Knowledge is power and the more knowledge you have about the clients on your list the better. Do you use index cards, manila folders or electronic data base software to keep and store information on your accounts? Any system will work but the idea is to...
Like it or not, it's tax time again. Hit the phones this week and get in front of as many tax specialists, financial planners, money managers and accounting firms as possible. The key to working with this business category is to propose long term schedules not...
Here's an idea that's easy to implement and will make a favorable impression with your prospects and clients ...
Your Speakers Series can take place at your local Chamber Of Commerce, local conference center or even your stations board room. I've done meetings at the Kentucky Broadcasters Hall of Fame, a civil war era hotel in New York State and even a haunted restaurant in...
Selling with spec spots is the most valuable weapon in your war chest and probably the tool you use the least. Every week I travel around the country and discuss spec spots with sales managers and they all say the same thing ...
Every morning show should have a fixed position comedy clip feature with a 52 week sponsor. Your listeners will plan their mornings around your comedy clips and there's an endless supply of great material from classic comedians like George Carlin, Bill Cosby, Jerry Seinfeld...
It's a great idea to join at least one local civic group in 2010. The contacts you will make will be priceless and your return on time investment will come back ten fold. There are hundreds of civic organizations to join ...
Circulation Directors have marketing budgets to help them obtain new subscribers and the quickest way to make that happening is to distribute free samples. We had a new Home Depot opening in our market and I approached the Store Manager with the idea of...
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...
Tom Hopkins teaches sellers to tap into all the human senses whenever possible when making a presentation ...