how local media sellers can get unstuck in the digital world

How Local Media Sellers Can Get Unstuck in the Digital World

Stephen Warley stephen@unstuckable.co

Pick 3 Habits to Try for 2 Weeks

Secret: write it down + have an accountability partner

Transformative Sales Habits

2. Learn + Experiment 1. Always Be Connecting

3. Intentionally Productive 4. Focused on Results 5. Sell Local

#1 Always Be Connecting

What Is Networking?

old definition:

Ask someone for something only when you need it.

Offer your help to someone at anytime and build a relationship.

Know Me

Like Me

Trust Me

Buy Me

reach out to personal + mutual connections only .

Quick Win: Personal Referrals

search social media for mutual connections

.

Secret: people love to help when request is specific + reasonable

.

ü already  know  pitch,  so  reuse  it  ü create  band  wagon  effect  ü sound  like  an  expert      

call on your 5 favorite businesses

5 Competitor Rule

when a contact says “no” or looks like a dead end . . .

Secret: turn them into an internal sales person

solve a problem that’s an easy fix with big results .

Quick Win: Offer Free Help

“Free Marketing Help”

constantly monitor clients

Secret: ask potential clients questions or even ask for help .

assess digital marketing

solve unique marketing problems by industry

Quick Win: Share Case Studies

ü  media ü  ad format ü  ad category ü  budget size ü  marketing goal

case study + testimonial + advertisement

share case studies online

1. why did you use [insert media]? 2. what were the results? 3. what advice can you give to someone considering buying [insert media] advertising? .

capture emails + social followers

sales presentations are case studies

get support, knowledge, motivation and accountability .

Quick Win: Hang With Like-Minded People

get invited to the watering holes of your clients

Secret: more effective than cold calling because they are disarmed.

take notes as your client is talking + ask questions .

Quick Win: Listen More Than You Talk

#3 Learn + Experiment

What Are Your Learning Goals?

create your own digital marketing wire service

Secret: share articles with clients or online.

archive your research

ask your clients + audience what they want

Secret: get engagement + validation

experimenting is best way to learn

Secret: don’t go for perfection, take action.

#4 Intentional Productivity

start day by working on most important task first

Secret: complete most important task before answering email

start day by working on most important task first

Secret: write down 3 most important tasks before you leave for the day

communicate how they minimize distractions

Secret: make a list of your goals, then how you spend your time at work

Are your habits out of alignment with your goals?

Your Work Goals Your Work Habits

Secret: be aware of when you are most stressed and most tired at work

batch respond to email, calls, texts + social media

Secret: try the 10 – 1 – 4 Email Rule

focus on what they have control over

Secret: you have more control than you think, it’s just easier to assign blame

very aware of their optimal energy

Secret: get more energy by sleeping more, moving more, drinking more water + letting go.

#5 Focused on Results

what percentage of your audience have you captured?

?

digital version of your prospects’ leads

#6 Sell Local

restaurant + car service + hotel

local advertiser mashups

laundry service + grocery delivery

candy + dentist

doctor + garden center

12 days of stress free holidays

educate + train DIY marketers

Secret: generate revenue from local business that don’t buy advertising

sell production services

Secret: there is no free digital marketing; either you pay in time or dollars.

host events

Secret: competitive advantage for local media + help local businesses reverse “showrooming”

#1 Habit Stacking Routine

Case Studies = Collect + Share + Present

#2 Habit Stacking Routine

Always Be Connecting = Personal Referrals + Solve Problems + Share

#3 Habit Stacking Routine

Learning Goals = Experiment + Share + Focus on Results

Pick 3 Habits to Try for 2 Weeks

Secret: write it down + have an accountability partner

Advanced  Digital  Sales  Cer=fica=on  

   Email  Us:  SalesCert@localmedia.org  

How Local Media Sellers Can Get Unstuck in the Digital World

Stephen Warley stephen@unstuckable.co