Growing a business is only sustainable when there’s substance to back it up. Bigger isn’t always better. Digital sales specialist Michael Kupniewski, of the Erie Times-News, was well aware of this when he reached out to a local real estate attorney.
Tag: Sell Smarter Award Articles
Name recognition goes a long way and will attract customers far and wide. So how can smaller, local businesses hope to compete? Jordan Estes, of the Statesville Record and Landmark, had this question on her mind when she approached a motorcycle dealer in his town. The owner had been losing clients to big box retailers in the area, but Estes had a plan.
Account Executive Danielle Bernard, of the Hickory Daily Record, understands the importance of standing out, especially when many similar businesses compete on the same playing field. Such was the case for a local family-owned funeral home that just couldn’t seem to break away from the pack.
When a small business goes through a dry spell, it oftentimes just takes the right person to come along and dust off the cobwebs. Meet Michelle Rutledge. The Journal Star representative likely had cleaning on the brain when she approached a local HVAC dealer that was stuck in a rut.
Closing a deal isn’t the end of a sales relationship. A good relationship can last for years, with needs and opportunities evolving as the market does. And so, when Tiffany Marchand, of the Tri-County Times, discovered co-op advertising dollars for one of her current clients, she picked up her phone right away.
Jordan Estes has only been in media sales for a year and a half, but he already has a good grasp of the industry. Recently, he took his talents to a financial planner in the area who had been struggling to make a name for himself in the local market.
Having word-of-mouth credibility on your side is invaluable for a small business. Building that kind of trust and credibility in one’s market is no easy feat, and it’s what keeps people coming back time and again. But in a digital era of online marketing, consumers are making more decisions based on what they see on their computers and smartphones and fewer based on what they find out in face-to-face interactions.
Closing a sale is challenging enough. But reselling to a former client who hasn’t bought in more than two years? Now, that requires something extra. But for Sales Executive Pamela LaPierre, of WSBT-TV in Mishawaka, Indiana, the payoff was worth the added effort. The 25-year veteran of media sales had not only her experience to rely on, but she also had been using AdMall for half that time. And so, she was more than prepared when it came time to meet with a local home maintenance business.
Danielle McNeely is so stranger to success. The Multi-Media Specialist from The Statesville Record & Landmark has used AdMall to close many sales since she started selling advertising in the fall of 2017. So, when a local animal hospital called her to purchase print advertising about their company’s name change, McNeely didn’t see it as a simple sale.
In the world of sales, it’s a problem that comes up time and again. Small businesses can be hard to sell on advertising, often because of restrictive budgets, a slow shift to digital platforms, or a combination of the two. Such was the case for Mark Wert when he approached a local home decorating and remodeling store. The multimedia representative for the Daily Item knew that the storeowner was hesitant to fund any new advertising, so Wert turned to AdMall’s assistance to help plead his case.
We get it: change is hard, especially when it comes to new business ventures. So, when Account Executive Deby Okum approached a beauty and barber school in Daytona Beach, Florida, she was not surprised to learn that it was in dire need of a new lesson plan. Specifically, the school had never run a digital marketing campaign, and as a result, was losing out on tons of potential opportunities for growth.
In the world of media sales, one learns to have thick skin. That’s because for every sale made, there are twice as many lost. But such is the nature of the business. If all the pieces don’t fall into place, a solid pitch can often be DOA.