Know Your Product, Be Yourself and Build Relationships
Connect Through Friends and Family
- Tell everyone you know about what you are doing.
- Give everyone at least 3 cards so they can pass the on if opportunity arises.
- Ask them if they can think of anyone who might be interested in buying advertising.
- If they give you a lead, make note of the name and who referred you.
Connect With Community
- Take your business cards everywhere you go.
- Leave business card on the counter whenever you patronize a business.
- Post business cards on bulletin boards and drop in bowl for free lunch prizes.
- Post flyers wherever allowed.
Collect Cold Leads
- Check the newspaper for businesses openings and send a welcome to the community card and enclose your STA business card or flyer.
- Use Search It! tool to locate local businesses.
- Discover directories, either online or in library
- Get list of major employers in the area from chamber of commerce.
- Ask if they will give/sell labels for their members to you.
Make Initial Contact
- I would suggest you telephone the company and ask for the title and the name (correct spelling) of the advertising manager.
- If you cannot connect to him/her, ask the person you did reach how to best share this information with the ad mgr.
- When they help you, and they will if you ask nicely, thank them and get their information.
- Send a little card or email saying thank you to that person.
- Follow up with ad mgr.
- Get a telephone headset.
- Use any opportunity to introduce yourself and the business.
- Try to build relationships and not sell advertising and you will do well.
- Organize your list in database, Outlook, Word document or on index cards.
- Set reasonable goals like I will contact three new leads each day.
- Practice what you will say to a rude NO, answer questions, and counter objections.
- Write these notes down on index cards or in your calendar for easy access.
- Setup a reminder system for follow-up (tickler file).
- Join chamber of commerce, hold the open house, go to meet and greets, volunteer.