It’s that time of year again when media sales teams across our great land are gearing up for another Vendor Sales Blitz. Some aren’t quite sure what they’ll be selling or how it will help their clients, but they’ve been told they must have X appointments on the calendar and be ready to spend X days in the field with the vendor talking to their customers about a new “Digital Program”. For many, this isn’t their first rodeo, and they already have an idea who they’ll take the vendor to see, including those “best friend” clients who will always sit for an appointment as a favor to a buddy.
By sheer force of effort, sales will indeed happen. Sadly, many will churn out at a high rate later when the customer starts asking questions. The sales reps, never clear on what it is the client bought, and untrained to defend the product or outline its benefits, let them cancel without putting up much resistance. When asked why by management, the reply will say – “the client says it’s not working”. Better coached digital competitors will dash in to pick up the pieces and potentially the rest of your digital marketing budget too.
You may have guessed by now that we don’t think this whole one and done blitz thing is such a good idea. Instead, wouldn’t it better to teach the sales team how to fish on their own? Teach reps to do a proper needs analysis, recommend the right program and then how to keep things sold by continually reinforcing the benefits? Imagine developing a competitive multi-media sales team that drives new digital business month after month, generating a steady stream of lovely recurring revenue (vs a team that is waiting on the next vendor blitz to sell it for them).
Sounds good, doesn’t it? This training aspect is the cornerstone of our Digital Agency Re-seller program, which also includes:
- Full Suite of White Label Digital Agency Solutions – unique best of breed programs beyond what the competition is offering. Offerings like our Lead Machine web and content marketing program, with a focus on converting web visitors into customers for your clients. Or Social Accelerator an innovative program that will help you get your share of the red-hot Facebook market. You can sell them all or a choose a few that packages with your existing program/vendors.
- Fresh Leads in your Inbox – Not only do we teach your men and women how to fish, we deliver fresh prospects to them via our content marketing automation program. We prospect the other 80% of the market that doesn’t buy from you now. If you are looking for true incremental revenue, there are many new B2B and B2C clients in your own backyard waiting to connect with a trusted local provider.
- Rock Solid Fulfillment Process – we know the Devil is in the Details on agency fulfillment and have developed a systematic program for delivering on sold services that is followed carefully by our Hartland, Wisconsin team of 50+. From our white glove on-boarding process for new sold clients to ongoing strategic guidance by our Account Management team, we take great care and pride in delighting your customers and delivering ROI for all.
If any part of this sounds good, please shoot me a note! I’d be happy to setup a quick to call to discuss in more detail.
Email MeFish On my friends…
Daryl Hively
