:
Hi! My name is ________ with _____________
What is your name?
We want to send information about advertising
to the person responsible for advertising.
Who makes the advertising decisions?
What is their position?
Who owns the business and how do you spell that?
Call client and get the name of the Decision Maker, Owner, Receptionist, person behind
the cash register, etc.
•Mathernes GroceryMathernes Grocery William HenryWilliam Henry Mike SmithMike Smith •Beth MoreBeth More •258 1300258 1300 •1381 Forest Dr1381 Forest Dr •$700$700You value You value in the in the
market just market just went upwent up
Research - Research - CompetitionCompetition
Who are they?__________________________
How much do they_______?
What is their__________________ & _________________?
What is the other media’s?
______ / ___________ / __________
Where can you find this information?Call and ask
Agencies
Published rates
All other media companies
Cost
Strength Weakness
Reach Frequency Circulation
Pre-CallPre-Call
Research
Plan
PlanPlan________________________________________________________________________________________________________________________________You better have a plan for your next step ..or
The Sales CallThe Sales CallWhat’s a good day?
10
5
3
2
Have you ever done this?
The Sales CallThe Sales CallHow do you make the call
POGPOPCCA
The Sales CallThe Sales CallAdvertising
How do you advertise now?
What percent of your advertising goes into___________________________?
What is your annual_________?
What is your _______promotion?
What is your _________?
What are your best _______months?
When do you need the most ______?
The Quick Sales CallThe Quick Sales Call
I would like to show you what your competition is doing
We had a client just like you…
Post CallPost Call
Evaluate
Important
Post CallPost Call - Evaluate - Evaluate
How ___________the call go?What did I do ___________What could I do ______________ next time?
What’s ImportantWhat’s Important
Thank youThank you