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May 4, 2010
May 4, 2010
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When was the last time you really culled the Sunday paper for leads? I pay my daughter fiv ecents for ever advertiser she puts in a WORD doc that I can send to my Sales Manager.
Then...
- Go through all of them in a sales meeting
- Are there accounts in the paper that are not assigned?
- Of those that are assigned, how many are on YOUR air?
- If not on-air, when was the last time a claimed account was called on? These people are active advertisers?
- o If the answer is not in the last three months, move the account.
- Pull the biggest and devise a plan to expose them to radio or present them a Big Idea.
The best prospect is a warm prospect and those that are currently advertising ... just maybe not with you ... are warmest!
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