Challenge: Prospecting for a new account leads to a client in need of exposure
Courtney Carter, account executive for WHO 13, went through a two-year period where her company did not have AdMall. As an avid user who loved its prospecting tools, she was excited when the word came down that they were getting it back.
“Now that we have gotten AdMall back, I have more exploring to do,” said Carter.
With the means to explore back at her fingertips, Carter got right to work prospecting for new clients. That led her to a local roofing and siding contractor.
“I met with the gentleman who runs the [Des Moines] location, who then took my proposal to the owners for approval,” said Carter. “The company has recently expanded into the Des Moines market and specializes in roofing, gutters and siding.”
Solution: Turning to the Get-Smart-Fast tool for prospecting
The hardest part of any salesperson’s job is finding the next target. Prospecting that takes too long just means revenue lost. AdMall helps alleviate the pain and frustration of a long prospecting cycle with the use of its various sales tools.
The Local Account Locator can pinpoint up to 20 prospect results within a 15-mile radius in seconds. And then there’s the Get-Smart-Fast tool which is an A‑to‑Z list of all our 400+ business types in AdMall. Just pick the industry you are prospecting, then select your market and AdMall will quickly display the Local Account Intelligence Report for that industry.
“I utilized AdMall's Get-Smart-Fast tool for prospecting,” said Carter. “I looked up roofers first and exported [the lead list found in the report] to Excel. I called the first one on my list, got an appointment.”
Result: Exploring in AdMall leads to revenue generated
Carter, an 8‑year media sales vet, didn’t need to do much work to find her new client, thanks in large part to the ease with which AdMall helped her do her prospecting. In the end, it helped lead her to a solid sales figure for a short campaign, with room to grow.
“I sold them a six-month multi-media package that incorporates TV and who13.com digital products,” said Carter. “The campaign totaled $16,440.”
While not every sales rep will have success when they call on their first prospect, having the tools available to make the process quicker and easier is a huge benefit over your competitors who do not. Carter has some simple words of advice for reps just starting out with AdMall and who need great intelligence to help them find and close deals.
“I use AdMall quite a bit before and loved taking advantage of the co-op [ad funding] and category info,” said Carter. “I love the local account lists, as it highlights businesses that we have not seen or heard of before to call on for new business. It’s a great tool for our clients and for us as account executives. It provides valuable information that we can share with our clients. It’s easy to use and I love the information it provides.”
AdMall’s Local Account Intelligence Report is available for over 400+ business types and provides a myriad of research from the local, state and national level. It is the baseline report a rep should run before their first sales call that will put them on a level playing field with a potential client.
Everything from market demographics, consumer spending, marketing/budget figures, top products sold, industry challenges and opportunities and more can be found in this report. If you’d like to learn more about the Local Account Intelligence Report, feel free to register for the next AdMall 101 webinar HERE!