Internet Advertising Sales – A Cold Game
As a local business owner more than likely you’ve been approached by an advertising sales representative. If not you will. There are thousands of businesses, which have been ripped off by broken promises. Therefore, you have to be careful and more importantly educated before you do business with them.
First, lets start with the traditional Yellow Page companies. There are multiple companies who represent the “Yellow Pages”. The name isn’t patented; therefore any person or organization can start a company to represent the “Yellow Pages”. This can be very misleading.
For a sales rep working for any one company they will often have one single and primary objective – quota. There are many advertising companies that have what you call a “burn em and churn em” business model. They hire lots of people who are uneducated and clueless about Internet advertising. They spend millions of dollars each year on manipulative sales training and objection handling. During their training they teach them to make as many cold calls as possible every day. While making calls they are trained to sale each person the most amount of stuff they are willing to pay for and worry if it works later. Needless to say, this is a high turnover industry.
Questions To Ask Sales Rep:
ü How long have you been with the company
ü What Internet marketing Training have you received
ü Do you have any certifications
Inevitably, because of some of these unethical practices many companies have received thousands of bad reviews. Before you do business with any company make sure you “Google” their direct business name. Also, see if they’ve had any other business names before. Make sure you use every variation of their business name before you purchase a package from them. For example, you would do a search (company x advertising reviews). To save yourself some time you may tell the rep that you want to do some research before your purchase. It’s actually kind of funny because you’ll notice a puppy dog look on their face. The reason why is because they know there are plenty of people expressing their experiences from doing business with their company.
I don’t mean to say that all big agencies have bad products. They actually have phenomenal products. The problem is that they have sales people putting the campaigns together instead of qualified Internet marketing consultants.
One way to make sure that you receive good service is to work with skilled agencies that partner with other companies. Because they partner with other agencies they can pull from multiple resources to put together a high performing campaign that works for you.
The information within this eBook will provide you with the education needed to know if a sales rep is knowledgeable and genuine or trying to say anything to get your hard earned dollars.
