Daily Sales Tip – Updating your testimonials and references

Keith Hanshaw, Media Consultant

Your testimonials must be current, compelling and credible! Prospects want to know if your products and services work in today’s marketplace – not the one from five or 10 years ago.

This point applies similarly to references. You can’t reinforce your “social proof” in the eyes of prospects if your references can’t be reached, are retired, or simply shouldn’t be references at all. Find new references from your current clients. And do it regularly.

Source: Sales consultant Colleen Francis

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Empowering the gatekeeper

Keith Hanshaw, Media Consultant

Do not bypass gatekeepers. Build alliances. You never know with whom you are speaking. For all you know, the “secretary” is the owner.

Gatekeepers’ jobs are to push you away, but in the same respect it is their job to determine what might be a benefit for the company. Humanize with them. Make a joke. Have fun. Be respectful. Treat them like they are the owner.

And here’s an interesting idea -– never ask for the person in charge. Assume they are the people in charge. Say you want to meet with them “and whoever else also makes the purchasing decisions.” There are two reasons here:

1) Who you think is in charge and who really is could be different people. By letting them say if they are or not, you will get the real answer.

2) At the same time, by respecting them and their importance, you are separating yourself from other sales reps who might trample upon them with disrespect as they try to reach the decision-maker.

Source: Sales consultant/author Todd Natenberg

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Keep trying new things

Keith Hanshaw, Media Consultant

Sales is a career which requires you to stay flexible and keep learning over time.

It can be very tough for new salespeople to keep trying different things; it’s tempting to latch on to a single sales channel or a single presentation style as a source of security. Unfortunately, if you let yourself get into a rut, you’ll soon pay the price in lost sales.

It’s crucial to keep learning and exploring, trying new techniques, and generally stretching your mind.

Source: Sales consultant Wendy Connick

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Do you do digital?

Keith Hanshaw, Media Consultant

According to the recently released RAB-Borrell Benchmarking report, as 2017 gets underway, digital advertising has become the predominant form of local advertising. Local businesses now spend more on digital media than on all other forms of media combined. This chart shows the trend in digital spending over the last several years.

It’s not an “us versus them” situation, however. In fact, according the Borrell, traditional media companies (newspapers, TV and radio stations, cable companies, etc.) were responsible for more than $12 billion in digital sales last year, or nearly one-fifth of all locally spent digital advertising.

Radio sellers have relationships with local clients who trust them. These relationships are important to leverage the power of an integrated marketing strategy. When Borrell asked radio managers what is the most important ingredient to capturing more digital revenue, the answer was “training.”

Our advice? Don’t just learn it, live it. Immerse yourself in new technology. Use the various new platforms that are attractive to local advertisers. This way, you can talk intelligently about the platforms with your prospects and clients.

At this year’s NAB Show in Las Vegas on Monday, April 24, there will be a Digital Strategies Exchange for Radio. We at the RAB are pleased to participate with a session called, “Making Money With Digital.” Find out more at www.NABshow.com.

Jeff Schmidt is the SVP of Professional Development for the Radio Advertising Bureau. You can reach him at jschmidt@rab.com.

Source: Jeff Schmidt, RAB

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org

Daily Sales Tip – Analyzing ‘winning’ sales

Keith Hanshaw, Media Consultant

Learning why a sale is won is almost as important as finding out why a sale is lost. But few salespeople ask a customer why they got the sale. They’re happy they got the business and simply move on to the next deal.

If you focus only on why you lose, you may not understand why you win. Debriefing with customers who choose to work with you is a valuable yet often overlooked exercise. It’s always important to understand why you win because this information acts as a powerful complement to the reasons you lose.

Researching wins as well as losses ensures that you receive a balanced perspective so you can continue practices that result in success and eliminate ones that lose sales. Prospects you’ve sold will often be candid about their reasons for giving you their business and provide you with feedback in areas where you might need improvement.

Source: Sales author Richard M. Schroder

If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org