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OOH Sales Blogs
Published:
February 18, 2024
Why You are Not Getting a Response to Your Prospecting Emails
We work hard on the front end before we ever reach out to someone. We create a hyper-personalized message. That may not be what all of us are used to doing, but it’s what we need to do if we want to beat our OOH and other media competitors. Before we ever reach out, we want to find some things that we can talk about that will help us to make this case to each one of our prospects: Of all the people in the world, you are the only person on the planet who could have received this particular message. If we don’t make that case, then we don’t even make it onto the radar screen. I realize that’s a paradigm shift. What used to work just doesn’t anymore. I can’t keep doing what I always did and expect I am going to get different results. I realize it takes some effort on our side. But that’s the reality. And I promise you it takes less time and effort than you may think.
Published:
February 2, 2024
When to Put Your Consultant’s Hat On
Human behavior is a funny thing in that it tends to be very predictable. For instance, people tend to buy based on the emotion of the moment and then justify their decision intellectually. Almost all of us repeat this cycle over and over again when we are buying most things. When we are in the scenario above, we also must remember this about human behavior as well and use it to our advantage. For most people, fear of loss is greater than the desire for gain.
Published:
January 22, 2024
If You Are Telling, You Are Not Selling
Over the years I have posed a pivotal question literally thousands of times to OOH professionals: Is selling merely about telling? Unfortunately, more than you might guess responded that they believed that it was. Often, when people find themselves in a selling situation, they believe they should educate the prospect about OOH advertising, about how we do what we do, and why we do it. What we do that sets our medium apart from all others.‍ Often, when people find themselves in a selling situation, there's a prevailing misconception that prospects need an exhaustive education on OOH advertising—insights into how we operate, our methodologies, and what distinguishes our medium. However, this approach misses the mark.
Published:
January 22, 2024
Creating Your Recipe for Success in 2024
‍As we are closing out a very strong 2023, we're actively engaging with our OOH clients, guiding them through comprehensive goal-setting exercises to position themselves for success in 2024. As sales professionals, understanding our driving force is crucial. What are we aiming to achieve personally? Clarity on meaningful personal goals allows us to chart a course for success – after all, one can't hit a target they don't have!
Published:
January 4, 2024
2024, Do or Do Not…There is No Try!
May 2024 be a year of unwavering commitment and accomplishment for us all. Setting goals is just the beginning. The real test lies in our commitment to taking actionable steps. Reflect on your life, both personally and professionally. Where are you merely "trying" instead of wholeheartedly committing? The distinction between the two can shape the trajectory of your personal and professional life in the year ahead. Remember, in the words of Yoda, "Do. Or do not. There is no try."
Published:
December 18, 2023
Close the Sale or Close the File
If a prospect evades a straightforward answer or provides a clear "no" response, it signals a lack of willingness to invest further. In such cases, it's likely time to close the file. Your next steps will determine whether you descend into the sales limbo of hope, a state we aptly call being addicted to "Hopium." In this state, positive outcomes are elusive, regardless of your efforts.
Published:
November 12, 2023
Is Your Child A Better Salesperson Than You?
Pay closer attention to your child's persuasive tactics – you might discover some valuable sales lessons. You'll not only gain insights into their creativity, determination, and conviction but also realize that these qualities are equally important for a successful career in OOH sales. Wouldn’t you agree?
Published:
November 3, 2023
The Professional Never Does Anything by Accident
As a professional, they do what they did as a novice OOH salesperson…on purpose. They talk less, listen more, and “accidentally” close more sales.
Published:
October 20, 2023
Preventing Buyer’s Remorse, A Proactive Approach
In sales, it's not uncommon for salespeople to secure a buying decision from a prospect one day, only to receive a call the next day, with the prospect wanting to put the sale on hold or, even worse, cancel it altogether. It's a frustrating situation, and you may have experienced it too. So, what went wrong in these cases?
Published:
August 24, 2023
OOH Sales: 7 Proven Strategies to Overcome Procrastination
As an OOH sales professional, your tasks often fall into two distinct categories: those you enjoy and those you'd rather avoid. While the enjoyable tasks get checked off quickly, the less appealing ones can be easily postponed, leading to classic procrastination. ‍
Published:
August 18, 2023
OOH Sales: 6 Steps to Better Listening on a Sales Call
Never forget, everyone’s favorite topic is themselves. If you want to create an environment where you establish rapport have the prospect share with you exactly what you need to know to properly solve their business issues…shut up, you talk too much. Be a better listener!!
Published:
August 7, 2023
Reframing OOH Sales: True Success Is Not As You Perceive
At times, an effective salesperson must demonstrate toughness, even at the risk of seeming unlikable. Therefore, don't simply equate sociability with success. A proficient consultative OOH salesperson will probe, and pose difficult queries to uncover their clients' business issues. They do this to offer the best possible solution, helping clients overcome significant challenges or capitalize on significant opportunities. Are you ready to undertake such responsibilities, or are you too preoccupied with the desire to be universally liked?
Published:
June 26, 2023
You Can’t Sell OOH Advertising To Anyone – They Must Discover They Want It
In sales, telling is not selling. It's critical to pose detailed questions or share relevant anecdotes that will help potential clients uncover the advantages of OOH advertising (or leasing their land) for themselves. People may be skeptical or even deny the validity of our claims, but they will never dispute their own realizations. In our OOH Sales Masteryclasses, we encourage salespeople to think of themselves as guides, leading prospects on a journey of self-discovery about their business through carefully designed queries.
Published:
June 12, 2023
Let’s Get Emotional, and Make More Sales
Leave the features and benefits aside. Dive beneath the surface, uncover the prospect's genuine motivations, and ask questions that expose their pain, using their own words. Pain is an immensely powerful emotion that prospects will do anything to avoid. So, forget about features and benefits. When you effectively evoke emotional pain, particularly in the present moment, and demonstrate that you have the means to alleviate their distress, you're one step closer to closing the deal. ‍
Published:
June 9, 2023
Stop Showing Up and Throwing Up
OOH Salesperson walks through the prospects door and greets the business owner with a big, friendly smile and wonders if they ever considered billboard advertising to get their message out. It’s their lucky day! We have an available board right near their location…it’s perfect for their business AND I’ve got this beautiful piece of spec art that would be just the ticket. Sound familiar?
Published:
May 15, 2023
Stop Spending Your Time Drilling Dry Wells
The average OOH salesperson spends most of their time with prospects who never become clients, and only about 30-35% of their time actually selling. Without an effective method to qualify prospects, salespeople often waste time in unproductive conversations. A systematic approach to qualifying prospects could significantly increase face time with qualified prospects and drive revenue growth.
Published:
May 15, 2023
Ever Put Off Prospecting Tasks…And Faced An Income Crisis As A Result?
Who really knows what the 2nd, 3rd and 4th quarters will bring in the way of an economy…Anemic? Strong? Recessionary? I for one am very bullish on out of home in 2023 no matter the economy as long as we make sure and do the things that we are in control of. 
Published:
May 15, 2023
What is Your Strategy, Or Do You Have One?
As a professional OOH salesperson, do you have an intentional method to how you manage your book of business? Have you broken down your clients into strategic categories with a defined approach as to how you are going to manage those relationships?

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