Page 17 - Ad Spot Local Sellers Guidebook (v1.1) Digital

At this point, after delivering an amazing pitch, the potential
client has soaked up a good bit of information about how
we work and what we do for them. If they are interested
they will more than likely have questions for you. Answer
any questions to the best of your ability by studying the
topics covered in this book and looking over our website.
If they have questions that you cannot answer, tell them
politely that you are not sure but the owner will contact
them personally to answer any other questions (make sure
to get their contact information). Your goal is not to close a
sale right then and there, but have them strongly consider
us as a marketing option for their business and to go to our
website to purchase their ad.

If they seem interested at this point, hand them one of the
provided marketing packets that go over mail routes, ad
sizes and prices. Go over each page with them and explain
each page in the marketing packet. This is the leave-behind
that will likely lead to a sale as when they have time to go
over and think about your presentation and pitch more
later. You should also point out to them the special...