Monday, July 13, 2009
The media kit follow-up call
When you contact a prospect after sending a media kit never say “Did you receive our media kit I mailed last week?” or “Have you had a chance to look at our media kit?” because the prospect will often turn your question into an opportunity to brush you off by saying “No” or “I haven’t had a chance to look at it yet, so call me back in a few weeks." As you’ve probably noticed, when you call back in a few weeks, you usually get the same response.

So when making a follow-up call, don’t ask the prospect about the media kit; instead, make a short presentation that piques his interest and set up an appointment.         
- Peter Ebner
About Me
Peter Ebner
 
Peter is a professional sales trainer and marketing consultant with over 25 years of industry experience. He is author of several books including Grow Rich Selling Magazine Ads. He can be reached at (905) 713-2274 or on the Web at www.SellingMagazineAds.com.
Most Recent Blog Comment
Pardee says:
I'm with Todd and Ad Girl on this one. A complete media kit including rate card is best. In fact I t...
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