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Sales tactics

T

tzbarber

Just got a voicemail from a salesrep of a Jackson area station. I assist a non-profit in promoting an annual event and I guess the organization referred him to me. The guy obviously didn't know who I worked for,and he went into his sales pitch on the voicemail, using some "shaky" data and claims, and making a telemarketing type pitch. And we wonder why advertisers don't take us seriously.
 
TZ: Taboo...We never make an initial pitch like that....it's face to face with the decision maker...and no one else....you may be later shifted to some one else...but the DM is first! Of course, you already know that, but many novices will pitch the urinal on the wall.. and the results are what you would expect...where are the real sales managers? JBI
 
WIth turnover like it is, what can you expect.
 
I got a sales call last year with the caller ID listing a New York phone number. The saleswomen was trying to sell me spots on a local christian AM that was dark. I told her over and over that there was no station on that frequency in my area and she just ignored me until I finally tired and hung up on her.

Like JBoyd said, I've never bought media add space or time from anyone unless they were sitting in front of me or I personally knew the salesman.

Now if I could just get rid of the foreigners calling and trying to sell me the top listing on Google when a quick Google search shows that I'm already there... without paying a dime.
 
My brother had a salesman try to sell him a spot on a 50,000 watt station in Laurel (890 AM) The problem is, 890 AM has never been 50,000 watts as far as I know. Fudging on a stations power levels seems to be a common thing. There are stations advertising 100KW on FM that aren't quite that powerful.
 
tzbarber said:
jo-nathan said:
WIth turnover like it is, what can you expect.
Click to expand...

I'd expect salespeople in my profession to be professional,not misleading. Hey,but what do I know?
Click to expand...

I wasn't condoning his/her actions, rather just meant that we shouldn't be surprised.
 
How in the heck to you sell someone something until you know what they need?
Some sales people never learn that most everyone likes to buy...few people like to be sold.
 
Me personally, I like the line that Comcast uses at the moment! It sounds like an old cliche, but basically it went something like, "Running your business without advertising is like turning off the power to your open sign."

I know its not really relevant to this topic of conversation, but I like this slogan...maybe it can help someone in sales...
 
In direct sales...I think you will find most business people are interested in customers...not listeners, power output,
format details (We play five in a row) and the like.
If you have 100 listeners and can motivate 10% to buy something...you are ahead of the guy with
three times the audience who can only get 2 or 3% to go out and buy.
Good copy, less cluttered ( more frequent) commercial blocks, and compelling
programming.
I don't understand how a commercial deep in a block of 12 units sells much of anything.
 
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