Your Prospective Advertiser Database Can Be a “Secret Weapon”

David W. Flash

Depositphotos_77311110_l-2015Your Prospect Database is your most valuable “secret weapon” as a Media Sales Professional. It allows you to focus your sales efforts on prospective clients who are already advertising in  media similar to yours.

Copies of ads that prospects are placing in competitive media along with rich data about the prospect are your most powerful tool for pre-call planning and starting relevant sales conversations with the prospect. Conversations focused on the client instead of a typical “pitch” will make you stand out as a highly informed marketing consultant who cares about their business. This will, more than anything else, help you to gain the prospect’s trust and win the business.

The database also holds detailed information related contacting the prospect that goes far beyond a name and number, this includes social profiles, email addresses, and complete mailing addresses that enable marketing activities to be directed at these “high value” prospects very…

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