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