Hey ya’ll’Hey ya’ll’

Life’s a Life’s a PitchPitch

Selling is SimpleSelling is Simple

____________________________________

Pre-CallPre-Call

R________P________

The Sales CallThe Sales Call

High level sales callReal world

Post CallPost CallE_______I________

ResearchResearch4 Things we need to know:

P______P______C______C______

Research - Research - ProductProductAudience________________________________________________________________________________the best________________

FishingGym

Your ____________

Research Research - Prospects- Prospects

What is a prospect?

Everybody else is a ________?

MMAANN

Research - Research - ProspectsProspectsHow many do you need?

What is the working ratio?Where do you find them?

- ____- ____SuspectsSuspects - ____ - ____ ProspectsProspects- ____ - ____ ProspectsProspects - ____ - ____ SaleSale-____ ____ - ____ - ____ ContractContract 3:13:1

List Prospects working – 100

•Mathernes GroceryMathernes Grocery

Go to your PlannerGo to your Planner

Research - Research - CustomerCustomer

What do we need to know about the customer before we make the call?

Name of the gatekeeper____________Name of the decision maker or influencerKnow the name of the business ownerKnow something about the business

Research Research - Customer- Customer

How do we get the information we need to know about the client?

__________________________________

Research - Research - CustomerCustomer

The best way to ask for information is to say:Hi! My name is ________ with _____________What is your name? We want to send information about advertisingto the person responsible for advertising. Who makes the advertising decisions? What is their position? Who owns the business and how do you spell that?

Call client and get the name of the Decision Maker, Owner, Receptionist, person behind

the cash register, etc.

•Mathernes GroceryMathernes Grocery William HenryWilliam Henry Mike SmithMike Smith •Beth MoreBeth More •258 1300258 1300 •1381 Forest Dr1381 Forest Dr •$700$700You value You value in the in the

market just market just went upwent up

Research - Research - CompetitionCompetition

Who are they?__________________________How much do they_______?What is their

__________________ & _________________?

What is the other media’s?______ / ___________ / __________Where can you find this information?

Call and askAgenciesPublished rates

All other media companiesCost

Strength Weakness

Reach Frequency Circulation

Pre-CallPre-Call

ResearchPlan

PlanPlan________________________________________________________________________________________________________________________________You better have a plan for your next step ..or

The Sales CallThe Sales CallWhat’s a good day?

10 53 2

Have you ever done this?

The Sales CallThe Sales CallHow do you make the call

POGPOPCCA

The Sales CallThe Sales CallAdvertising

How do you advertise now?What percent of your advertising goes into___________________________?What is your annual_________?What is your _______promotion?What is your _________?What are your best _______months?When do you need the most ______?

The Quick Sales CallThe Quick Sales CallI would like to show you what your competition is doingWe had a client just like you…

Post CallPost CallEvaluateImportant

Post CallPost Call - Evaluate - EvaluateHow ___________the call go?What did I do ___________What could I do ______________ next time?

What’s ImportantWhat’s Important

Thank youThank you