If there’s one thing everyone in the media industry can agree on, it’s that things change – fast. Between the talk about the attention economy and how media preferences are fluctuating, there’s a lot to consider if you want to create a winning sales pitch to help your clients understand where they fit in right now.
Our latest data shows that the average person aged 16-64 spends 6 hours and 43 minutes online, whether that’s on their PCs, laptops, tablets, or mobile devices. With more people watching streamed TV, they’re likely to be exposed to fewer TV ads. That said, 25% say they notice product placement in TV shows every time they watch TV and 37% say they notice it most of the time.
This means there’s room for growth and plenty of opportunities for prospects. Remember that clients need your knowledge about their target audience to really grasp the value of your great sales pitch.
Getting closer to yes
Being armed with relevant insights and having a knack for negotiation is key when it comes to pulling off a successful sales pitch, but having a full range of tools you can use to make sure you nail the sales process is imperative.
There’s more to getting a client to sign on the dotted line than an engaging conversation.
It’s key to understand how to set your offer apart in this rapidly-shifting consumer landscape so you can maximize the media portfolio’s impact, stand out among the competition, and – most importantly – score that sale.
Here’s a look at 6 tips to make sure you’re on top of your game when you’re getting geared up for the perfect sales pitch.
1. Know your client (and their audience) better than anyone else
You don’t need to be a mind reader, but you do need to do your research to craft an effective sales pitch. Who’s their target audience? What insights will win them over? What issues are they facing when it comes to connecting with their target audience?
Understanding your client’s challenges and being prepared with a calculated solution is the first step to building credibility. You’ll be able to fill in the gaps by demonstrating that you’ve done your research on their specific needs.
It not only shows that you’re a trusted source of valuable information, but it also makes you more effective at selling to a potential buyer that may be on the fence about making that commitment.
2. Bring your data-led edge to the forefront
Data is king. It’s what turns unconvincing sales pitches into homerun sales pitches by bringing your offer to life. Whether you use a successful case study or the latest report to build a stronger sale, you’ll be able to prove that you’re zeroed in.
That’s why value-building insights are the foundation of a winning ad sales pitch.
When you put the data on center stage, it reinforces your role as the expert with insider knowledge that only you can provide. You’ll be able to showcase your understanding of their target audience, bring untapped segments to your client’s attention, and add value to your sale.
3. Lead with tailored insights
The last thing you want is for your sales pitch to seem vague or under-researched. That’s why staying clued into what’s happening with your client’s consumers and knowing which specific audiences to target is a must.
Being able to share relevant market information is gold and gives clients a reason to choose you over your competitors.
Telling a client something of value that they didn’t know is a proven way to demonstrate that you’re the go-to source – and that you understand what’s going on with their audience even more than they do.
If you’re working on a media campaign with a brand that wants to reach Gen Xs, knowing the use of TikTok among Gen Xs, outside of China, has grown 34% since 2020 can be the difference between a deal or a decline. And it’s exactly the type of data you want to have readily available.
4. Gauge the market mood
We all know that the magic is in the insights, but it’s crucial to offer timely data that’s relevant to your client’s world. You need to not only know how an audience behaves but ideally what drives their engagement.
As you talk to clients about the changes in their industry, knowing what’s going on (from the big picture down to the details) is a surefire way to make sure your ad sales pitch reflects the real world.
For example, knowing the top three reasons consumers use social media is to keep in touch with family, fill up their spare time and read news stories can be extremely useful. With this information, you can point your clients in the right direction to help them become more effective with their advertising choices.
5. Maintain alignment
Having a consistent sales narrative with clear messaging is vital. It’s what keeps your ad sales pitches strong, trustworthy, and appealing. When everyone on the sales team is on the same page, it creates an environment of dependability that’s essential for winning big with clients.
All sales reps should be able to turn data into action.
That way you can focus on the facts and figures, dig into what’s trending and get your successful sales pitch through to the finish line.
6. Respond quickly
When it comes to sealing the deal, all the adages are true. The early bird gets the worm, time is money, and if you snooze, you lose. While this may seem like a given, it’s one of those critical details that makes all the difference.
Our innovative platform allows you to gather insights in a flash so you’re always prepared with the data you need. A speedy response time lets your clients know that they’re a priority and cuts down on sales pitch turnaround time without compromising quality.
The bottom line
A good sales pitch starts with actionable insights. It’s your job to understand your client and their target audience better than they do, so you can stand out as an authority on what they need.
When you have a clear strategy while pitching to clients, you can make their decision simple. It’s all about knowing your client’s audiences, which audiences use the media portfolio of the media owner, and understanding what drives engagement. When you’re assessing their problems, offering solutions, and providing unique data that sheds light on the market mood, your solid approach is what will get you that yes.