Networking for radio sales professionals from Grace Broadcast Sales.
I find that many prospects will ask you to put together a proposal for them, but it's really just a polite way of getting rid of you. Unless you have a budget that the client gives you, you can't put together a proposal for them. I suggest that you try to schedule an appointment to do a CNA to determine his target customer so that you determine which station that they need to run on and to find out his budget.
If you can't get an appointment, you really can't put together a proposal.
I would say that it probably is a brush off but that doesn't mean it's time to write them off, yet... You can still convert this to a sale but it's going to take some manipulation. I had the same thing happen a while back. After three weeks of him promising to look over my proposal and not returning my calls I finally got a hold of him and said "Listen, if you aren't interested that's just fine but I have other clients I've been talking to that I think this same campaign could be adapted to so if you don't want it let me know and I'll go give it to someone else." He jumped right then saying "No! Don't do that!" Threatening to take his advertising to the competition was the motivation that it took to get him to move and now he is one of my biggest advertisers. Not that it will work every time, nothing does but dangling something in front of your prospect then taking it away often works very well for me.
Yes, it's possible that he is brushing you off. The sale often starts right at that question "send me a proposal' it's not always easy to think about this at the time, but maybe next time you might want to say.
"Happy to send you a proposal but so we do not waste each other's time... let's schedule a meeting now to go over some specific questions I have on attracting new customers to your business."
I am sure you have heard this type of approach before, but it is about qualification... are they serious.
I find this question helps me and tell me very quickly if it is a brush off or not.
Hope this helps...
Well done to you... getting back just on this feedback tells me you are doing the right things to be a great direct media sales person.
Just bear in mind to put a time line on this client to accept and work with you... if they do not want to move on... never be afraid to ask... "are we going to do business together?"
Thanks Mike. I will definitely start setting a time line. Also Because i have been trying to be tactful, i wll use the last line are we going to do business together...Thanks alot