Successful salespeople have a decent percentage of their deals. It would seem that it is easier to call the company and offer your services. However, not everyone will be able to persuade a client to place an advertisement. To do this, you need to have certain skills and innate charisma.
Instructions
Step 1
Selling advertising in the media, or specifically on the radio, on the one hand, is quite simple. If the FM wave is popular, customers themselves call to air a commercial. But sometimes the most famous radio stations are stagnant. This usually happens in the summer, during the holidays, and in the winter, during the New Year's holidays. What can you do to spur companies to advertise?
Step 2
Get the customer interested in the system of discounts. The more videos he places, the less it will cost. For example, when signing a contract for a year, promise a forty or fifty percent discount. You will not be left at a loss. If big discounts are not provided by the management, motivate with free PR. It includes: - mentioning the advertiser by the presenters during the programs;
- placement of the logo on all posters and banners produced for the decoration of events held by the radio station;
- an interview with a representative of the advertising company, etc.
Step 3
To attract new advertisers, listen to radio stations that are considered competitors. In what programs and at what time are company videos posted, which are still not among your clients? Are there any similar ones in your radio broadcasting network? If so, feel free to call the marketing departments of the companies and offer to place your advertisements with you. Get interested in prices lower than those of the rival radio. Present a more enticing target audience. Tell us about additional bonuses (free mentions or interviews with directors).
Step 4
Continuously improve your sales knowledge and skills. Sign up for training in communication, cold calling and objection. This will help you to establish contact not only with loyal customers, but also with those who did not want to advertise on the radio.
