Host-Read Ads 10

Here is my guideline for selling successfully:

1. Start your meeting with an agreement about what will happen at the end of the meeting - set this expectation at the top - you will decide if there will be a second meeting to consider a campaign or if perhaps this is not the right fit or time. Establishing this takes all the guesswork out of the steps, and everyone is clear about the expectation.
2. Always take selling out of your first meeting - make it a discovery call & do your research about them and their company. Ask about existing and past advertising campaigns, who are their customers, what are their growth goals, what is their expectations from a campaign, etc. Be curious and make it all about them.
3. Only focus on what you can do for your potential partner - provide them with the benefits of advertising with you, do not focus on the features you have, but on how it will benefit them. As I said, make it all about them.
4. Position yourself as the transformative person they can work with to help them achieve their goals. Acknowledge their issue, perhaps discover more. You want to be the expert to make their life better. Be their agent of possibility and introduce a new way to help them reach their goals.

Then end your exploratory meeting with a commitment for a 2nd to discuss a potential campaign or if the time is not right/it's not a good fit. And always lead all meetings with honesty, integrity, and transparency.

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