Turning “I have no budget” Into A Closed Deal!

“I have no budget,” or, “My budget is allocated for the year,” are the most common objections I hear as a media sales professional. Unlike the vast majority of ad sales coaches out there, I actually sell media every day. What I share is what I do! If you don’t hear this objection at least three times every day, you are either not in media sales or you are not contacting enough clients. Those of us who sell advertising every day get so used to this phrase it is almost laughable. You see the advertiser running ads elsewhere, and yet they claim to be broke.

Read more: Turning “I have no budget” Into A Closed Deal!

Get Relevant or Get Lost! 4 Ways to Increase Your Relevance to Drive Ad Sales

The Oxford English Dictionary defines "relevance" as "the state of being closely connected or appropriate to the matter in hand".  This definition extends and expands to the world of ad sales.

Relevance in ad sales is NOT about learning a prospect’s favorite vacation spot from Facebook. That is often seen as “creepy”. Relevance is recognizing that you need to create a customized ad sales experience for each client.

 

Ad sales relevance is proving that we, as media sales professionals, have done our homework and that the ideas we are presenting will benefit our clients in robust ways. Let’s explore four ideas to prove relevance to our clients as we strive to book more meetings and close more business.  

Read more: Get Relevant or Get Lost! 4 Ways to Increase Your Relevance to Drive Ad Sales

7 Ways to Boost Your Fall Ad Sales Numbers

For most ad sales professionals, the autumn season signals the beginning of the end of your ad sales year. Even if your fiscal year does not follow the calendar year, when you add the holiday season and new year celebrations into the mix, you have a double whammy that often brings ad sales to a slow crawl across the December finish line. Below are seven things I often share with my ad sales coaching and ad sales training clients at this time of year. I hope these ideas will encourage you to keep your energy high and your ad sales rolling forward this fall!

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TARGET Your Media Sales Message to Grow Results

The key to your success in the world of media sales is increasing the number of meetings you are granted by prospective advertisers. Developing an effective prospecting process can be the difference between life and death in your media sales career. For me, the goal of prospecting is simply getting to a meeting. Period. The goal of prospecting is not to sell anything. I am just hoping to meet with a advertiser via phone or in person for 20 minutes. If you are selling during the prospecting phase you will greatly reduce your success. Over the course of 25 years in the media sales and marketing business I have seen many prospecting plans from many unique angles. I have identified five factors in the prospecting process that will increase your chances of being granted a meeting with a prospective advertiser – I call this my T.A.R.G.E.T. prospecting tool.

Read more: TARGET Your Media Sales Message to Grow Results

6 Ways To Show Your Advertisers Some Love

The month of February brings to the forefront a single day where love is the focus. Valentines Day. Yes, that one-day where we go all out for that one person we love dearly. I would suggest to you that if you wait until February 14 you have missed 11 other months to show your love. Because I am a sales coach and not a life coach, I need to quickly move over to the lovers in your business life? From an ad sales training perspective, what have you done recently to show your advertisers some love? If you don’t take care of your advertisers your competitors will! That I can promise you.

Read more: 6 Ways To Show Your Advertisers Some Love

10 Proven Ways To Exceed Your Sales Goals

What will you do to exceed your goals in 2017?  In my ad sales training travels I see some media sales people drift aimlessly from day to day and year to year. There is no focus on a long-term plan for their life, let alone for their sales life. Other ad sales executives set detailed goals and conform strictly to daily to-do lists. The rest of us are somewhere in the middle. Now that you know you are “normal”, where do you grow from here and set goals for 2017 that will help you grow, go, and maybe even glow? Here are ten tips for goal setting success, and how each one applies to your media sales life. 

Read more: 10 Proven Ways To Exceed Your Sales Goals

Selling Santa? A Fun Sales Tale.

Is Santa Claus real? I say yes. But, I have been “sold” on Santa for many years. 44 years to be exact. But, I was not always so convinced. Perhaps, the greatest “sales job” of them all just might be the never-ending quest my Mother placed on “selling Santa” to my two brothers and I for over 40 years. The “Santa Sell” is still alive today in homes around the world.  

 

Read more: Selling Santa? A Fun Sales Tale.

More Articles...

  1. 10 Ways To Boost Your Fall Sales Numbers
  2. 10 Sales Email Subject Lines To Get An Open, Read and Reply
  3. Welcome to Salesland, Evolve or Else.
  4. Get Fired Up! 6 Ways To Re-Ignite Your Sales Life
  5. Print Ads ARE Trackable!
  6. 5 Ways To D.R.I.V.E. Your Ad Sales!
  7. Sales Management Masters Class
  8. Stop Losing Advertisers
  9. Fixing 5 Common Ad Sales Roadblocks!
  10. 6 Simple Things You Must Do to Achieve Your Ad Sales Goals in 2016
  11. 10 Ways To Avoid The Holiday Ad Sales Blues
  12. 20 Revenue Ideas in 20 Minutes!
  13. What To Do With Inbound Sales Leads
  14. Ryan Dohrn, United States Publishing Ad Sales Training Delegate To Speak At Innovation Forum in Copenhage
  15. 12 Week Ad Sales Challenge
  16. 4 Ways To Improve Your Ad Sales Today
  17. How To Bring a Dead Advertiser Back To Life
  18. 5 Critical Sales Questions Every Ad Sales Person Needs to Ask
  19. Selling Using Competitive Media
  20. Selling to Jerks
  21. 10 Reasons To Fall in Love With Your CRM Tool
  22. Why is Accountability A Bad Word?
  23. 10 Reasons To Practice Your Pitch
  24. Getting the Most Out of Younger Sales Reps
  25. The 10 Minute Ad Sales Call
  26. Ad Sales Management, 10 Tips for Success
  27. Why Should I Buy An Ad From You?
  28. Ad Sales Reps, New Years Resolutions for 2014
  29. Stop Wasting December, 10 Tips For Fall Sales Success
  30. Holiday Cards are a Waste of Time and Money
  31. Ryan Dohrn Headlines Berlin Conference and Workshop
  32. Stop Blowing Up Sales Calls. Stop the POP!
  33. 5 Steps to Closing More Ad Sales
  34. Why Ad Sales is like the Game of Chess
  35. Strategic Planning is Critical to Business Success
  36. Better Conversations Equal Better Ad Sales
  37. Hiring Your Next Ad Sales Executive
  38. Should Publishers Just Give Up On the Web?
  39. Predicting the Future of Media Sales
  40. Ryan Dohrn Keynote Speaker at Publishing Heroes Conference in London
  41. Weekly Ad Sales Training
  42. Statistics Or Bust
  43. Ad Sales Reps, New Years Resolutions for 2013
  44. 7 Ways To Improve Your Monthly e-Newsletter to Advertisers
  45. e-Newsletter Revenue Ideas
  46. Secrets To Selling Social Media, Ad Sales Training for Veteran Sales Reps
  47. Boosting Fall Ad Sales Efforts
  48. Bring in 50 New Advertisers
  49. Digital Pricing Strategies To Make Money
  50. 5 Critical Sales Questions Every Ad Sales Person Needs to Know and Ask
  51. Getting Out Of The Ad Sales Rut
  52. What is SOV, Share Of Voice in Online Advertising?