Sales Tip - Go For the 'Gold'

That's "gold" as in money. Stations that deeply explore advertisers' and prospects' needs uncover a variety of advertising objectives needing a variety of media. Invest your time in fully understanding your clients' businesses and needs. Armed with this information you will be able to better prepare an integrated marketing solution that generates more "gold" for your clients and you.

Identify 5 advertisers on your account list this week. Use the "Find It Fast" feature on rab.com for each of those advertisers' business categories. Read the information and prepare informed, professional questions to ask them during in-depth CNAs next week. There is no doubt you will learn something new in those conversations that turn up incremental revenue opportunities.

Source: John Potter, SVP/Professional Development, RAB