12 steps to successfully getting the appointment and retaining a client

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Good stuff from Radio Sales Trainer, Dennis Heinz. Read more here.

12 steps to successfully getting the appointment and retaining a client:

1. Get to know the people that work in your building (You’re supposed to be a team)
2. Have a “current” station account list
3. Create your account list from yellow pages, etc.
4. Get the name and contact info of the decision maker
5. Map out your prospecting route (save gas and time)
6. Investigate your prospect from a customers view first
7. Take notes, ask yourself “How can I and my station help”
8. Make the appointment
9. Start the C.N.A. process, get to know your client
10. MAKE THE NEXT APPOINTMENT!!!
11. Send a Thank You note
12. Go to step one and repeat this on going process