A few slides I presented earlier this year to a sales team in NJ, very simple and to the point but it's a proven method to generate new business revenue for media sellers.

1. The Process for
Prospecting

2. Prospecting is the first step in the sales process, which consists of identifying potential
customers, aka prospects. The goal of prospecting is to develop a database of likely
customers and then systematically communicate with them in the hopes of converting
them from potential customer to current customer.
In the media sales game, we need a CONSTANT FLOW of NEW prospects going into the
pipeline or funnel.
Salespeople must be running their own personal marketing campaign
in the same way our clients run ongoing campaigns to drive sales.
5 NEW contacts per day + 5 Follow Ups = 10 prospecting touches per day
10 touches per day x 20 selling days per month = 200 touches per month
2400 touches per year @ 1% closing ratio = 24 NEW Clients
24 clients @ Key Account Level 24K = $576,000 in NEW BIZ and 50-100K in COMM!!!

3. Illustration of a process to drive media sales
Media
MonitorObserved
media: radio,
tv, print,
outdoor
Networking
Referrals
Capture Info (screenshot, email, note)
Qualify (Google, CRM, Website, Social
Contact (call, text, email, stop in)
Follow up - most sales happen after
5th attempt to connect!
Book CNA > Present > Close > TLC!
Below is a screenshot I took
on my phone after seeing a
billboard on the NJ Turnpike

4. Prospecting Tool Kit