15 Dec When you are ready to make a very important presentation to a key account, make sure you tap into your Home Court Advantage
Professional sports teams all enjoy the Home Court Advantage and it shows in the statistics. The Home Team wins a high percentage of games (NBA 59.8%, NFL 56.5%, NHL 55.4% and MLB 54.8%.) When you go the prospects place of business to make the big presentation, you are working at a disadvantage. Whenever possible, get the client to come to your Radio/TV Station.
Invite your prospects to a fun afternoon of entertainment including a limo ride to the station, an informative tour of your facilities and let them say “Hi” to their friends and family over the airwaves. Finally, serve them a catered lunch in your conference room while you make the presentation. This is just what we did in Grand Rapids, Michigan with 21 different prospects and all 21 clients bought a jingle and a 52 week marketing program.
Use your Home Court Advantage with key accounts whenever possible … You will be in charge of the meetings, there will be no distractions and your clients will like the way you treat your customers.