Are your salespeople prepared for 2008's spiraling paper costs?
Are they complaining about your price being too high now? If so, how are you going to overcome this objection when paper prices start climbing and you have to increase prices substantially?
Your safest bet is to make sure your clients are secure in their selection of your publication. If you are a last choice now, you probably will be no choice next year. If you get one or two "pity buys" now when your competitors get full year schedules, you will be behind the eight ball in a few months when you are selling next year's issues.
Make sure your salespeople are going about sales so your competitors lose when you everyone is raising rates next year... not you. If you are not comfortable that your salespeople can outsell your competitors when the going gets tough, make this a priority now. Otherwise you will be in crisis mode next year, wondering what you can do to catch up... and it may be too late.
What changes can you make to your product to make sure it is the most saleable? Make them now! What training can you give your salespeople to make sure they are the most armed? Give it to them now. You know what objections you're having the most trouble with. Find solutions for them now. If you wait, you may find it's too late to make up for lost time. If you'd like some help, visit www.MagazineAdvertisingSales.com or call me at 954-476-0067.
Here's to stress-free ad sales,
Jenae Rubin
Jenae@MagazineAdvertisingSales.com
www.MagazineAdvertisingSales.com
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