2021 is almost coming to an end and it is time to give everything to increase your turnover and meet your commercial objectives. To help you during this period, we would like to share with you some good practices to implement within your management.
#1 / Create cross-media packages to reach a specific target
Allowing your advertisers to reach their audience is an essential element to consider when you make them an offer. With packaged offers, your advertisers can reach a larger part of their target, and for your part, you can obtain additional income. You can create single-channel offers by offering offers from several media, but also create cross-media packaged offers.
#2 / Improve your prospecting
Your salespeople must become trusted partners, rather than just suppliers. They must offer a solution that meets 100% of their needs. To do this, they can use a media planning tool to highlight their solution and allow advertisers to reach an audience that best matches their target.
#3 / Simplify the process for selling your advertising space and automate sales
Customers can be impatient and need information quickly to make a decision. We must therefore give them access to the widest range of information.
Don't make your advertisers wait for proposals or call you with every question. Make sure your process is “remote work friendly,” both for them and for your own team. You can use tools such as the media buying platform Adwanted.com to sell your press advertising space.
Also, you can use tools to give a 360-degree view of operations in real time like Media Services .
#4 / Offer an end-to-end service
If you want your clients to be more receptive to your proposition, perhaps you should offer a service that helps them carry out their advertising campaign from A to Z. If you want to reach smaller advertisers, you will need to demonstrate originality and knowing how to stand out from your competitors. Offering help with ad design and budgeting could set you apart and encourage them to advertise in your media rather than those of your competitors.
#5 / Train your salespeople
Your sales force should not only know your media kits and their associated offers! Your salespeople must be ready to make recommendations to help their customers and best reach their advertising target. Smaller advertisers will gravitate towards media that can guide them according to their specific needs.
#6 / Offer your customers the possibility of paying directly online
For advertising campaigns with small amounts, offer your customers the option of paying for their insertions online. This will save you time and reduce the gap between invoicing and payment. This technique can save your customers time, and it will boost your advertising revenue.
#7 / Communicate about your results and your clients’ ROIs.
An advertiser needs to have visibility on the results of the campaigns broadcast alongside you. During your prospecting, it is essential to offer your clients data visualization solutions allowing them to have a granular view while being as close as possible to the set objectives.
#8 / Use advertising investment
By consulting and analyzing your competitors' advertising investment , you will be able to benchmark your clients' advertisers and thus get an idea of prospects. For example, you can look at your competitors' advertisers over the same period last year. You may be missing some of them. In this case, you can list them and find the contacts on LinkedIn. One of our tools has been specially designed to view the advertising investment provided by Kantar. Don't hesitate to request a demo if you want to know more.
We hope this article has given you ideas for optimizing your sales. Our team remains at your disposal if you would like to know more about our services.
