In sales, perhaps more than any profession, first impressions can make or break your potential to get your desired outcome. A client’s initial reaction to seemingly minor things, like your body language, can peak their interest or scare them off. It can build your credibility or make you come off as sleazy and untrustworthy during your ad sales presentations. It can get you closer to earning your next ad sales client or closer to the front door. Here are a few of our suggestions for making introductions that impress: Show the gatekeeper some love: The receptionist or assistant to the decision maker wields power often underestimated with …

It happens to the best of us. Few things are scarier for an ad sales rep than being caught totally unprepared for your ad sales presentations. Perhaps you forgot your laptop in the car that is at the shop being repaired this week, grabbed the wrong presentation materials rushing out the door, or you happen upon a great lead on the train ride home. These incidents don’t have to thwart your chances for getting the sale. In fact, played correctly, this can show your potential client-to-be how well you work under pressure. Your smartphone or tablet armed with the right …

Fathers teach us a lot as we grow up. We've found that the same life lessons we learn from Dad can actually be quite useful when it comes to our work as an ad seller. Look out for the best interest of our clients and advertisers. We think it's essential to consider the real value that we are creating. In a previous post ("Is Your Advertising Representative Thinking Long-Term?"), we talked about thinking strategically and not just transactionally. Just like Dad looked out for us, we think it's our responsibility to look beyond the short-term win. Pay attention to what clients need. Time, attention, …

During an early season episode of Mad Men, John Slattery’s character, Roger Sterling, offered this advice about business: "I don’t know if anybody’s ever told you that half the time, this business comes down to 'I don’t like that guy.'" The same wisdom applies to your advertising representative's approach to prospective ad sales. Part of AdBoom Advertising's work in advertising sales representation is to show why your ad products have greater value and offer greater opportunity. Often, however, the differentiating factor that helps companies sell ads better is the relationship between the advertising representative and the prospects. Top-performing salespeople understand the difference between …