Are You Selling Ideas?

Prospects are smarter, well read, and in the know. Now more than ever You must be prepared!


Are You Selling Ideas?

Never more than now do I realize it is a time for selling ideas. Prospects are smarter, well read, and in the know. You can no longer walk into a prospects business and say let me sell you an advertising schedule. You have to walk in prepared. Prepared to fulfill a need and give the prospects ideas he hasn't heard before and will not hear from the next media sales rep coming in behind you. The days of order taking are gone and if you plan to stay in the game you had better learn the new rules. In this day of business we have got to be quicker, smarter, tougher, stronger and more creative.

Take that extra few minutes and research your prospects industry. Look for ways that may have worked in the past. Be bold with your suggestions, and do not be afraid to try new ideas. Brain storm with your prospect and get his ideas. Let's face it; no one else will know his business better than he does. Get him involved with his commercial ideas by revving up his own creative juices. This will give him ownership to what you are doing. I am a believer in allowing the client face time in the commercial. This also gives him ownership and branding. I cannot STRESS enough how absolutely vital it is that you Listen, Listen, Listen to what your prospect is telling you, If you are listening and giving him what he is telling you he wants then he is not longer a prospect but a client!

MPrince
August 23, 2009