1. Net vs. Gross - Our sales are all “net”. Gross is for agencies that are looking for a 15% kickback.
2. Don’t lower the price, play with the frequency or include digital offerings.
3. Digital is the sizzle on the steak. Often times leading with our digital offerings opens the client’s mind that you are helping them solve problems bigger than just which direct mail publication they will purchase.
4. In an email world, phone calls and text messages are back in vogue. Ask yourself how many things you have purchased from unsolicited emails?
5. Your magazines are your sales brochures, get them out! Having your magazine laying on counters, waiting room tables, and in local racks provides great visibility to those that might live close by but do not receive your magazine.
6. Use MediaOS as much as possible
7. Allow adequate amount of time to take sales hat off and focus on production during deadline
8. Clients can be your most avid sales reps, build a working relationship. Repeat sales, referrals, networking.
9. Utilize social media as a sales