How to Refresh Your Media Sales Approach

                                             image source: http://www.businesshelper.co.uk/sales

Here are a few tips for Media Sales Professionals on how to refresh your current sales approach;

1.     Decide and prepare the journey of your client. You should ideally know where you want your relationship with the client to be by the end of every meeting and phone call with them. Rather than chasing instant revenue, set a realistic goal that can allow you to build trust and attract the client to work with you and your company.

2.     Aim to discover your client’s difficulties in the workplace and try to problem solve. If you can find out the weaknesses or difficulties with your client than you can create a solution. This makes you desirable and more of an urgency to the client. A client is going to focus on what results they can achieve by using your services, so show them.

3.    To get a client to open up about potential or current problems and struggles within the company, share your own stories with them. Show them that you too have had to overcome problems, so they feel you can relate to them. If you show a certain level of vulnerability about your business or yourself, your client will be inclined to do the same, giving you a chance to then help them fix the problem. This will inevitably change the direction of the conversation directly down the path you want it to go.

4.     Make sure after building a relationship with you client you show them how you would go about solving any problems or weaknesses within the business. This should not be done straight away or rushed. Before pitching to the client, they need to realise there are other ways of thinking and different approaches. Once they have had a chance to realise this they will be more willing to embrace your way of thinking and take on your ideas.

5.     Never rush a sale. Never try to sail through it. All of the points need to be carefully planned in advance and be part of an overall strategy. This strategy can be put together with the help of the marketing team as well as other employees. Ideally you should appear to your client as a trusted source. Someone with whom the client wishes to learn from and utilize. This will ensure further business with the client and a strong future of sales for your company.

Information source: http://www.siia.net/blog/index.php/2013/06/five-tips-to-re-vitalise-your-media-sales-approach/