Market share growth
Their specific business goals
Improve competitive advantage
Delivering results for clients
Benefits, Losses and Testimonials
Need, Money, Desire
Testimonial, Consultative, Can Do
To ensure you have business at every stage of the sales cycle.
To make money for yourself and the company.
To schedule a Customer Needs Analysis meeting.
Both A and C
Provide a testimonial, such as "Business owners tell me that by incorporating our products with their current advertising plans, they gain many benefits."
Build a bridge to defuse emotions, such as "I can appreciate you are looking for the best value for your advertising investment."
Use persuasive language such as "Over XXX, XXXX people with significant buying power turn to our product each month to learn what is happening in our community. What this means to you is that your advertising message is speaking to a significant number of potential buyers."
A feature is a characteristic or fact about your product and a benefit is the discounted price and package.
A feature is a characteristic or fact about your product and a benefit is what it does for the advertiser in helping them achieve their specific goals.
A feature is a characteristic or fact about your product and a benefit is the how the advertiser can incorporate the elements into their media mix.
All businesses need to advertise once you learn their needs; therefore, all businesses are hot prospects.
Businesses that have the need, money and desire to advertise are hot prospects.
Businesses that are entering their slow season are hot prospects.
Disposable income available
Significant buying power
Highly educated professionals
Rely on our product to assist in all their buying decisions
Seven out of ten adults turns to our product on a regular basis
Greatest number of people who have the means to purchase your goods and services