how local media sellers can get unstuck in the digital world
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How Local Media Sellers Can Get Unstuck in the Digital WorldTRANSCRIPT
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
