How Local Media Sellers Can Get Unstuck in the Digital World

1. How Local Media Sellers
Can Get
Unstuck in the
Digital World
Stephen Warley
stephen@unstuckable.co

3. Pick 3 Habits to
Try for 2 Weeks
Secret: write it down + have an
accountability partner

4. Transformative Sales Habits
1. Always Be Connecting
2. Learn + Experiment
3. Intentionally Productive
4. Focused on Results
5. Sell Local

5. #1 Always Be Connecting

6. What Is Networking?

7. old definition:
Ask someone for something
only when you need it.

8. Offer your help to someone
at anytime and build a
relationship.

9. Know Me
Like Me
Trust Me
Buy Me

10. reach out to personal + mutual connections only
.
Quick Win: Personal Referrals

11. search social media for mutual connections
.
Secret: people love to help when request
is specific + reasonable

12. 5 Competitor Rule
ü already
know
pitch,
so
reuse
it
ü create
band
wagon
effect
ü sound
like
an
expert
call on your 5 favorite
businesses

13. when a contact says “no” or looks
like a dead end . . .
Secret: turn them into
an internal sales person

14. solve a problem that’s an easy fix with big results
.
Quick Win: Offer Free Help

15. “Free Marketing Help”

16. constantly monitor clients
Secret: ask potential clients questions
or even ask for help
.

17. assess digital marketing

18. solve unique marketing problems by industry

19. Quick Win: Share Case Studies
ü media
ü ad format
ü ad category
ü budget size
ü marketing
goal

20. share case studies online
case study + testimonial + advertisement

21. 1. why did you use [insert media]?
2. what were the results?
3. what advice can you give to
someone considering buying
[insert media] advertising?
.

22. capture emails + social followers

23. sales presentations are case studies

24. get support, knowledge, motivation and accountability
.
Quick Win: Hang With Like-Minded People

25. get invited to the watering holes of your clients
Secret: more effective than cold calling
because they are disarmed.

26. take notes as your client is talking + ask questions
.
Quick Win: Listen More Than You Talk

27. #3 Learn + Experiment

28. What Are Your
Learning Goals?

29. create your own digital marketing wire service
Secret: share articles with clients or online.

30. archive your research

31. ask your clients + audience what they want
Secret: get engagement + validation

32. experimenting is best way to learn
Secret: don’t go for perfection, take action.

33. #4 Intentional Productivity

34. start day by working on most important task first
Secret: complete most important task
before answering email

35. start day by working on most important task first
Secret: write down 3 most important tasks
before you leave for the day

36. communicate how they minimize distractions
Secret: make a list of your goals, then how
you spend your time at work

37. Are your habits out of alignment with your goals?
Your Work Goals Your Work Habits
Secret: be aware of when you are most
stressed and most tired at work

41. batch respond to email, calls, texts + social media
Secret: try the 10 – 1 – 4 Email Rule

42. focus on what they have control over
Secret: you have more control than you
think, it’s just easier to assign blame

43. very aware of their optimal energy
Secret: get more energy by sleeping more, moving more,
drinking more water + letting go.

44. #5 Focused on Results

45. what percentage of your audience
have you captured?
?

46. digital version of your prospects’ leads

47. #6 Sell Local

48. local advertiser mashups
restaurant + car service + hotel

49. laundry service + grocery delivery

50. candy + dentist

51. doctor + garden center

52. 12 days of stress free holidays

53. educate + train DIY marketers
Secret: generate revenue from local business that
don’t buy advertising

54. sell production services
Secret: there is no free digital marketing; either you
pay in time or dollars.

55. host events
Secret: competitive advantage for local media + help
local businesses reverse “showrooming”

56. #1
Habit Stacking
Routine
Case Studies = Collect + Share + Present

57. #2
Habit Stacking
Routine
Always Be Connecting =
Personal Referrals + Solve Problems + Share

58. #3
Habit Stacking
Routine
Learning Goals =
Experiment + Share + Focus on Results

59. Pick 3 Habits to
Try for 2 Weeks
Secret: write it down + have an
accountability partner

60. Advanced
Digital
Sales
Cer=fica=on
Email
Us:
SalesCert@localmedia.org

62. How Local Media Sellers
Can Get
Unstuck in the
Digital World
Stephen Warley
stephen@unstuckable.co