Are you a skilled ad salesperson or just a lucky one? One might argue that skill and luck are one in the same. There’s an old saying that luck is when preparation and opportunity come together. Skilled ad sales people make their own luck. Have you ever had a colleague that seems to always have good solid opportunities fall in their lap, while you really have to work hard and grind for it?

Think of sales as farming, you don’t plant a seed today and come back tomorrow looking for a bunch of big, red juicy tomatoes. Sow today, and if you diligently and consistently water and nurture your leads, you’ll be eating well very soon. Last year’s tended and nurtured leads could be today’s beautiful garden.  Here’s a few tips to help you get started.

• Stay on the radar– Alert your prospects of deals/savings or points of interest while you’re awaiting to close the deal. This could push them to make a decision sooner than expected.
• Check in with old contacts– Set up reminders to contact leads at least once a quarter or monthly
• Rethink what no means– No could just mean ‘no money this year’ or ‘we are waiting for direction from new management’. Investigate to find out the reason behind the NO.
• Think out of the box– Don’t just keep calling to see if the no has turned into a yes. Send them interesting information about their industry or details on a conference they should attend.  Be a resource for them, not just another salesperson.

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