$0 to $950,000: Building a Book of Local Advertising Clients, the First 3,000+ Calls

David W. Flash

I still have detailed sales activity reports from when I was getting started at Valpak and Elegant Living. The reporting was created to self-monitor my own activity and results.

The “calls” sheet covers my first 4 months at Valpak, over 3,000 “touches” resulting in $123,298.50 worth of signed advertising agreements.

Recording all of my activity and results helped me learn what tactics worked for me and my market, and what did not. Sorting “touch” activity by prospect name yields a “trail to the sale” view for each account won.

The sales chart below my covers my bookings signed first year at Valpak / Elegant Living. It shows 2 years worth of mailing months, as bookings signed in the first year spilled into the next year’s mailings.

Screen Shot 2017-10-21 at 2.57.10 PM

In 2011, after 5 years with the company, my personal combined sales in the Valpak envelopes and Elegant Living magazines, exceeded $950,000 annually. Six…

View original post 255 more words


Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s